Job Description Summary

Customer facing staff responsible for winning business Impacts approaches, projects and programs in the functional area or affected business organization and ways of working. Impacts quality, efficiency and effectiveness of own team. Guided by commercial practices and policies that may be shaped by the role. Has significant control/influence over commercial priorities. There is moderate autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgement are required to achieve outcomes required.

Job Description

Roles and Responsibilities

• Develop proposals to meet Customer expectations with competitive pricing. Prepare prequalification and/or tender documents, prepare the costing, compile and submit required tender documentation as per tender processes and as per the tender plan.
• Prepare, present and follow the required tender approvals within the organization.
• Leads site visits with support functions (Project Management, EHS, Engineering, Construction...) while building the technical solution. Manages information flow between internal and external stakeholders during proposal development.
• Organizes the risk assessment and define measures to minimize the risks identified. Ensures Operational & Technical risks and opportunities are properly identified, registered, and mitigated with the support of Grid Solution experts and functions.
• Together with Sourcing and Supplying entities, optimizes costing and project cash flow.
• Assists in customer negotiations. Identifies new opportunities with functional partners to develop new products and services for business growth. Utilizes Lean methodologies to improve proposal process. Develops the business based on a good customer relationship and making spec-in for future business opportunities.
• Drives the technical and commercial proposal activities for AIS/GIS RME (renovation, modernization and extension) projects.
• Utilizes in-depth knowledge of own and others sales territory, product lines, markets, sales processes or customer groups and uses analytical thinking and commercial experience to execute policy/strategy.
• Has knowledge of best practices and how own area integrates with others; is aware of the competition and the factors that differentiate them in the market
• Uses some judgment and has some ability to propose different solutions outside of set parameters to address more complicated, day-to-day problems with projects, product lines, markets, sales processes, or customers. Ability to prioritize information for decision making. Uses technical experience and analytical thinking. Uses multiple internal and limited external sources outside of own teams to arrive at decisions.
• A job at this level requires strong interpersonal skills. Needs to connect with internal functions and product lines, as well as with the Customers.
• Is a solution finder to define the strategy for preparation, submission, and negotiation of winning offers. Explores alternatives (technical solutions, sourcing, innovative content ...) allowing to differentiate our proposal, and defends these alternatives in front of the customer.
• Is accountable for the vetting of the Compliance with the GSI instructions, with the Customer T&C and Technical specification. Gets, aligns, and supports optimization and competitiveness of the technical offers and costing from GS supplying entities. Challenges the Division of Responsibility between internal and external stakeholders to generate the most optimized solution.
• Complies with the Policy 5.0., with the Project Tender process, with EHS rules and all other work instructions and processes applicable to the establishment of GSI proposals.
• Manages hands-over won deals to Operations.
• Leads win / loss analysis for key deals for continuous improvements of our solutions/ customer approach.

Required Qualifications

• Bachelor's degree in Engineering from an accredited university or college.
• Minimum 12 years of experience in the Sales and Proposal on HV Substations and brown field projects related to Substations Service business.
• Knows the HV business in KSA/Bahrain.
• English mandatory, other languages appreciated.

Desired Characteristics

• Strong oral and written communication skills.
• Demonstrated ability to analyze and resolve problems.
• Have demonstrable experience in dealing with customers, both technically and commercially at all levels within a business
• Expertise required in tender management, cost estimations, bidding procedures, planning.
• Team Player, flexibility, and resilience to support teams.
• Strong knowledge of the Grid Solutions business & products
• Discipline in managing the day-to-day business.
• Ability to work in international and matrix organizations.

Additional Information