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Description

Main Aspects of Job:

  • This role provides support with aspects of the sales process for both consulting and technology (software) within APAC, Japan and India regions.
  • Responsible for commercial risk management at all stages of the BD process that includes but is not limited to the quality control and consistency check on all commercial and pricing aspects during budgetary quotations, formal proposals and final contracts.
  • Management of official tenders and owning the related work processes and the applicant will be a key player in the pursuit teams putting together large, complex proposals.
  • As a secondary role depending on workload and available time, will assist the Sales force (BD, consultants) with opportunity pursuit strategy deep dive and aspects of the proposal preparation as needed, such as help with structuring, finding templates and starting points for scopes, reference lists, standard wording etc.

Main Roles and Responsibilities:

  • Commercial Risk Management
    • Commercial proposal assistance, checking and issue
      • Pricing assistance for difficult ones e.g. implementation projects
      • Pricing analysis and recommendations for TSA rates escalation
      • Pricing and Cost Estimate (CED) review
      • Tax position and tax statement review
      • Cash flow/payment structure preparation
      • Subcontractors/Associates mark-up and pricing
      • Agents’ commission structures
      • Other commercial obligations: LDs, Performance BG etc review
      • T&Cs statement or inclusion
      • Provide direction and assist with proposal approval from appropriate management authority
      • Prepare risk analysis package for ELT on large proposals
    • Contract Award
      • Ensure appropriate approvals/documentation are in place before work is commenced.
      • Assess commercial and contractual risks before contract signature
      • Provide final review on commercial related clauses in the contracts
    • Post Award
      • Participate in BD-Ops hand over and brief Project Manager on invoicing milestones and commercial risks
      • Suggest and organise bidding reviews and lesson learned
      • Document competition information obtained during bidding for group intelligence.
      • Conduct periodic proposal win rate analysis
  • Official Tender Management
    • Contribution to Bid/No Bid process and decision
    • Bid bonds facilitation with Finance
    • Insurance – checking requirements
    • Responsible for coordination with all necessary resources (internal and external) to ensure on time delivery of high-quality tender response.
    • Owner of bid plan
    • Technical Proposal checking and review, focusing on:
      • Confirmation if all scope requirements have been addressed in the response
      • Removing potential ambiguity and vagueness from the written scope – focus on clarity
      • Exclusions and deviations documentation
      • Eliminating ambiguity in technical definition, especially in deliverable and schedule which may impact commercials during execution
    •  Facilitate bid approval process
  • Procedures and Processes Compliance Supervision
    • Official Tender handling
    • Proposal approvals – scope, estimated hours, final price
    • Commercial Proposal issue
    • Management Review/Approval
    • Awarding
    • Use of subcontractors/associates
    • BD-Ops collaboration e.g. Participate in bi-weekly equalisation meeting
    • Selected small contract management under global roll-out (e.g. Air Liquide)
  • Proposal Content (as time permits)
    • Check for consistency and clarity of scope, schedule and deliverable
    • Check for consistency of estimated hours and scope
    • Recommend modifications to proposal structure to improve quality of proposal to client
    • Challenge existing ways of doing things

Position Requirements:

  • Ability to work in a highly pressured and reactive role
  • Attention to detail and ability to deliver quality services
  • Strong business acumen
  • Good understanding of commercial and contractual aspects of the sales process
  • Excellent communication and interpersonal skills with the ability to deal with colleagues and external clients professionally
  • Good organizational skills with the ability to meet deadlines
  • Good understanding of the tender process and software licensing process
  • Minimum 5 years of experience in working in/serving process industry
  • BSc or MSc degree or equivalent in Chemical Engineering or Business

 

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