Contract, Bid, and Proposal Manager

Job Description:

• Contracts, Bid and Proposal Manager- Business Unit, Transformers

  Mission Statement:

  Responsible for contracts/tendering of products/systems/services within a designated market in accordance with strategy. Build long term customer relationships and manage resolution to specific customer needs and issues. Create and complete bids/estimations/quotations based on customer specification or customer requirements/budget in order to achieve both market competitiveness and high margin for the Company. Maintain and improve the balance between all Hitachi Energy units and customers that are present in the area of responsibility.

  Main Accountabilities:

  Supplier selection, identifies potential vendors for equipment and materials required in the project and technically evaluates supplier offers to check match with specifications. Collaborates with Supply Chain Management to coordinate requests to subcontractors.

  Customer relations

  Establishes and maintains effective customer relationships to understand customer needs, promote customer understanding of full product/systems/services offering, and align to provide a solution. Ensures a positive customer experience throughout the sales/tendering process.

  Coordination

  In accordance with bid/estimate/quotation planning, ensures that inputs for editing activities are provided on time and according to established quality procedures. Manages external services to support bid/estimation preparation such as translations and governmental approvals.

  Contracts/Sales

  Creates added value for the customer and Hitachi Energy and ensures the successful outcome of transactions, contracts and proposals by using effective sales techniques. Communicates details in accordance with Hitachi Energy offering and strategy (delivery time, payments, and general terms and conditions).

  Documentation

  Collects and archives documentation regarding the offer/order and records assumptions and decisions taken during the development process. Regularly reports the status of the bids/estimates/quotations using defined tools and collects and analyses the reasons for tenders being lost and won.

  Administration

  Manages administrative procedures in contracts/sales processes, and supports collection and project management activities when needed.

  Offer preparation

  Prepares offers in coordination with the bid and proposal department and/or the Marketing Manager. Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.

  Target

  Formulates competitive bids/estimates/quotations, taking into account best available product mix and appropriate technical and commercial considerations for each individual situation. Ensures tenders are well documented in a timely manner and with appropriate level of detail, including full and accurate costs.

  Preparation

  Manages the preparation of all technical (e.g. defining the most suitable technology and product type(s , financial (e.g. total price sheet, cash flow analysis) and if necessary project management (e.g. quantifies hours of engineering and commissioning) aspects of the bid/estimate/quotation, indicating prices and trading conditions.

  Risk

  Identifies potential risks in the bids, quotations and estimates, and in any related contract agreements across customers/channels. Provides information and/or participates in the Risk Review process in accordance with Hitachi Energy policy.

  Qualifications & Experience:

• Degree or Diploma in Electrical or Electronic Engineering or equivalent
• Minimum 5 years of experience in Transformer Sales/Contracts Management, with some experience in HV products and or Substation.
• Good knowledge of the Southern African transformer market is a requirement.
• In depth understanding of the market and operating environment of the target region.

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