Job Description Summary

The Senior Bid/Commercial Manager is a pivotal role responsible for leading the tendering process and spearheading proposal development for complex bids. This position aims to deliver winning proposals to our customers across Europe and Sub-Saharan Africa. The role demands meticulous management of the risk review process as per the Grid Solutions Deal Risk Management protocol, ensuring timely submission of proposals in alignment with customer specifications

Job Description

Essential Responsibilities:

• Serve as the Capture Team Leader for complex tenders, overseeing the development of comprehensive Grid Automation proposals. These include solutions for Protection & Control, Monitoring & Diagnostics, Asset Performance Management, and Utility Communications. Collaborate closely with Commercial Operations, Sales, execution teams, and other departments such as commercial finance, sourcing, legal, and tax.
• Support the preparation of large proposals, define the winning contractual scheme in collaboration with the Sales team, participate to the assessment of the right business partner (subcontractor or consortium partner) and supervise the approval/ validation process
• Actively engage the Go/No Go process, the relevant Deal Desk reviews at the earliest possible stage
• Engage with various functions and stakeholders to craft the optimal delivery model, considering specific tax requirements. Where necessary, lead consortium negotiations and manage the internal consortium partner qualification process.
• Maintain robust engagement with customers throughout the tendering phase, promptly addressing queries and clarifications.
• Ensure that the commercial and technical components of proposals are thorough and compliant with customer requirements, presenting the most optimized and competitive solutions.
• Partner with Region Sales teams in strategizing to develop winning proposals that meet or exceed regional order plans.
• Support Market Level Pricing Indicators, target price definition and pricing strategy initiatives.
• Aid the Grid Automation strategy in achieving Business Line and Region orders operating plan, and margin objectives.
• Conduct risk assessments, manage submission processes, facilitate deal clarifications/negotiations, and oversee the hand-over to Execution teams, ensuring proper contract flow-down control.
• Execute the Commercial Risk Review Process, including deal reviews and approvals, in accordance with Grid Solutions Policy 5.0.
• Collaborate with Commercial Operations and Legal teams to lead contract Terms & Conditions negotiations with customers.
• Ensure accurate updates in the sales force system.
• Contribute to proposal process improvement and enhance proposal quality metrics.

Qualifications:

• Bachelor’s degree in Engineering or Commerce from an accredited institution.
• Minimum of 10 years’ experience in a similar role, with expertise in commercial or project management functions.
• In-depth knowledge of Grid Automation solutions essential for transmission and distribution utilities, renewable generation, data centers, and industrial segments.
• Proven experience in reviewing and negotiating commercial terms and conditions.
• Demonstrated ability to influence and lead cross-functional teams; strong interpersonal and leadership skills.
• Excellent oral and written communication and presentation skills.
• Proactive problem-solving capabilities and self-sufficiency.
• Fluency in written and spoken English is required. Proficiency in French, Spanish, or German is advantageous but not mandatory.

Additional Information

Relocation Assistance Provided: No