Sr. Proposal Manager

Are you interested in being part of an innovative team that supports Westinghouse’s mission to provide clean energy solutions? At Westinghouse, we recognize that our employees are our most valuable asset and we seek to identify, attract and recruit the most qualified talent while recognizing and encouraging the value of diversity in the global workplace.

 

The OPS Proposal Manager is responsible for managing Proposal development for complex opportunities (generally over $5M) with particular focus on the commercial elements of the Proposal and ownership of the Pricing file. He/she will secure compliance with the Westinghouse governance process and timely organize the relevant meetings. The individual reports to the Proposal Management Director.

 

Duties and Responsibilities:

Manage the Offer Development Process of large/complex offers (typically > $5M USD):

• Prepare the offer Division of Responsibility Matrix. Communicate to the expected bid team members.
• Develop and manage the offer schedule ensuring all internal LOA process requirements and customer deliverables are met, including the scope schedule and cost elements of the offer. This may include taking appropriate action, including escalation to management (if necessary), if problems occur in meeting the agreed upon schedule;
• Identify individual RFQ requirements, including all attachments, and coordinate inputs for completion (forms to be completed, language translations, etc.)
• Organize bid / no bid, kick off and offer status review meetings
• Collaborates with Customer Solution Manager (assigned by the technical delivery organization), Account Team, Contracts/ Legal, and as necessary, Supply Chain Management, Finance, Tax, Quality Assurance, Treasury, Environmental Health and Safety (EH&S).
• Support the Offer Capture Team to develop mitigation plans on all identified risks
• Prepare the full DRAFT commercial bid description, price, Terms of Payment (TOP), T&C’s, validity of the offer
• Integrate all relevant inputs into the customer-specific offer templates; reviewing, compiling and customizing the required information into a complete submission package;
• Verify that all elements of the customer Request for Quotation are addressed and incorporated into the offer package;
• Distribute the draft offer package to the offer team, and consolidating comments into the final offer package, as required;
• Ensure complete and on time submittal of the proposal to customer via appropriate path (paper, email or sourcing portal)
• Maintain up-to-date parameters in the Company CRM system (MS Dynamics) during the Offer Phase
• Support negotiations with the client until final contract signature, ensuring proper teamwork and alignment and with all relevant WEC stakeholders. Ensure Management decision traceability during negotiation process
• Oversee the Entry of orders in SAP and the issue of order acknowledgement letters to the customer.

Costing/Pricing of large/complex offers (typically > $5M USD)

• Collaborate with Customer Solutions Manager to develop cost models that support the financial aspect of the submission and LOA governance process;
• Integrate all costs elements and margin factors into a pricing model that is compatible with all elements of the customer requested template as well as the Westinghouse governance process (Limit of Authority)
• Ensure that cost rates, overhead markups, escalation, management reserve and margin/EBITDA levels are accurate in the estimates and responsible to generate the estimate sheet and the overall consolidation in case of multiple product segments
• Propose payment terms as input to the project cash flow curve
• Prepare the Pricing section of the Proposal in the customer requested format while securing robustness of the Pricing model & consis