Job Description Summary

Sr Sales Manager role will be responsible for taking responsibility of the ITO activities for the tendering activities in MEA Region`s Gulf, Iraq and Turkiye Cluster in line with the defined Strategy and with the Bid Management Process. He/She will lead the GSI bid management team in the Cluster and ensure coordination between all roles involved for timely preparation of the Technical Offers, BOQ, associated costing, execution plan, approvals, bid submittal and will manage and follow the bidding process until the end of LOA, negotiations, contract signature, successful booking and transfer process to OTR.

Job Description

Roles and Responsibilities

• Leads the team in the Cluster, 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 judgement 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

• Minimum a Bachelor's degree from an accredited university or college on engineering preferably from Electrical Engineering.

• Minimum 10 years of experience in bid management/sales and/or project management on HV Substations and brown field projects

• Experience in HV solutions offering, GSI sales and bid management processes within MEA region.

• Strong oral and written communication skills in English

Desired Characteristics

• 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.

• Other languages are appreciated.

Additional Information