Key Responsibilities:

• Responsible for all regional enquiries, bids, order conversion to project handover.
• Global tracking of business enquiries across all regions, providing current position visibility.
• Designing, implementing and maintaining departmental processes in alignment with overall group and policy.
• Ensuring proposals and contracts are agreed in accordance with departmental targets and KPIs.
• Pursuit of Company goals – i.e. to maintain profitable workload, to maintain utilisation levels at or above targets, develop the standing within the established market and expose new clients to the company’s capabilities.
• Work in strict accordance with the policies, processes and procedures and demonstrate such.
• Ensure complete understanding, familiarisation and compliance with the company’s Integrated Management System through provision of timely documentation and according to internal and external audits.
• Drive Health, Safety, Environmental and Quality requirements for people, equipment and processes. Ensure, by example and leadership that HSEQ principles required by legislation, standard, recommendation and requirement are fulfilled.
• Ensure the Proposals Team is aware of the hazards and controls necessary for their safety and that of others.
• Lead a small team of proposals personnel by managing priorities, workload and resourcefulness.
• Where and when required, ensure that the Proposals Team understand and operate across difference time zones, different cultures and can meet internal and external expectations.
• Support the development and use of company ERP and CRM business tools and systems as part of the daily business and job function.
• Monitor, develop and support individual and team competence levels to ensure that the company can achieve desired new levels of customer support.
• Responsible for regular staff reviews, annual reviews including setting targets and KPIs for individual team members and managing any personnel concerns in conjunction with HR.
• Drive customer focused team who can meet customer expectations and deliver results.
• Assure the commercial integrity of each proposal with respect to profit, risk, commercial exposure, long/short term strategy, and market rates.
• Assessing resource availability in respect of enquiries.
• Identifying potential resource conflicts and escalating/referring as appropriate.
• Ensuring the Leadership Team referral is carried out in accordance with authorisation structure.
• Verification of pricing, costing, resource requirements and scheduling.
• Approval of proposals and contracts in accordance with authority structure.
• Ensuring proposals and contracts are issued to expected levels of quality and accuracy.
• Leading pre-award negotiation and internal pre-meeting briefings.
• Developing and maintaining effective working relationships with other departments.
• Actively participate in lessons learned exercises and ensure applicable lessons are effectively incorporated into processes and future proposals.
• Ensuring that proposals are technically competent, innovative where appropriate, fully addressing the client’s stated requirements or agreeing preferable solutions/alternatives in advance of submission.
• Responsible for the commercial integrity of each bid with respect to profit, commercial exposure, long/short term strategy, and market rates.
• Cultivating good working relationships with clients through personal contact. Optimising the approach required for each individual and promotion of trust.
• Travel to customer location in support of bid process and order award as necessary.
• General assistance to colleagues, where such can be given, to allow their work to progress efficiently, providing information/advice/training, etc. on request.
• Any other duties as directed from time to time.

Key Measurements:

• Demonstrate an increased proposals to orders conversion rate.
• Effective and efficient planning, organising and supervising activities of the team demonstrated by achievement of targets, KPIs and deadlines.
• Optimising the approach required for each individual and promotion of trust demonstrated by high quality feedback from clients and performance management.
• Adherence to process and project close out reports.

Core competencies essential for successful execution of the Job Description activities are outlined below:

Education:

• Degree qualified in a relevant discipline such as Business Admin Contract Law or a technical subject.

Training:

• Project Management Training – PMI or APM accredited desirable but not essential.
• Commercial awareness.
• Contract management.
• Financial awareness.
• Sales for non-sales managers.
• Customer service.
• People management.

Skills:

• Professional outlook and conduct at all times.
• Excellent communicator, in both written and verbal forms, with highly effective inter-personal skills involving instruction and influencing.
• Strong leadership and willingness to impart knowledge and undertake personal development of Proposals Engineers and Coordinators and wider business.
• Strong work ethic, motivated, and solutions orientated.
• Ability to work with others, in teams and on own initiative.
• Proactive, with a positive outlook.

Experience:

• Considerable, demonstrable experience in an offshore industry commercial role.
• Experience in Marine Engineering and Construction, in particular flexibles, flowlines, risers, umbilicals. This is preferable but not essential.
• Demonstrable experience leading a proposals team.