Capture team leader - HVDC (m/w/d)

Job Description Summary

The Capture team leader is primarily focused on the tendering and sales activity for HVDC. Dedicated to facilitating relationships with external customers via the tendering process. The candidate will manage the non-technical Global business disciplines to include tendering strategy, pricing and commercial as well as legal negotiations.

Job Description

Responsibilities

• Support the projects and the regional goals for orders and Construction Margin targets
• Be an active member of the project's commercial organization
• Responsible for the forecast management
• Coordination of the regional commercial and product teams, enhancing sales capabilities and formulizing as well as executing business intelligent processes
• Develop and support strategy and target costing for specific opportunities.
• Provide leadership and guidance to HVDC Product Delivery Group to deliver on-time and high-quality tender submissions and subsequent clarification responses
• Coordination of the regional commercial and product teams, enhancing sales capabilities and formulizing as well as executing business intelligent processes
• Identify resources to support tender preparation and submission
• Lead deal reviews and approvals in accordance with underlying delegation of authority
• Oversees the development and implementation of the Instruction-to-Order policy process, with a focus on compliance and the integration of effective risk management protocols
• Facilitate regional and HQ reviews and deal approvals
• Lead deal reviews and approvals in accordance with underlying delegation of authority
• Provide hands-on leadership for critical deals
• Support and drive the final deal negotiation process and, if necessary, lead the final customer negotiations in conjunction with the sales team

• Lead and support the development of a high performing Instruction-to-Order tender team by attracting and training the right talent
• Enhance the commercial expertise (across the entire sales and Commercial Operations teams) by developing and implementing formal training programs and by tactical and strategic deal support
• Manage and improve regional operating metrics, such as productivity, proposal throughput/ yield, cost accuracy, or cycle time measures
• Manage the regional commercial operations workload, drive common commercial processes
• Ensure compliance, integrity and EHS standards are met
• Support global initiatives and simplification efforts
• Lead and participate in global initiatives for Instruction-to-Order improvements, bid prioritization or delegation of authorities
• Ensure continuous and effective communication between all stakeholders
• Drive global initiatives such as Instruction-to-Order improvements, bid prioritization or delegation of authorities

• Masters or Bachelor's degree in Business, Finance, Engineering or a comparable degree from an accredited university or college.

• Significant and relevant experience in sales, commercial operations, risk or marketing
• Effective oral and written communication in both English and German
• Strong presentation skills
• Have a clear understanding of the commercial levers for contractual obligation as well as how to manage them over the duration of the contract
• Ability to direct complex daily activity of multiple work streams, focused on issue resolution
• A good understanding of contract management principles, the ability to manage and shape deals and formulate
• Ability to form relationships that facilitates viable client solutions.