I. Responsibilities

Commercial Aspects

• Understand Customers' needs and translate them with the Opportunity Leader into a winning Tender Strategy
• Understand the basic concepts of an EP&P project approach
• Participate actively in weekly capture team reviews. Bring bid updates/ discuss potential issues
• Prepare commercial offer and executive summary showing SE value proposal
• Participate actively in customer negotiations

• Excel main aspects of the offer (& potential leads): Technical Proposal, Purchasing topics, contractual aspects schedules, risks, commercial environment, cashflow, etc.
• Communicates Tender Strategy to all team participants (local/reginal/global) during Tender Kick-Off.
• Communicates Bid schedule to his team and makes sure it's respected.
• Animates his tender team in regular follow-up meeting to anticipate problems / elaborate alternative plans if needed.
• Translates Target Prices to Target Costs with the Opportunity Leader. He works with, and challenges, his tender team not to exceed this amount.
• Leads Risk & Opportunity sessions with SMEs, including cybersecurity.
• Leads cash curve scenarii with finance for the offer submission and anticipating negotiations.
• Prepares Tender Review presentation with his team, captures comments from mgmt/SMEs and modifies the offer accordingly. He submits tender approval as per official internal processes.
• Be responsible for submitting the complete offer in due time to customer.

• Estimates the budget needed to prepare/negotiate a bid.
• Mobilizes / demobilises tender resources at the right time to stick to the budget.
• Monthly followup
• Escalates in due time in case budget should exceed amount previewed.

• Win/Loss Analysis

• Electrical Engineering Bachelor Degree
• English fluency
• At least 4 years in Solution Tendering and/ or Customer Project environment
• Strong customer negotiation skill