Typical customers of GSI are worldwide Transmission, Distribution, Power Generation Utilities and Developers, as well as a wide range of Industrial customers. Typical project values range from a couple of hundreds of thousand dollars, up to the billion-dollar range.
GSI Profit and Loss accountability is being structured around geographical Regions, among which the North & South Europe (NSE) encompasses Denmark, Finland, Iceland, Ireland, Norway, Sweden, United Kingdom, France, Spain, Portugal, Italy, Greece, Israel, and Romania. Average order intake of GSI in NSE is in the range of 1b$ to 2 b$ , captured by a Commercial & Tendering Team of around 30 people.Job Description
Role Summary/Purpose
The Capture team leader (CTL) is primarily focused on the tendering and sales activity for GSI Large & Complex projects, and mostly HVDC. Dedicated to facilitating relationships with external customers and partners via the tendering process, he/she will manage the non-technical Global business disciplines to include tendering strategy, pricing and commercial/legal negotiations in line with internal due validation process and Delegation of Authority.
Essential Responsibilities
Drive the commercial strategy to Deliver order intake and associated CM and cash:
- Contribute to the region goals for orders, CM and Down Payments targets and be accountable for these targets for the bids he/she is leading.
- Be an active member of the GSI NSE Commercial & Tendering organization.
- Responsible for the forecast management for the deals allocated to him / her.
- With support from all involved stakeholders, define, drive and ensure successful implementation of plans to positively differentiate from competition in the eyes of our customers.
- In close coordination with the Region OTR leadership, define and develop the Strategy and target costing for preparation, submission & negotiation of winning proposals for specific opportunities, while ensuring the captured opportunities are executable at cost and on time.
- Lead deal reviews/ approvals in accordance with underlying delegation of authority, up to corporate level.
- Responsible for ITO Policy process compliance including risk management process rigor and compliance.
ITO Team leadership for large & complex tenders:
- Lead and coordinate (1) the NSE Region commercial & proposal management team, (2) the Product Delivery Group teams, (3) the other Grid Solution Businesses and (4) the consortium partners (when & as applicable), to deliver on-time and high quality proposals and subsequent clarification responses.
- Identify & structure resources to support tender preparation and submission.
- Provide hands-on leadership for the deals he/she is following., and ensure he/she drives the development of high performing ITO tender teams by attracting and training the right talents.
Negotiations for large and complex tenders:
- Drive and / or support HVDC business development actions with support from the GSI tendering & expert teams from the early stages of identification opportunities (pre RFI).
- Together with the other members of the Sales Team, drive the clarification and customer discussions of the offers he/she is in charge.
- Lead the final deal negotiation process together with all internal and external stakeholders and in conjunction with the sales team.
- In partnership with the Region OTR team and with other involved stakeholders, leads the consortium negotiation and alignment if & as needed.
Contribution to the improvement of and compliance with processes:
- Manage and improve regional operating metrics, such as productivity, proposal throughput/ yield, cost accuracy, or cycle time measures.
- Ensure compliance, integrity and EHS standards are met.
- Support and / or drives global initiatives and simplification efforts, including but not limited to leading and participating in global initiatives for ITO improvements, bid prioritization or delegation of authorities
- Ensure continuous & effective communication between all stakeholders
Qualifications / Requirements:
- Bachelor’s degree from an accredited university or college.
- Min 10 years of similar experience out of which 5 years in a leadership position in sales, tendering or operation. Experience in Grid Solutions and Turnkey is preferred.
- Willingness to travel 40% plus.
Desired Characteristics:
- Significant & relevant experience in sales, commercial operations, risk or marketing
- Effective oral and written communication in English.
- Strong presentation skills
- Have a clear understanding of the commercial levers for contractual obligation (and 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 manipulate and "shape" deals and formulate
- Ability to form relationships that facilitates viable client solutions.
Relocation Assistance Provided: No
Top Skills
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