Tender manager

Objective

Schneider Electric does have the Front offices with their Sales force (Sales representatives, Key / Global Account Managers...) in many countries around the world, which main focus is to identify the complex „turn key opportunities“.
„Complex turn key opportunity“ means complex project covering engineering, procurement, delivery and installation/comissioning of the electrical distribution equipment ensuring the functionality, reliability and customer/standard compliance of the complete system.
The role of the BTM is to develop the business in his dedicated area (Europe + CIS – Russia + Kazakhstan+ Belarus), support the local team with the qualification of the opportunity (GO/ No GO decission) and in case of Bid decission, he builds the Commercial and technical offer leading the project tendering team supported by the other functions (Technical leader, Contract manager, Logistic coordinator..) based on the agreed commercial strategy.
After offer submittal, and in case of the acceptance by the customer, he drives negotiations till the contract is awarded.
BTM then transfers the Offer & Contract to the Project Manager (PM) and his team in execution.
The BTM is accountable of the Order Intake and profitability level (Gross margin level).

Main responsibilities

Scope & Environment:

Location: Regional Application Center Electrical Distribution / Business department (Bratislava, line manager located in Grenoble France)

Travels abroad: (1 week / month approx. to visit customer, suppliers, contractors, Office in France)

Size of the project: between 2M€ and 30M€

Complexity of the projects:
- A (turn key / very complex, 10 M€ ) - Under the leadership of the Senior Business manager, BTM performing mainly Tendering job
- B (design, studies / average complexity2 M€ and Targeted segments: Oil&Gas, Mines, Minerals, Metals, Utilities, Infrastructure, Data Centers

Scope of work: Business management and Tendering of turn key projects on High Voltage / Medium Voltage / Low Voltage electrical distribution, energy & process automation systems, installation & site works activities.

Dedicated region: Europe + CIS (Russia + Kazakhstan+ Belarus)

Key responsibilities / activities:

Business development in dedicated area with Schneider Electric Front office

Target and qualify new opportunities identified.

Build a strong relationship with the customers and other stakeholders in project (end user, contractor, EPC, design office...).

Build the commercial / Go To Market strategy

Influence customer's choices, Identify & promote Schneider Electric value proposition.

Build the tendering strategy of the offer with the definition of the Market and Target price

Lead, coordinate, animate the Tender preparation with the support of other functions

Return on experience - Involve execution teams of former similar projects to identify main risks to build a reasonable risk analysis.

Follow the different stages of the Customer Project Process: Risks analysis, cash curve, technical design review, tender review and escalation workflow to get the final approval of the management.

Submit the proposal to the customer, prepare the negotiation strategy understanding the position of the customer and competition.

Drive the full negotiation based on the management validation (technical, commercial and contractual) with the customer.

Transfer offer to execution involving the entire offer and execution team in case of succesfull negotiation

Ensure the Order Intake and profitability level (Gross margin level).

If you are interested in this position, please send us your CV in English language. We will contact suitable candidates only. Thank you

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