Proposal Manager

The OPS Proposal Manager is responsible for managing Proposal development for complex opportunities, generally over $5M, with particular focus on the commercial elements of the Proposal and ownership of the Pricing file. He/she will secure compliance with the Westinghouse governance process and timely organize the relevant meetings. The individual reports to the Proposal Management Director.

Duties and Responsibilities

1. Manage the Offer Development Process of large/complex offers:

Proposal Manager: generally > 5 M USD

• Prepare the offer Division of Responsibility Matrix. Communicate to the expected bid team members.
• Develop and manage the offer schedule ensuring all internal LOA process requirements and customer deliverables are met, including the scope schedule and cost elements of the offer. This may include taking appropriate action, including escalation to management (if necessary), if problems occur in meeting the agreed upon schedule;
• Identify individual RFQ requirements, including all attachments, and coordinate inputs for completion (forms to be completed, language translations, etc.)
• Organize bid / no bid, kick off and offer status review meetings
• Collaborates with Customer Solution Manager (assigned by the technical delivery organization), Account Team, Contracts/ Legal, and as necessary, Supply Chain Management, Finance, Tax, Quality Assurance, Treasury, Environmental Health and Safety (EH&S).
• Support the Offer Capture Team to develop mitigation plans on all identified risks
• Prepare the full draft commercial bid description, price, Terms of Payment (TOP), T&C’s, validity of the offer
• Integrate all relevant inputs into the customer-specific offer templates; reviewing, compiling and customizing the required information into a complete submission package;
• Verify that all elements of the customer Request for Quotation are addressed and incorporated into the offer package;
• Distribute the draft offer package to the offer team, and consolidating comments into the final offer package, as required;
• Ensure complete and on time submittal of the proposal to customer via appropriate path (paper, email or sourcing portal)
• Maintain up-to-date parameters in the Company CRM system (MS Dynamics) during the Offer Phase
• Support negotiations with the client until final contract signature, ensuring proper teamwork and alignment and with all relevant WEC stakeholders. Ensure Management decision traceability during negotiation process

Oversee the Entry of orders in SAP and the issue of order acknowledgement letters to the customer

2. Costing/Pricing of large/complex offers

• Collaborate with Customer Solutions Manager to develop cost models that support the financial aspect of the submission and LOA governance process;
• Integrate all costs elements and margin factors into a pricing model that is compatible with all elements of the customer requested template as well as the Westinghouse governance process (Limit of Authority)
• Ensure that cost rates, overhead markups, escalation, management reserve and margin/EBITDA levels are accurate in the estimates and responsible to generate the estimate sheet and the overall consolidation in case of multiple product segments
• Propose payment terms as input to the project cash flow curve

Prepare the Pricing section of the Proposal in the customer requested format while securing robustness of the Pricing model & consistency with Westinghouse costs input & approved parameters from LOA/governance process

3. Governance Process  (Limit of Authority)

• Provide general oversight to ensure adherence to applicable policies and procedures
• Determine appropriate LOA level and required approvers
• Confirming LOA requirements, scheduling the meetings, and developing the LOA document, in accordance with the Westinghouse LOA Policy.
• Coordinate inputs for DRAFT LOA document and presentation materials, distribute for reviews by offer team, finalize and issue to LOA approvers and participants
• Co-ordinate the LOA meetings attended by the appropriate Senior Westinghouse leadership.  Secure LOA approvals and archive the final approved document;

Capture LOA meeting notes and actions.  Incorporate post-meeting changes in LOA documentation

4. Collaboration with other functions and support of company objectives

• Support financial objectives established for the Business Segment product portfolio including but not limited to Margin As-Sold, Order Entry, and opportunity pipeline growth.
• Maintain technical and sales related knowledge to support responsible product portfolio needs within assigned business segment.
• Develop and maintain critical working relationships with internal and external customer personnel. 
• Participate in implementation of sales strategies.
• Contribute to identification of risk and risk mitigation measures.
• Support risk reviews and development of pricing strategies.
• Support alignment and productivity of account teams, marketing and product line employees to optimize organization's market share.
• Problems faced are often complex and require extensive investigation and analysis.

Requires ability to influence others to accept practices and approaches, and ability to communicate and influence executive leadership.

Requirements:

Bachelor’s degree in Engineering, Business Management or equivalent experience

• 2-5 years in industrial landscape Refined commercial acumen and project management capabilities
• Able to work to pre-determined deadlines.
• Self-motivated and a proactive problem solver.
• Enthusiastic approach to work and a positive team player.
• Very good numeracy skills. Advanced capabilities in Microsoft Excel
• Able to communicate effectively with internal and external stakeholders at all levels of the organization.
• Good working knowledge of Microsoft Office suite (Word, PowerPoint, SharePoint)
• Knowledge of additional IT tool / ability to learn is a plus (SAP, D365, PowerBI, PRIME)
• Knowledge of nuclear utility buying practices
• Limited domestic travel to customer offices, vendor facilities or industry conferences may be required