Sales and Proposal Expert
hace 3 meses
Mid-level Professional
**A Snapshot of Your Day**
In coordinationwith the relevant internal Siemens Energy (SE) team members, you steer thedevelopment of opportunities and offers for servicing the rotating equipment (largegas turbines, steam turbines and generators) at the power plants of ourexternal customers. Throughout the process, you lead the communication withcustomers ensuring the offer meet their needs and expectations as much astechnically possible. Once the technical clarification of the services/ products/solutionsto be offered has been completed, you are responsible for preparing thecommercial offer and leading the negotiation with the customer according to SEinternal guidelines, existing framework agreements and SE standard terms and conditions.
Your customerswill be the main power generation utilities in Southern Europe, mainly in Spainand Portugal.
**How You’ll Make anImpact**
- Lead the completeproposal development cycle: from opportunity identification to finalpresentation, includingnegotiation with customers.
- Collaborate withcross-functional teams, including engineering, field service, hub sales,operations, EQHS, and finance, to gather necessary information and developstrong proposals.
- Analyze customer’srequirements and RFQs to clearly understand objectives, scope, timelines, negotiationpoints and evaluation criteria.
- Establish andmanage a detailed schedule to ensure timely delivery of the final proposal.
- Coordinate andlead external meetings with customers and internal meetings to assignresponsibilities, review progress, and address proposal-related issues.
- Develop strategiesand tactics for negotiating contract terms, pricing, and other relevant aspectsto achieve mutually helpful agreements. Engage in negotiations with customersto address concerns, overcome objections, and find common ground to reachfavorable outcomes.
- Conduct marketresearch and competitive analysis to develop effective and differentiatedstrategies.
- Develop persuasivecontent, including text, graphics, presentations, and other relevant materialsfor proposals.
- Review and editproposals to ensure quality, accuracy, consistency, and compliance with customerrequirements.
- Collaborate withthe legal team to ensure proposals align with contractual and legalrequirements while balancing the interests of the SE and the customer.
- Maintain anorganized record of all proposals, including previous versions, templates, andresources used.
- Track submittedproposals, gather feedback, and analyze results to continuously improve processes.
**What You Bring**
- Bachelor’s degreein Mechanical / Electrical Engineering
- Minimum 5 years previousexperience in large gas turbine, steam turbine and generator services as aProposal Manager or similar role with experience of managing commercialproposals and tendering processes including experience in negotiating contractsand agreements with customers.
- Customer focus,thorough understanding of customer’s needs and expectations tailoring proposalsto them. Use of consultative selling techniques to uncover implicit needs andincorporate them into the proposal.
- Ability to clearlycommunicate technical information, both verbally and in writing as well asability to communicate efficiently with all vital parties on a regular basis.Excellent verbal and written skills in both Spanish and English (German isdesirable as well), inter-personal skills, good analytical ability, creativity,presentation, facilitation, and project management skills.
- Strong managementand leadership skills and the ability to work effectively with cross-functionaland international teams, assigning tasks, setting deadlines, and ensuringtimely delivery of proposals.
- Ability to managemultiple tasks and projects simultaneously meeting tight deadlines and managingthe pressure set by customers during the proposal process.
- Focused,organized, and receptive to other people opinions and views, ability to analyzeand collaborate efficiently with teams.
- Analyticalthinking to understand customer demands and orientation to detail, reviewingand carefully editing proposals to ensure accuracy, consistency and compliancewith customer requirements.
- Teamwork ability,strong collaborative attitude aligning opportunities and sales/pricingstrategies with colleagues on your sales team and working effectively with theoperations team of Project Managers.
- Ability to keepfocus on all times to assure high quality in the work you deliver.
- Creative thinkingto develop innovative solutions and approaches.
- Understanding andexperience on the power generation market.
- Knowledge ofsoftware and tools related to proposal management, such as Microsoft Office,CRM and document management systems.
**About the Team**
We are a diverse and international team operating in 6 countries. We workas a team, always focusing on the customer to adapt our proposals and solutionsto their needs. We maintain and nurture relationships with our customers
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