? Own the bid and proposal work process. Lead proposal teams to ensure that the commercial organizations are provided with the best value proposition (capital and total evaluated life cycle cost) necessary to win and maximize profit consistent with commercial objectives.
? Identify and communicate all key commercial, technical, and execution issues for proposals.
? Lead the proposal team members effectively by communicating with them and focusing them on the correct priorities to ensure preparation of the best Air Products proposal.
? Develop an appropriate level of scope definition consistent with targeted estimate accuracy; recommend value improvements prior to project approval.
? Provide direct support to review customers’ specifications and proposed contractual terms, discuss Air Products’ capabilities with customers, present proposals, assist in contract negotiations, and review suppliers’ proposals.
? Work directly with customers and partners to determine scope splits.
? Prepare proposals, estimates, and feasibility studies within the agreed upon constraints of time, effort (cost), and accuracy.
? Conduct and document estimate risk analyses.
? Communicate issues, status, and summaries to senior management.
? After winning the business, continue to provide and evaluate ideas to improve profitability.
? During execution, and in support of the Project Manager, provide support to define scope, costs, and risks of all changes to the project baseline.
? Collect and analyze feedback from ongoing projects to obtain cost and other project performance factors, to optimize and improve the accuracy of future estimates.
? Understand and communicate market forces and competitor capabilities.
? Comply with applicable Air Products work processes.
? Develop a proposal team environment that facilitates creativity, innovation, continued improvement and value engineering. Specifically, through effective communication and leadership, creation of a safe and positive work environment, recognition of team members’ contributions, and involvement of the appropriate team members in decisions.
? Maintain and develop tools needed for functional excellence.
? These opportunities are primarily within China; they can be in other regions, globally. 25~40% travel will be required.
? In addition to coal gasification opportunities, the Proposal Manager will develop regional process gas opportunities including SMR Hydrogen, Carbon Monoxide, Helium, and NRUs.
Education / Qualifications:
? Bachelor’s Degree in Mechanical, Chemical or Process Engineering
? A minimum of 5 years work experience in an Engineering team work environment
? Candidate is expected to have demonstrated ability to lead multifunctional teams as well as ability to promote teamwork and cooperation.
? Chinese/Mandarin, as well as English, language skills are strongly preferred.
? Experience in related technology field is preferred.
? Experience in technical proposal development, project development engineering, or cost engineering is beneficial.
? Good communication skills, influencing others, taking ownership of work products, holding others accountable, sharing expertise, understanding customers, and managing resources.