The Requirements
To meet the basic qualification for this role, you will have legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship.In addition, to be a strong fit for this opportunity, you will have:
- Bachelor’s degree in Engineering, Business, Marketing or related field
- 3-5 years of experience managing complex proposals in a Commercial/Tendering organization including hands-on leadership experience in a multinational organization overseeing diverse teams; ideal candidate will have strong Application Engineering and Project Management background Quick question for you - click here
- Strong understanding of overall project tender and delivery concepts of opportunity development, quotation, negotiation, proposal, win-order and hand over
- Ability to create and manage tendering processes and drive best practices within proposal and bid management
- Strong business acumen with a keen understanding of commercial operations and the organizational levers (systems, processes, departments, functions) that drive profitable growth.
- Independent thinker with strong analytical and problem-solving skills
- Multitasking prowess to handle multiple business priorities simultaneously and prioritize and complete proposals within stringent deadlines
- Excellent interpersonal communication skills with the ability to influence and engage offshore/onshore consultants and diverse stakeholders Quick question for you - click here
- Proven experience using CRM management tools (Microsoft Dynamics) Quick question for you - click here
- Proficiency with MS Office tools (Word, Excel, Project, Access and PowerPoint)
- Ability to travel up to 25% (including domestic and international destinations)
The Role
Reporting directly to the Global Director of Tendering, you will oversee 4-6 direct reports including Application Engineering and Support personnel. We’ll look to you to be the functional authority for planning, controlling and completing all major high-risk proposals (over $500,000) for the designated Industrial & Energy product line(s). Specifically, your responsibilities encompass the following areas:Tendering Management
- Oversee the coordination of the bid process across the product line and brands to ensure high quality from proposal receipt to execution hand-over
- Ensure continuous and accurate visibility of the Tendering front log
- Ensure Tendering organization output is effectively managed, including:
- Prepare and deliver project proposal deliverables, bid packages, and detailed drawing packages in support of the commercial bid process
- Review and evaluate bids, proposals, and vendor agreements in coordination with Supply Chain Management for acceptability of customer specifications, price, and delivery times
- Develop budgets, schedules, costs for each project proposal
- Review and evaluate detailed technical specifications for packaged equipment.
- Coordinate with project delivery team to ensure seamless transition of won orders
- Liaise with the commercial team on customer needs, scope, and timing
- Ensure site staff have access to proposals; monitor department workloads; use capacity planning to shift resources as required to meet company goals and strategic objectives
- Perform people management tasks associated with direct reports, such as recruitment and performance management and termination
- Monitor and measure performance, drive training as required
- Oversee the tendering output of proposals to ensure that they are delivered in a high quality, timely fashion in support of the commercial bid process
- Ensure adherence to deadlines and assigned milestones are delivered within the required timeframe; monitor and summarize progress of each project proposal opportunity
- Oversee Tendering delivery to ensure that all significant risks are identified, communicated and resolved prior to submitting quotes to customers and internally for approval, including:
- Quotes meet targeted margin hurdles
- Production strategy requirements
- Lead Time and execution risk
- T&C’s, LD’s, warranty and payment milestones meet requirements
- Develop key metrics and reporting to ensure performance of Tendering organizations, including:
- Oversee management of Tendering KPI’s and Metrics
- Quote “On-Time” delivery
- Hit rate reporting by site, product line, market and individual
- Customer Satisfaction
- Lead proposals team and other functional groups to meet project commitments
- Provide direction to the team and assist where necessary to meet goals
- Work across boundaries and collaborate to achieve results with ethics and integrity
- Promote the use of standardized process, tools and reporting
- Proactively anticipate and remove barriers to perform through process modifications
- Oversee the hand-over process from Tendering to projects to ensure deliverables are met
- Promote and ensure that the proposals groups and internal functions “See the world through the Customers’ eyes”; help clarify that view when required
- Act as an agent of Company for complex quote development issue resolutions
- Drive Continuous Improvement, including:
- Oversee and create Lessons Learned process within the teams; ensure that all relevant lessons are captured, communicated and resolved
- Oversee the customer satisfaction (internal and external) process to audit proposal performance
What's in It for You
Growth environment: “Growth” is the operative word here and we are looking for high impact players who can take on larger roles and responsibilities and continue to grow with our organization.Ground floor impact: With no established processes in place, this is a unique opportunity to put your personal “stamp” on our tendering function, driving best practices to standardize proposals and mitigate risks to meet our cost objectives.
The best of both worlds: With lots of positive change underway, you'll enjoy strong entrepreneurial energy in this role. At the same time, we offer the stability and resources of an established global leader with a reputation built over more than a century of innovation.
Excellent compensation: In addition to a competitive base salary, performance-based bonus and other incentives, you will enjoy a comprehensive benefits package including insurances, paid time off, and more. Benefits begin on day one.
Total rewards: Our comp and benefits are just the beginning. Our comprehensive Total Rewards program combines a challenging work environment with opportunities for personal development, career growth and recognition. The program gives employees a financial stake in their success and the ongoing success of the organization. This includes:
- Opportunities to be recognized and rewarded for hard work and a job well done.
- A platform to spotlight personal talent and achieve exceptional results.
- A chance to display the values and leadership practices we, as a company, embrace.
Keys to Success
This role requires a sophisticated fusion of application engineering expertise coupled with project management savvy and although we’ve made this point earlier, it bears repeating as it is critical to your success! Equally important are your communication skills and interpersonal finesse to build relationships with diverse stakeholders and personalities across a global footprint through diplomacy, teamwork, and a "customer service" approach. Other facets of success are to:- Strike an appropriate balance between high-level strategic thinking and hands-on execution of the implementation details.
- Create momentum for your tendering projects by engaging all the key contributors and keeping them on-task with their deliverables.
- Manage effectively to multiple objectives, looking at issues from many different angles and weighing a range of factors and trade-offs in developing world class, winning proposals.
- Keep a pulse on emerging trends and competitive landscape to stay abreast of what is new and successful and harness that knowledge to drive continuous enhancements to our tendering/proposal management function.
- Showcase flexibility as you drive a variety of proposals in various stages of completion while remaining adaptive and ready to shift priorities as the need arises.
About Us
SPX FLOW is a global supplier of highly specialized, engineered solutions with operations in over 35 countries and sales in over 150 countries around the world. Our innovative solutions play a critical role in helping meet the rising global demand in the end markets we serve. Our total revenue in 2017 was $1.95 billion with approximately 30 percent from sales into emerging markets.We serve the food and beverage, power and energy and industrial markets. Our product portfolio of pumps, valves, mixers, filters, air dryers, hydraulic tools, homogenizers, separators and heat exchangers, along with the related aftermarket parts and services, supports global industries, including food and beverage, oil and gas, power generation (including nuclear and conventional), chemical processing, compressed air and mining.
Our core strengths include product breadth, global capabilities and the ability to create custom-engineered solutions for diverse flow processes. Over the past several years, we have strategically expanded our scale, relevance to customers, and global capabilities in these markets. We believe there are attractive organic and acquisition opportunities to continue to expand our business.
We focus on a number of operating initiatives, including innovation and new product development, continuous improvement driven by lean methodologies, supply chain management, expansion in emerging markets, information technology infrastructure improvement, and organizational and talent development. These initiatives are designed to, among other things, capture synergies within our businesses to ultimately drive revenue, profit margin and cash flow growth. We believe our businesses are well-positioned for long-term growth based on our operating initiatives, the potential within the current markets served and the potential for expansion into additional markets.