Job Description
Main Accountabilities
Working within the framework of the Middle East Business Area’s policies, processes and commercial strategy, the Senior Proposals Manager leads and coordinates the preparation, negotiation and successful finalization of large [Municipal/Industrial] proposals (including technical, financial and contractual aspects) in the [Water/Waste] sector. The Senior Proposals Manager reports to the Business Development Director Middle East and works in close coordination with the other colleagues in the Business Development team in the Near & Middle East, and when required with the Proposals and Technical teams at headquarters in Paris.
Detailed Job Description
- The Senior Proposals Manager works on preparation of large [Municipal/Industrial] tenders in the Near & Middle East market, and is responsible for these proposals from pre-qualification stage until project award, including being directly involved in technical discussions, design, engineering, value engineering, client/supplier/stakeholder negotiations, and cost estimation.
- Might be required to work on preparation of prequalification documents
- Manages the full cycle of the proposal effort/activity, from gathering inputs and developing estimates to the timely final submission of a compliant, complete and competitive bid.
- Leads and coordinates the preparation of the overall proposal (including technical, financial, contractual, legal and staff components) ensuring that it is compliant with corporate policy and procedures.
- Accountable for the timely production of all proposal deliverables.
- Collaborates and cooperates with various stakeholders, in the business development , finance, legal, operational departments to determine project feasibility, key drivers of competitiveness, proposal strategy, target price and main deviations against the specifications of the tender.
- Benchmarks and estimates competitive prices in line with commercial strategy set out by Veolia management.
- Provides expertise and active input towards defining the project execution and delivery strategies.
- Supports the Business Development Director in meetings with external stakeholders and is a key contributor to presentations and negotiations.
- Leads discussions with suppliers & subcontractors and contributes to setup of contractual agreements.
- Defines, in collaboration with the relevant department, the future project-execution organization chart, the procurement and construction delivery strategies and the overall Project delivery schedule.
- Presents and defends the proposal with other Business Development teams when facing senior management in various internal meetings.
- Ensures the transfer of all proposal files to the project execution team once the project is awarded.
- Coaches and empowers junior proposal engineers.
Qualifications
- Bachelor’s degree in engineering, or certified equivalent qualification in engineering
- Additional qualifications or professional accreditations
- 10 to 15 years’ experience in the [Water/Waste] sector with experience in [EPC/O&M] contacts , of which 5 years in proposals.
- Essential: Excellent written and spoken English. Arabic is an advantage.
- Previous/relevant proposals experience on large water projects is mandatory (>US$100m). Experience of BOT/Concession proposals/projects is a plus.
- Experience managing a proposals team in a matrix organization with cross-functional teams.
- Operational experience, or experience in design & execution, of such projects, is an advantage.
Additional Information
Personal Attributes:
- Strong planning and organizational skills, able to translate business strategies into clear objectives, plans and team priorities. Rigorous individual who pays careful attention to detail.
- Strong influencing skills. Able to establish good business relationships with stakeholders at all levels.
- Good leading and communication skills, fosters teamwork to enable teams to deliver against objectives. Enthusiastic and team oriented; able to work well in cross-functional teams.
- Strong relationship building skills that support the ability to engage with a number of diverse work streams to ensure delivery and performance
- Able to work with people of varying abilities and nationalities; demonstrates cultural sensitivity
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