MANAGER, PROPOSALS - 4185

MANAGER, PROPOSALS - 4185

Location:



Houston, TX HST 

 

About IPS
Invensys Process Systems (IPS) provides products, services and solutions for the automation and optimization of plant operation and is at the forefront of technological innovation. It serves process industries such as oil and gas, hydrocarbons, chemicals, power and utilities, metals and mining, and also the discrete and hybrid manufacturing sectors such as pharmaceutical, biotech, healthcare and life sciences. Its engineering services and technologies help production facilities across the world and across many different industries achieve more productivity, more efficiency and greater safety. IPS also provides regulatory compliance and business solutions and services for the pharmaceutical, biotech, healthcare and life sciences industries.


The IPS Solutions Portfolio
IPS provides world class results by applying an array of products, services and solutions throughout our clients' process automation needs to deliver real, measurable performance improvements.

IPS contains some of the market’s leading brands. Foxboro produces intelligent field instrumentation, distributed control systems (DCS), and supervisory control and data acquisition (SCADA) systems which are well-respected throughout the world. Our Triconex™ products are based on industry-leading Triple-Modular Redundant (TMR) industrial safety-shutdown technology for critical control and turbomachinery applications. SimSci-Esscor is the leader in development and deployment of advanced plant and process simulation software and systems, while the Avantis® brand provides comprehensive enterprise asset management software (EAM) solutions.

It is the responsibility of the IPS Strategic Sales Center (SSC) Bid Manager to serve as the single point program manager for an SSC bid. The Bid Manager is accountable for all schedules and deliverables, pursuit budget, staffing and adherence to the SSC process and guidelines.



The Position: Bid Manager
The IPS Strategic Sales Center (SSC) Bid Manager has overall responsibility for the bid process for major strategic pursuits.

Responsibilities
The Bid Manager is a detail-oriented manager who leads the bid team through the pursuit process incorporating strategies, technical information, and marketing materials. This individual owns and manages the process and ensures the delivery of a timely, client-specific and professional proposal. The Bid Manager serves as the project manager overseeing the proposal function and is ultimately responsible for managing all aspects of the pursuit.

The Bid Manager works with the SSC team to evaluate opportunities and identify key proposal issues. This individual must also develop and communicate the pursuit schedule and assignments, and direct (with guidance from the pursuit leader) the technical and business teams during all phases of the pursuit. Working closely with Marketing Support, Proposal Support and Content Consulting, Finance, Delivery, Legal and 3rd parties the Bid Manager and his/her team manage all aspects of the preparation and completion of the proposals including assembling and editing technical input into the document, formatting the document, preparing drafts for technical review, reviewing and proofreading the text.

The Bid Manager is an internally-recognized specialist on complex technical and business matters and works with key contacts to ensure that the client solution is understood and feasible. S/he identifies and resolves any potential implementation issues. May direct or coordinate follow-up on bid and works with the Pursuit Leader to conduct the post-bid review with the client. Reviews the action items with client, assisting in the definition of project scheduling including: documentation issue dates, solution delivery, construction milestones, cut over and commissioning plans.

The Bid Manager organizes the Deal Winning Sessions and is responsible for all aspects of sales governance process including Contract Quotation Approval (CQA) process. The Bid Manager is also responsible for knowledge capture, management and sharing related to the SSC pursuit process. This individual should also reinforce the learning culture of the SSC and drive the processes and tools for major project proposals.


Regularly interacts with the SSC team and managers and professionals in other parts of IPS. Reports to the SSC Director and is part of a highly experienced team of leaders and professionals working in a fast-paced environment.

Job Essential Functions
The IPS Bid Manager is responsible for the entire pursuit process for strategic pursuits.

Other job essential functions include, but are not limited to, the following:
• With the other members of the SSC team, qualify opportunities against SSC guidelines
• Generate proposals in support of assigned opportunities including scope development, costing, pricing and terms, conditions negotiation/resolution, execution plans and creative solutions; Work closely with the Pursuit Leader to insure all elements of the order are addressed and documented
• Review and respond to client bid specifications
• Improve proposal productivity and quality including content changes and use of standardized tools and processes
• Interface with clients, suppliers/partners, affiliates and other IPS functional personnel, as needed to ensure the delivery of a thorough, professional proposal to the client
• Track pursuit activity
• Provide regular updates to SSC Director on pursuit status.
• Work with customer engineering through the initial phases of the project by ensuring seamless transition from SSC to delivery and/or consulting.
• Maintain detailed documentation of the proposal and order entry process and associated support responsibilities

Career Development
The career development opportunities for IPS Bid Managers are outstanding. The SSC Bid Manager has the opportunity to deepen and broaden their skills to move into leadership roles in the Sales or Delivery organizations within IPS.


Bid Manager, Individual Profile
Education:
Bachelor’s degree preferred in Business, Finance, Engineering or Economics. MBA preferred.

Experience:
• Minimum 7 years of proven success in developing proposals for key opportunities
• Ability to work as part of a pursuit team to ensure the quality of the proposal and that it meets the client’s specifications
• Experience working with an internal team throughout the sales process
• Travel up to 20%

Significant experience and proven ability in one or more of the following fields:
• Proven experience leading the proposal process within a sales organization at a major services organization
• Proposal and estimating experience at a major services organization for major, strategic pursuits
• Experience creating proposals for opportunities valued at $5-10M that include multiple products and services, often for global clients

Knowledge Base:
1. Industry and Technology Insight – A deep understanding of the impact of automation on a firm’s business.
2. Process Automation Services – A strong knowledge and understanding of the predominant firms, products, services and solutions that are most important to large global firms.

Professional Skills:
1. Organized – Works in a systematic manner to ensure tasks are performed efficiently with a minimum use of resources, time or effort.
2. Communications – Uses various communication methods to ensure the entire pursuit team is apprised of important information.
3. Technology expertise – Strong appreciation and understanding of key current and emerging technologies, third party solutions and packaged software applications of importance to the global markets.

Personal Attributes:

1. Decisive – appropriately pursues business objectives with a bias for action and getting things done.
2. Change Resilient/Adaptable – highly organized, disciplined, and handles complex, ambiguous or stressful situations in a calm, professional manner.
3. Judgment – Sizes up situations quickly, is practical, knows the right things to do and when to do them.
4. Leadership – Possesses key leadership attributes: Strong personal conviction, vision, strong emotional bonds, inspirational, team orientated, risk taker, and driven to excel.
5. Communication - Strong communications skills, both written and oral. Ability to present at a board/executive committee level.
6. Planning – Ability to develop, communicate and execute both tactical and strategic sales plans. 
 

 

Please send your resume to cv.mtl@ips.invensys.com  
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