Commercial Tendering Manager

Job Description Summary

The commercial tendering manager is mainly responsible for:
Working with region sales team to efficiently develop overseas business, follow up sales opportunities and win profitable orders for LTI(GEV's power transformer factory in Vadodara, India);
Collaborating with different functions in LTI factory and PTR product line to plan, prepare and develop customized and satisfactory offers which meet customers' requirements;
Strictly following ITO(inquiry to order) policies to assess/manage risks, prepare/handle costing, etc.

Job Description

Roles and Responsibilities

The commercial tendering manager is mainly responsible for:

Working with region sales team to efficiently develop overseas business, follow up sales opportunities and win profitable orders for LTI(GEV's power transformer factory in Vadodara, India);

Collaborating with different functions in LTI factory and PTR product line to plan, prepare and develop customized and satisfactory offers which meet customers' requirements;

Strictly following ITO(inquiry to order) policies to assess/manage risks, prepare/handle costing, etc.

Main KPIs:

• Business development(customer/market/product)
• Order intake volume(m$) & profitability level(%)
• Win rate of tenders
• Quality of offers: timely submission of offers, compliant documents, risk management, etc
• Costing: costing guideline adherence, cost optimization
• Internal & external customers' satisfaction

• Work with region sales, plant and product line for initial assessment of each opportunity(Go/No Go, feasibility study, deviation check,etc);
• Prioritize and plan tenders with sales and engineering team with aim to submit offers in a timely manner;
• Define together with region sales and central commercial/product team the winning strategy for all target offers;
• Define together with engineering function the satisfactory technical solution for each offer;
• Organize necessary internal resources of the factory in an efficient and effective manner to meet offer deadlines;
• Prepare the offers building accurate costs based on the solution provided by the factory, getting all necessary documents from corresponding functions, reviewing and consolidating all the documents required by customers;
• Organize Risk Assessment review, Cost review or any other meetings following ITO policies;
• Ensure orders are properly signed and booked by working with sales/customers/finance; support the contract documents and T&C review;
• Make proper handover of all the orders to project management team;
• Lead/coordinate commercial tendering related activities inside the factory: customer visit, customer qualification, ITO audit, etc;
• Participate in regular meetings with regions and Product Line to closely follow up sales opportunities;
• Proactively collect market information, be familiar with the market situation, evolution and trend;
• Maintain updated tendering database(including tender list, cost review data, risk review sheets, audit documents, qualification documents, reference list, etc)
• Engage in LEAN activities with aim to improve ITO process/tools
• Coach and mentor newcomer in commercial tendering team when necessary/possible;
• Complete other business tasks assigned by the line manager.

• Minimum bachelor degree(full-time) from accredited universities (preferable with major in business/trading, or electric engineering)
• Various(preferably >= 8) years work experience in power transformer business
• Preferably >=5 years work experience in bidding/tendering activities dealing with India domestic and export markets(USA, Asia Pacific market experience is a plus)
• Product knowledge of power transformers, shunt reactors is a must;
• Project management, electric design work experience of power transformer/reactor is a plus;
• Proficient written and oral English level is a must, knowledge of other languages is a plus.

• Have LEAN mindset to continuously improve work process/tools;
• Open and proactive to new things which can contribute to company's success and to work/job's efficiency;
• Active player being able to get and consolidate outputs from different functions/stakeholders and convert them into valid elements for success;
• Flexible in working with people from different time zones;