HVDC Capture Team Leader

Job description

The Capture team leader (CTL) is primarily focused on the tendering and sales activity for GSI Large & Complex projects, and mostly HVDC. Dedicated to facilitating relationships with external customers and partners via the tendering process, he/she  will manage the non-technical Global business disciplines to include tendering strategy, pricing and commercial/legal negotiations in line with internal due validation process and Delegation of Authority.

Essential Responsibilities

Drive the commercial strategy to Deliver order intake and associated CM and cash:

• Contribute to the region goals for orders, CM and Down Payments targets and be accountable for these targets for the bids he/she is leading.
• Be an active member of the GSI NSE Commercial & Tendering organization.
• Responsible for the forecast management for the deals allocated to him / her.
• With support from all involved stakeholders, define, drive and ensure successful implementation of plans to positively differentiate from competition in the eyes of our customers.
• In close coordination with the Region OTR leadership, define and develop the Strategy and target costing for preparation, submission & negotiation of winning proposals for specific opportunities, while ensuring the captured opportunities are executable at cost and on time.
• Lead deal reviews/ approvals in accordance with underlying delegation of authority, up to corporate level.
• Responsible for ITO Policy process compliance including risk management process rigor and compliance.

ITO Team leadership for large & complex tenders:

• Lead and coordinate (1) the NSE Region commercial & proposal management team, (2) the Product Delivery Group teams, (3) the other Grid Solution Businesses and (4) the consortium partners (when & as applicable), to deliver on-time and high quality proposals and subsequent clarification responses.
• Identify & structure resources to support tender preparation and submission.
• Provide hands-on leadership for the deals he/she is following., and ensure he/she drives the development of high performing ITO tender teams by attracting and training the right talents.

Negotiations for large and complex tenders:

• Drive and / or support HVDC business development actions with support from the GSI tendering & expert teams from the early stages of identification opportunities (pre RFI).
• Together with the other members of the Sales Team, drive the clarification and customer discussions of the offers he/she is in charge.
• Lead the final deal negotiation process together with all internal and external stakeholders and in conjunction with the sales team.
• In partnership with the Region OTR team and with other involved stakeholders, leads the consortium negotiation and alignment if & as needed.

Contribution to the improvement of and compliance with processes:

• Manage and improve regional operating metrics, such as productivity, proposal throughput/ yield, cost accuracy, or cycle time measures.
• Ensure compliance, integrity and EHS standards are met.
• Support and / or drives global initiatives and simplification efforts, including but not limited to leading and participating in global initiatives for ITO improvements, bid prioritization or delegation of authorities
• Ensure continuous & effective communication between all stakeholders

Qualifications / Requirements:

• Bachelor’s degree from an accredited university or college.
• Min 10 years of similar experience out of which 5 years in a leadership position in sales,  tendering or operation. Experience in Grid Solutions and Turnkey is preferred.
• Willingness to travel 40% plus.

Desired Characteristics:

• Significant & relevant experience in sales, commercial operations, risk or marketing
• Effective oral and written communication in English.
• Strong presentation skills
• Have a clear understanding of the commercial levers for contractual obligation (and how to manage them over the duration of the contract)
• Ability to direct complex daily activity of multiple work streams, focused on issue resolution
• A good understanding of contract management principles, the ability to manipulate and “shape” deals and formulate
• Ability to form relationships that facilitates viable client solutions.