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Head Tendering
3 months ago
About the Role:
Responsible to manage the bidding activity for our India Tendering group which will include both Domestic & International market for Sulzer. The market potential is very high and involves technical selling but in a highly competitive market space. The role in particular is accountable of overall Sulzer Pumps India (SPI) business for both domestic and export business including IC visibility & also provides great visibility on Global level and will require frequent interaction with EBU management, Cross-regional sales team, Functional Heads (Operation, Procurement, Legal) and Factory GMs'. The role reports directly to SPI LE Head / (MD) & dotted to Head of Tendering, Energy & Infrastructure BU and will be part of EIBU Tendering Leadership Team as well as the core local leadership team.
Role & Responsibility:
- Overall responsibility to ensure that tenders meet company commercial guidelines and have the necessary sign off in accordance with the delegation of authority guidelines.
- Overall accountable of overall SPI Order Intake business visibility and deliverables as per aspiration to grow local and global market
- Overall accountable to improve processes and work closely with sales and advance PM and costing to improvise continuous improvement for error free project hand over and participate in continuous improvement
- Mentoring, directing, motivating, supervising and monitoring the performance of all members of the allocated team
- Review inquiry documents/specifications and allocate to team members for preparation of quotation on time for Sulzer Pumps' products using current tendering tools & procedures.
- Responsibility to ensure that the sales team are adequately supported and that projects are launched in a timely and professional manner. Periodic review of enquiries and allocation of priorities in conjunction with the Sales
- Overall responsibility to ensure that initiated projects meet company requirements in terms of selection, pricing, terms and conditions and lead time. Ensure application of Sulzer tools and policies, procedures, codes of conduct and best practice guidelines
- Evaluation of customer pump application requirements to ensure that the company is able to satisfy customer needs in terms of both product and pricing
- Responsibility for calculating the profit margin tenders based on costs obtained from other Sulzer group companies or third party suppliers
Desired experience and qualifications:
- Work experience: >15 years
- Profound knowledge of Energy & Infrastructure market with good understanding of market dynamics
- Knowledge of centrifugal pumps, mechanical seals, electric motor, steam turbines & associated standards (API 6xx)
- Experience in managing large and complex teams, formulating and implementing bidding strategy
- Good understanding of Financial/budget management
- Knowledge in working with EPCs and in framing strategy for dealing with 2nd or 3rd tier competitors
- Commercial terms & conditions awareness
- Strong computer skills – Advanced computer skills (MS Office suite, Excel, PowerPoint), Salesforce. Macros / VB will be an added advantage
- Participate in product and package standardization
- Must be flexible with working hours to facilitate interaction with the global sales & tendering teams
Education: B.E Mechanical Engineering Languages: English Fluent. Ability to speak another language (desirable)
Soft skills:
Ability to communicate, present and influence at all levels
Excellent listening, negotiating & presentation skills
Problem solving & analytical skills
Team player, customer orientation & work in matrix organization
Assertiveness, ability to work under pressure and goal orientation
Adaptability and confidence to deal with cross-regional/functional teams with diverse culture
Travel requirement: >25 %
