Tendering & Sales Support Manager

Description

Mission Statement:

Create and complete bids/estimations/quotations based on customer specification or customer requirements/budget to achieve both market competitiveness and high margin for the Company and in line with Company regulations, T&Cs and Risks review.

Main Account-

abilities:

1. Strategy

• To lead, creates, implements and reviews local Tendering and sales support strategy for local Transformers domestic sales unit in coordination with local Market Manager, HUB, supplying units and Local FES to the best level of serving Saudi market and BU growth plan.
• Lead the homologation / prequalification of new supplying units into Saudi cross different market segments / end users in coordination with Local Market Manager, HUB and Supplying units

2. Tendering duties

Pre-Bid stage,

in que to Bid stage, post-bid stage.

Finalization stage

• Lead and plan all tendering activities associated to local domestic sales unit across the allocated products groups (DTR, DRY and Power Transformers)
• Ensure the best planning across the entire tendering stages: Pre-Bid stage, in que stage, post-bid stage and finalization stage.
• Lead all reviews / follow up calls with supplying units (Plants) and demand (FES) to ensure all Quotes & support received on time.
• To Lead RR activities and approvals
• Support finalizing all post bid clarifications in coordination with FES and supplying units as needed.
• Support FES during the finalization/ negotiation stage
• Prepare the Lost – Win analysis and share with MM and sales
• Support in budgetary quotes as needed.
• Oversee the handing over of Orders to Operation sales with full alignment and coordination with FES.

3. Proposal development

• Lead and directly oversees the preparation of proposals through internal and external resources and ensure all proposals follow relevant Hitachi Energy procedures and guidelines as well as legal requirements

4. Competitiveness & Market intelligence

• Ensures most competitive offers considering the market situation and customer’s conditions. Identifies which approach (e.g. direct sales, consortium, or channel) can be applied to better serve the customer & Hitachi Energy
• Capturing the market intelligence feedback associated to each tender / product lines and record the same for analysis (price trending)

5. Terms and conditions

• Oversees the validation of terms and conditions (commercial, technical, legal, pricing) in each offer

6. Risk

• lead the Risk reviews and calls and fill the RR data base with necessary information in full coordination with local sales organization, local legal, HUB Contract management and BU RR

7. Customer

• Ensures support to the Sales organizations during the technical meetings, product presentations and negotiations with customers and provides technical support and clarification as needed.

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