The Proposal Specialist leads cross-functional teams to execute proposals for large (>$500M) EPC projects, Feasibility studies, and FEED studies for the large EPC projects. These projects may use B&W OEM equipment or they could be EPC of other's technology. This position has no direct reports but must motivate and drive through influence the individual team members across a range of functions and disciplines. Working closely with business unit project developers and sales to develop bid-winning technical and commercial strategy, scope of supply, division of work, project execution plan, cost, and schedule, this individual is also responsible for writing and producing best in class proposal documents.
DUTIES
- Analyze incoming project opportunities with no RFP as well as self-developed projects and build compliant, strategic, and accurate documents that reflect B&W's mission and goals. These projects are likely >$500M EPC projects wherein risk analysis, planning and scheduling, and cost estimating are extremely critical.
- Drive the technical and commercial teams to present the best solution for the customer, answering the customer's questions, and giving the customer confidence in B&W is the highest priority. Must be able to communicate on both technical and commercial issues.
- Develop the initial Project Execution Plan by working with a broad technical team to understand how we will provide the equipment, execute the construction and provide confidence that B&W has the ability to execute these large EPC projects.
- Develop the Price Approval Request documentation, including technical and commercial risk assessment for presentation to management. Obtain approvals for pricing, commercial and technical positions, and review risks/opportunities from the Business Units.
- Formulate and outline B&W's technical and commercial positions in consultation with Engineering, Legal, Supply Chain, Project Management, Business Units, and other areas and departments. Lead proposal teams and coordinate activities of different functions and disciplines to ensure timely submission of best-in-class proposals.
- Utilize AI tools to improve quality and efficiency of submittals
- Produce budgets and offer to sell proposals in accordance with company guidelines, policies, and procedures. Organize and conduct periodic status updates, cost reviews, strategy meetings, and management reviews.
- Proposals needed may be as simple as a 1-2 page document or as complicated as hundreds of pages with technical, commercial, and scheduling information. Ability to adjust to what is needed for each particular opportunity by listening and interpreting the needs of the customer is paramount.
- Partner with Project Development/Capture Team members during post-bid follow-up including commercial and technical contract negotiations, PO acceptance negotiations, entering message initiation, and turnover meetings.
- Directly manage engineering study and/or paid proposal contracts. Maintain proposal project information in company CRM tool.
- Ensure smooth transition of all information and documentation to the project team upon contract award in accordance with company policy and procedures.
- Drive process and content standardization within the Proposal team to maximize efficiency and ensure benchmark quality.
- Mentor and assist in training of less experienced proposal managers as necessary.
- Utilize extensive B&W knowledge to produce quality proposals.
- Perform all other duties as assigned.
QUALIFICATIONS
- Self-motivated with leadership capabilities
- Bachelor's degree in engineering preferred
- 20+ years technical experience in the energy, petrochem or industrial sectors including engineering, potentially project management, construction, project controlsNo w etc.
- 5+ years of proposal management or project management or similar role for large EPC projects
- Proficient in proposal management with an emphasis on developing best in class proposal packages.
- Experience with commercial contracting
- Knowledgeable in AI tools and how they can be utilized in this type of role
- Demonstrated organization, communication, and presentation skills
- Demonstrated commitment to meet deadlines and work in high pressure situations
- Willingness to commit time outside of normal business hours and occasionally on weekends to meet deadlines as required
- Ability to lead by example, serving as a mentor for less experienced PM's
