Proposals Manager- Substation EPC

ABB LTD Raleigh, NC
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Senior professionals ( > 5 years of work experience)


ABB is seeking a Proposals Manager for its Raleigh, North Carolina location. This role will ensure technical and commercial support for internal and external customers for the North American Region. This individual will be responsible for producing estimations and bids and proposals ensuring alignment with ABB standards and targets for the NAM Region. Proactively participates as part of the Sales and Tendering Support team. Projects range from $50-200MUSD.

You'll work as part of our Power Grids team, which serves utility, industrial, and commercial customers with products and services to help distribute electricity efficiently and reliably, maintain power quality, and control and manage electrical networks.

Typical duties/responsibilities may include, but are not limited to, the following:

* Strategy: carries out local sales/tendering support strategy as set by unit management team.

* Targets: works to achieve key targets set by unit management team and ensures these are in accordance to the customer support strategy.

* Carries out the preparation of proposals through internal (own tendering team) and external resources. Ensures all proposals follow relevant ABB procedures and guidelines as well as legal requirements. Keeps clear roles and responsibilities between Tendering department, regional Sales department and other Tendering departments globally within the unit.

* Provide input on the planning and preparation of proposal packages in an efficient and timely manner and as demanded by the Proposal, using the best competitive solution and partnering closely with business development and sales account managers to ensure that customer needs are fully addressed in the proposal.

* Review and analyze customer specifications and data to compile information for bids and prepare proposals responsive to customer requirements.

* Utilize tools and systems required for generation of all Proposals (ABB Procure for example) and storage of all technical and pricing data generated in the process of generating proposals.

* Preparation of cost estimates for new bids and requests for quotations (RFQs) utilizing basic engineering data, drawings, customer specifications, and related information, and summarize total cost estimates.

* Assist in the development of domestic business documents such as commercial agreements, pricing spreadsheets (FCM), risk analysis and mitigation worksheets, and cash flow information. Record all negotiation results from suppliers and customers and, upon receipt of order, participate in project management hand-over meetings to ensure that all technical and commercial objectives are understood by the project management or order handling personnel.

* Working with the Sales team, ensures most competitive offers taking into account the market situation and customer's conditions. Helps to identify which approach (e.g. direct sales, consortium, or channel) can be applied to better serve the customer. Proactively drives target costing for every proposal to sub suppliers (internal and external).

* Oversees the validation of terms and conditions (commercial, technical, legal, pricing) in each offer and compare with client's T&Cs.

* Coordinates with regional Sales and Tendering departments within same unit to ensure proper planning and adequate resources support during proposals preparation at all times.

* Supports bid/no bid analyses and decisions. Participates in project risk review processes, and helps to ensure Risk Review databases are filled in properly, coordinating with subject matters experts such as Sales, Tax, Legal and Insurance (among others), to get the right information. Supports the RR Meetings with Local, BU and Division Management and addresses all actions as per the MoM ( minutes of meeting)

* Ensures support to the Sales organizations during the technical meetings, proposal presentations and negotiations with customers and provides technical/commercial support and clarification as needed.



* Bachelor's Degree with a minimum of 5 years of professional experience working with Sales, Marketing, Project Management, and/or Engineering; OR

* Master's Degree with a minimum of 3 years of professional experience working with Sales, Marketing, Project Management, and/or Engineering.

Ideally this role this role could be filled at a more senior level should the candidate meet the following:

* Bachelor's Degree with a minimum of 8 years of professional experience working with Sales, Marketing, Project Management, and/or Engineering; OR

* Master's Degree with a minimum of 6 years of professional experience working with Sales, Marketing, Project Management, and/or Engineering.


* Bachelor's Degree in an Engineering-oriented discipline is preferred; Master Degree is a plus.

* Previous experience working with substation, utilities, and/or EPC clients for power-related projects; proven experience working with High-Voltage [HV] Electrical Infrastructure and/or Smart Grid projects is a plus.

* Expertise with sales, marketing, and/or business development; expertise with external customer interaction in the utility market(s) is a plus.

* Demonstrated personal leadership showing strong accountability, ownership and ability to effectively lead a team of individuals in pursuit of shared goal.

* Excellent verbal and written communication skills (in English); demonstrated proactive collaboration and effective influencing skills are also helpful.

* Ability to travel for business, as required.

Additional information

Equal Employment Opportunity and Affirmative Action at ABB

ABB is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace.

All qualified applicants will receive consideration for employment without regard to their race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, or protected veterans status. For more information regarding your (EEO) rights as an applicant, please visit the following websites:

As an Equal Employment Opportunity and Affirmative Action Employer, applicants may request to review the Affirmative Action Plan of a particular ABB facility between the hours of 9:00 A.M. - 5:00 P.M. EST Monday through Friday by contacting an ABB HR Representative at 1-888-694-7762.

Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access ABB's career site as a result of your disability. You may request reasonable accommodations by calling an ABB HR Representative at 1-888-694-7762 or by sending an email to Resumes and applications will not be accepted in this manner.


Raleigh, North Carolina, USA

Contract type: Regular/Permanent Business unit: Business Unit Grid Integration

Date posted: 2018-05-07 Job function: Sales Publication ID: US64991266_E3

ABB (ABBN: SIX Swiss Ex) is a pioneering technology leader in electrification products, robotics and motion, industrial automation and power grids, serving customers in utilities, industry and transport & infrastructure globally. Continuing a history of innovation spanning more than 130 years, ABB today is writing the future of industrial digitalization with two clear value propositions: bringing electricity from any power plant to any plug and automating industries from natural resources to finished products. As title partner of Formula E, the fully electric international FIA motorsport class, ABB is pushing the boundaries of e-mobility to contribute to a sustainable future. ABB operates in more than 100 countries with about 135,000 employees.

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