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Pursuit Manager - United Kingdom

Date:  Nov 19, 2022
Location: 

Glasgow, GB

Company:  Black & Veatch Family of Companies

 

At Black & Veatch, our employee-owners go beyond the project. For over a century, we have been breaking down social, economic and geographic barriers by making life's critical resources accessible to all. Working with us, you will help provide critical expertise as we, along with our valued clients, deliver solutions that positively impact communities around the world. Our professionals are our greatest asset, and we believe nothing is more important than the health, happiness and professional growth of our employee-owners. With a focus on flexible work-life balance options, an expanding and diverse workforce, and limitless career growth opportunities, we will give you our best to help you give us your best, and together we can build a world of difference. 

 

Req Id : 78803 

Opportunity Type : Staff 

Relocation eligible : No 

Full time/Part time : Full-Time  

Contract Hire Only for this Project : No 

Job Summary

Provides day to day direction and guidance to the pursuit team for the preparation, assembly and submittal of all assigned proposals. After submittal, the Proposal Manager is responsible for coordinating with the proposal and pursuit teams to ensure timely responses to client questions, and coordinating and expediting further negotiations, including the development of compelling post bid presentations. Is also accountable for ensuring proper reviews and mitigation of commercial and technical risks for assigned proposals.

Key Responsibilities

​​​​​Supports the proposal effort on assigned proposals based on guidelines set by the Proposal Review Board (PRB) . Assists in coordination with business partners to establish the proposal schedule and seeks resources from the Director, Proposal Management to support the proposal schedule . Interfaces with Proposal Coordinators to collaborate on writing, editing, production, assembly, and delivery of assigned proposals . Tracks assigned Expanded Scope prospects and proposals within the ECRM system and updates and reports the status of those proposals to Director of Proposals and to expanded Scope senior management as appropriate . Active implementation of proposal process improvements, incorporation of lessons learned and cost reduction ideas, and analysis of market intelligence of competitors . Participate in proposal plan and schedule development 
Ensure Senior Proposal Manager and project management participation in the proposal process including active participation in the project execution plan and review of critical commercial terms of the contract . Participate as required in BOQ reconciliation meetings and Cost Review Board meetings 
 

Assigned proposals are generally services and EPC scope. Leads the proposal effort of assigned proposals in accordance with the requirements of the Manual for Power Contract Development; ensures completeness and accuracy of each proposal; and ensures proposal’s overall differentiation and appeal to the client in collaboration with Global Sales and Marketing.

Execution Planning
Develops proposal plan, budget and schedule, and responsible for managing to the plan.

Proposal Development
Interfaces with assigned Proposal Specialist to manage the writing, editing, production, assembly, and delivery of assigned proposals. Ensures completeness and accuracy of each proposal. Coordinates with Sales, Marketing Analysts, Project Managers and Team to ensure that value is communicated throughout the proposal.

Client Understanding & Differentiation
Works closely with Sales, Marketing and other key members of the pursuit team to establish a comprehensive understanding of the client’s needs and concerns for a benefits-focused proposal offering.

Competitiveness
Actively identifies, recommends, and implements proposal process improvements, incorporation of lessons learned and cost reduction ideas.

Estimating
Participates as required in Bill of Quantity (BOQ) reconciliation meetings and Cost Review Board (CRB) meetings. Follows up on CRB actions and alignment of cost assumptions and RFP clarifications.Proficient on Labor Cost Estimate Excel tool, verifies Cost estimates are error-free. Provides training. Develops Billing Rate Sheets.

Construction
Coordinates constructability plan and construction input for temporary facilities, field staffing and indirect costs.

Commercial
Coordinates reviews by legal, contracts, insurance, finance, treasury, and tax support groups for assigned proposals.
 Assists in the negotiations with clients, business partners and key suppliers as requested. Obtains direction from Director of Proposals and Sales for the business deal points for each assigned proposal.

Procurement
Coordinates proposal procurement with the Procurement Manager, including the development and application of global sourcing strategies, supplier and subcontractor alliances, and bid tab reviews.

Project Controls
Coordinates project schedule development with Project Controls, including development of manpower loading, schedule metrics.

Management Responsibilities

Acts in capacity of a "lead person." Does not have management responsibility for the people to whom they provide work direction.

Preferred Qualifications

  • Bachelor's Degree in engineering preferred 
  • Strong technical knowledge of industry including all types of power plants; takes initiative (); understanding of financial metrics including PGM, revenue, and overhead costs (Business Acumen); commercial/business knowledge of contracts; Excellent communications/human relations skills (written, verbal, client service); Ability to sell; strong negotiating skills and persuasive skills (Negotiating); Good writing skills; Ability to interface with diverse personalities; Strong problem solving skills (identify, analyze, research, evaluate, resolve) (Problem Solving) Ability to lead and motivate professionals; Ability to think strategically (Strategic Agility); Conflict management skills 
  • Minimum Qualifications

    7+ years of project or proposal experience. All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.

    Certifications

    Proposals, sales, and negotiation training preferred.

    Work Environment/Physical Demands

    Typical office environment. Sitting, Standing, Computer usage for extended periods of time. Listening/Speaking. Ability to utilize audio/video conferencing for internal/external communication purposes.

    Competencies

    Accountability
    Action oriented
    Communicates effectively
    Collaborates
    Drives results

    Salary Plan

    SAM: Sales

    Job Grade

    005

    Black & Veatch Holding Company, its subsidiaries and its affiliated companies, complies with all Equal Employment Opportunity (EEO) affirmative action laws and regulations. Black & Veatch does not discriminate on the basis of age, race, religion, color, sex, national origin, marital status, genetic information, sexual orientation, gender Identity and expression, disability, veteran status, pregnancy status or other status protected by law.

     

    Black & Veatch is committed to being an employer of choice by creating a valuable work experience that keeps our people engaged, productive, safe and healthy. We offer professionals an array of health and welfare benefits that vary based on their geographic region and employment status. This may include health, life accident and disability insurances, paid time off, financial programs and more. Professionals may also be eligible for a performance-based bonus program.

     

    By valuing diverse voices and perspectives, we cultivate an authentically inclusive environment for professionals and are able to provide innovative and effective solutions for clients.


    Job Segment: Engineer, Engineering

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