Overview of Role

The Director of Proposal Management is responsible for leading the team that develops and writes technical proposals for the Global Sales team.  This position will ensure proposal integrity with regard to bidding strategy, technical approach, performance, cost and schedule.   Supports the Global Sales team by responding to bid documents, as well as, provides unsolicited proposals.  Develops and follows commercial proposal process for all new opportunities as well contract extensions.  Develops creative, value-add solution to Customers while quantifying and mitigating risks to APR Energy. This role relies on initiative, experience and judgment to plan and accomplish business objectives.

Responsibilities

• Provide commercial and technical leadership to the organizational Proposal Team

• Plan and manage all proposal activities in a matrix environment including: project cost summaries, functional team sign-offs, technical proposal development, overall project schedule, cost reviews, risk review support, performance guarantees, engineering activities and design reviews, terms and conditions sign-off, risk analysis, etc

• Lead and mobilize cross-functional support team (Engineering, Manufacturing, Legal, Project Management and Product Lines) to implement contractual strategy

• Become principal owner and driver of contractual details related to technical, financial, and commercial inputs to support strategy development and risk management processes

• Coordinate with Sales and Proposal Management activities to develop winning proposal bid strategies regarding scope, schedule, performance, and terms and conditions

• Coordinate with the Global Sales team to support deal negotiations.

• Manage the development and maintenance of project specific consortium agreements and contracts with construction partners, engineering contractors, and other entities as required for a given transaction

• Ensure a quality transaction is made from proposal to project execution

• Coordinate team assignments on quotation requests from local team, including deal evaluation, assignment based on capabilities and loading of application engineers

• Participate in review of offerings and deviation requests through participation in deal reviews prior to submitting proposals to the customer

• Develop and monitor ITO Team metrics related to orders, margins, proposal cycle and quality

• Secondarily review of customer orders to ensure compliance with approved price levels, terms / conditions and cycle commitments, etc.

• Obtains approval from Subject Matter Experts (SME) to ensure integrity and accuracy is upheld.

• Develops relationships and manages internal customer’s expectations.

• Promotes adherence to corporate principles, policies, standards, processes, procedures, branding and guidelines to write and produce compelling proposal content to create best-in-class proposals based on customer need and company goals.

• Provides training for others as necessary.

• Seeks out continuous improvement opportunities.

Required Experience

• Bachelor’s degree in Business, Engineering or other technical degree.

• Minimum of five years related business experience and leadership is required

• Demonstrated expert PC skills including proficiency in all Microsoft Office applications, especially Word, Excel and PowerPoint.

• Ability to read, write and speak English proficiently.

• Ability to understand and follow English instructions.

• Authorization to work in the United States or the ability to obtain the same.

• Successful completion of pre-employment drug testing and background check.

Preferred Experience

The Director of Proposal Management is responsible for leading the team that develops and writes technical proposals for the Global Sales team.  This position will ensure proposal integrity with regard to bidding strategy, technical approach, performance, cost and schedule.   Supports the Global Sales team by responding to bid documents, as well as, provides unsolicited proposals.  Develops and follows commercial proposal process for all new opportunities as well contract extensions.  Develops creative, value-add solution to Customers while quantifying and mitigating risks to APR Energy. This role relies on initiative, experience and judgment to plan and accomplish business objectives.

• Provide commercial and technical leadership to the organizational Proposal Team
• Plan and manage all proposal activities in a matrix environment including: project cost summaries, functional team sign-offs, technical proposal development, overall project schedule, cost reviews, risk review support, performance guarantees, engineering activities and design reviews, terms and conditions sign-off, risk analysis, etc
• Lead and mobilize cross-functional support team (Engineering, Manufacturing, Legal, Project Management and Product Lines) to implement contractual strategy
• Become principal owner and driver of contractual details related to technical, financial, and commercial inputs to support strategy development and risk management processes
• Coordinate with Sales and Proposal Management activities to develop winning proposal bid strategies regarding scope, schedule, performance, and terms and conditions
• Coordinate with the Global Sales team to support deal negotiations.
• Manage the development and maintenance of project specific consortium agreements and contracts with construction partners, engineering contractors, and other entities as required for a given transaction
• Ensure a quality transaction is made from proposal to project execution
• Coordinate team assignments on quotation requests from local team, including deal evaluation, assignment based on capabilities and loading of application engineers
• Participate in review of offerings and deviation requests through participation in deal reviews prior to submitting proposals to the customer
• Develop and monitor ITO Team metrics related to orders, margins, proposal cycle and quality
• Secondarily review of customer orders to ensure compliance with approved price levels, terms / conditions and cycle commitments, etc.
• Obtains approval from Subject Matter Experts (SME) to ensure integrity and accuracy is upheld.
• Develops relationships and manages internal customer’s expectations.
• Promotes adherence to corporate principles, policies, standards, processes, procedures, branding and guidelines to write and produce compelling proposal content to create best-in-class proposals based on customer need and company goals.
• Provides training for others as necessary.
• Seeks out continuous improvement opportunities.

• Bachelor’s degree in Business, Engineering or other technical degree.
• Minimum of five years related business experience and leadership is required
• Demonstrated expert PC skills including proficiency in all Microsoft Office applications, especially Word, Excel and PowerPoint.
• Ability to read, write and speak English proficiently.
• Ability to understand and follow English instructions.
• Authorization to work in the United States or the ability to obtain the same.
• Successful completion of pre-employment drug testing and background check.