Digital Bids & Proposal Specialist - AMEA
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As the Digital Bids & Proposals Specialist at ABB, you will be the expert in delivering competitive bids, estimates and quotes to customers for projects in the Process Industries.
In this role, you will collaborate with cross functional teams to create complex proposals in the Process Industries market segment globally, in response to Request for proposal (RFP) documents. In addition, you will also be directly involved with developing a Clean, Competitive, Compliant and Compelling proposal that balances market competitiveness, company profitability, and meeting customer needs.
This position reports to
Digital Bids & Proposals Manager
Your responsibilities
Strategy: Collaborates with cross functional teams to develop Clean, Competitive, Compliant, and Compelling proposals for projects in the ABB Process Industries and successfully achieves milestones and completes deliverables. Supports the creation of the technical proposal templates. These proposal templates will be maintained and kept up to date by the Digital Bids & Proposals team
Governance: Coordinates with project management to ensure that any won projects become fully executable and profitable orders. Ensure appropriate local engagement, communication, promotion and training activities are set in motion to best enable sales efforts. Ensures use of standard tools and processes and reporting to relevant internal teams
Bids & Proposal Activities: Uses technical proposal templates to prepare proposals that include analysis and response to customer requirements, description of the solution and components in the proposed system, utility requirements, materials consumption rates, technical details & parameters, clarifications & exceptions, economic benefits of the solution offering, scope of supply, etc. Holds regular project review meetings, record actions, drive action closures, and implements effective solutions in a timely manner. Prepares thorough and clear documentation of key design basis points and Sales/Business/Technical decisions during proposal development. Escalates for assistance when normal processes are not providing desired results
Collaboration: Develops/maintains relationships with all key functions, including but not limited to - Sales, Factory Quotations, Application Engineers, Project Operations, and Product Management. Provides advice and recommendations to Business and Sales personnel to help develop proposal strategies and customer value propositions. Ensures appropriate local engagement, communication and training activities are set in motion to best enable sales efforts
Risk Management: Responsible for identifying and managing risks relating to the proposals in any related contract agreements across customers/channels. Attends Project Strategy/Risk Meetings, as needed and drive
People leadership and development: Drives and ensures know-how sharing and cross-collaboration
Your background
Bachelor’s degree in Engineering or technical field or business administration / advanced degree desirable and minimum 2 years of experience in customer proposal generation
Experience in the Process Industries domain is required. Division specific industry exposure (industrial automation/advanced software) preferred.Experience and background in either one or more of the Division industrial domains of Mining, Pulp & Paper, Metals, Food & Beverage
Strong knowledge of industrial software such as operational excellence, process performance, simulation, asset performance management, sustainability and cyber security solution areas
Ability to manage and influence others with a demonstrated capability to collaborate with people and organizations while delivering results
Ability to write persuasive proposals that clearly articulate the value proposition, technical offering, capabilities, and scope of supply Advanced problem solving and project management skills
Proven ability to design and execute change management strategies from scratch and drive them to success
Personal leadership with high accountability, results orientation and ability to work in indirect and virtual teams
Global mind-set and inter-cultural sensitivity
Fluency in English, both written and spoken
Availability to travel internationally as required
More about us
Process Industries division delivers complete electrification and automation solutions, industry-specific products and lifecycle services across industries. Engineering and delivering automation solutions from device to monitoring and control make our customers get more out of their investment; digitalization solutions including collaborative operations and augmented reality help improve plant and enterprise productivity, reduce maintenance and energy costs. Our engineering, project management, services and solutions portfolio covers a wide range of industries - Mining, Pulp & Paper, Metals, Aluminum and Cement, Data centers and Food and Beverage
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