position summary
the incumbent will lead the development of both grass roots and acquisitions for gasification related capital project opportunities, while meeting or exceeding the commercial requirements. this includes assisting the commercial team with setting sales/pricing strategy, understanding the market/competitiveness, defining the project execution strategy/schedule, and managing proposal cost budgets.
the incumbent is the focal point for defining the project scope and coordinating with the bid team to plan and execute the bid deliverables. the incumbent will work with the full engineering team as well as operations, the commercial team and all corporate functions to develop opportunities using coal gasification technologies.
principal accountabilities:
- own the bid and proposal work process. to ensure that the commercial organizations are provided with the best value proposition (capital and total evaluated life cycle cost) necessary to win and maximize profit consistent with commercial objectives.
- identify and communicate all key commercial, technical, and execution issues for proposals.
- develop an appropriate level of scope definition consistent with targeted estimate accuracy; recommend value improvements prior to project approval.
- provide direct support to review customers’ specifications and proposed contractual terms, discuss air products’ capabilities with customers, present proposals, assist in contract negotiations, and review suppliers’ proposals.
- work directly with customers and partners to determine scope splits.
prepare proposals, estimates, and feasibility studies within the agreed upon constraints of time, effort (cost), and accuracy. - conduct and document estimate risk analyses.
- communicate issues, status, and summaries to senior management.
- after winning the business, continue to provide and evaluate ideas to improve profitability.
- during execution, and in support of the project manager, provide support to define scope, costs, and risks of all changes to the project baseline.
- collect and analyze feedback from ongoing projects to obtain cost and other project performance factors, to optimize and improve the accuracy of future estimates.
- understand and communicate market forces and competitor capabilities.
- comply with applicable air products work processes.
- develop a proposal team environment that facilitates creativity, innovation, continued improvement and value engineering. specifically, through effective communication and leadership, creation of a safe and positive work environment, recognition of team members’ contributions, and involvement of the appropriate team members in decisions.
- maintain and develop tools needed for functional excellence.
- these opportunities are primarily within china; they can be in other regions, globally. 25~40% travel will be required.
- in addition to coal gasification opportunities, the proposal manager will develop regional process gas opportunities including smr hydrogen, carbon monoxide, helium, and nrus.
education / qualifications:
- bachelor’s degree in mechanical, chemical or process engineering
- a minimum of 5 years work experience in an engineering team work environment
- candidate is expected to have demonstrated ability to lead multifunctional teams as well as ability to promote teamwork and cooperation.
- chinese/mandarin, as well as english, language skills are strongly preferred.
- experience in related technology field is preferred.
- experience in technical proposal development, project development engineering, or cost engineering is beneficial.
good communication skills, influencing others, taking ownership of work products, holding others accountable, sharing expertise, understanding customers, and managing resources.