Senior Contract Developer

12 hours ago

Akron, Ohio, United States Babcock & Wilcox Full time

The Project Developer LATAM - Environmental is accountable for the winning of profitable opportunities related to the Environmental product portfolio in the LATAM markets.

The Project Developer will report to the Sales Director for Environmental, and work with the LATAM Sales Director and third-party sales representatives to gather insight and drive opportunities with the customer.

This may include presentations with the customer to sell, or presentations internally to gain B&W stakeholder alignment.

The Project Developer will obtain alignment with the customer as well as internally, and work with the proposal manager and engineering to provide technical and commercial market strategy during proposal development.

The Project Developer is expected to understand the competitive landscape, competitive advantages of B&W products, and the market pricing of these opportunities.

Once the proposal is submitted, the PD will work with sales to gather customer feedback and make adjustments where necessary to our technical and/or commercial proposal.

Key responsibilities include:

  • Work with local sales and the proposal team to produce winning and profitable proposals
  • Establish and maintain relationships with key customers, and sales/sales representatives
  • Work with B&W Sales and customers to bring the customers' potential projects from concept to reality while influencing tender requirements and maintain B&W as a lead supplier
  • Initiate, manage, and direct the Go/No-Go and Bid/

    No Bid Meetings:
    Ensure that good business judgments and decisions are made during these meetings
  • Develop and lead the opportunity strategy and work with proposal teams to implement this strategy into the winning proposal
  • Coach and manage the proposal teams on the development of accurate bids assuring reliable cost build up and a legitimate execution plan that can meet the customer requirements
  • Review and ensure the proposal puts forward compelling value propositions, technical accuracy, and competitive positioning
  • Develop and direct negotiation strategies and gain alignment from internal stakeholders
  • Work with the contract negotiating team to close the deal with the customer and conform final contract documents assuring contracts can be executed profitably and that proper mitigations are in place for risks
  • Participates in turnover of the project to the Project Manager and team
  • Stay informed of the status and activities on contracts in execution and provide assistance as needed
  • Direct responses to budget proposal requests and provide such budget requests directly as required
  • Provide regular opportunity pipeline reports, proposal status updates, and other information to B&W teams and to senior management
  • Maintain a working knowledge of industry trends, markets, and competitive positioning including knowledge of market pricing points for B&W's products
  • Perform all other duties as assigned

Requirements include:

  • Bachelor's Degree in Engineering or relevant experience required
  • 10+ years of Sales/Business Development or proposal experience or equivalent required
  • Excellent verbal and written communication skills with a requirement to be bi-lingual in English and Spanish
  • Strong understanding of dry electrostatic precipitators, fabric filters/baghouses, and a willingness to learn and sell the whole Environmental portfolio
  • Ability to interpret technical reports and studies to initiate customer valued proposals
  • Excellent solution-seeking, teamwork, leadership and communication skills which extend across all organizational and management levels
  • Experience in negotiating terms and conditions for contracts is a plus
  • Able to successfully work and communicate with members of Sr. Management, peers, , and unaffiliated third parties
  • International travel is required

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