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Proposals Engineer

2 months ago

Erie, United States John Cockerill Full time

John Cockerill, enablers of opportunity

Driven since 1817 by the entrepreneurial spirit and thirst for innovation of its founder, the John Cockerill Group develops large-scale technological solutions to meet the needs of its time: facilitating access to fossil free energies, enabling sustainable industrial production, preserving natural resources, contributing to greener mobility, enhancing security and installing essential infrastructures. 

Its offer to businesses, governments and communities consists of services and associated equipment for the sectors of energy, defence, industry, the environment, transports, and infrastructures. With over 6,500 employees, John Cockerill achieved a turnover of € 1,046 billion in 2022 in 24 countries, on 5 continents.

Job Summary

This position supports the Sales Managers and Commercial Operations Director to develop proposals, negotiate with customers, identify, and agree on technical requirements and participate in closing contracts for HRSG projects.

Key Objectives and Responsibilities:

Sell HRSG products and services by using technical, organizational and customer knowledge to develop technical proposals. Develop solutions that fulfill the requirements of the customers resulting in signed contracts. Follow all ISO processes and procedures related to sales/proposals team. Identify and review customer requirements/specifications in request for quotations (RFQs) Prepare technical proposals, establish, and maintain technical communication with customers during the proposal process. Assist the Proposal team with optimization of commercial proposals and provide other assistance for budgetary as well as firm proposals. Coordinate internal resources such as estimating, graphics, process engineering, I&C to develop technical proposals in a timely fashion while complying with company instructions for risk control and accuracy. Work with Supply Chain to obtain vendor quotes for bought out engineered components (e.g., burner, bypass, pumps, control systems, etc.) Initiate and control the timely and accurate cost evaluation of proposals from the estimating department. Provide "transitional" support to Project Teams after contract award. Provide general assistance for business development, development of processes and standards, and procedures that will assure consistent proposal execution. Meet schedules and workflows in a cost-efficient and effective manner and maintain good working relationships with other departments. Assure precise filing and maintenance of proposal documents. Write formal proposals that includes clearly defined scope of supply, addressing all exceptions/clarifications to customer specifications. Handle all proposals with supervision from the Proposal Manager Provide input into continuous improvement processes. Provide inputs for continuous improvement of estimate tools. Assumes technical ownership of the proposal. Client follow-up, directly and through representative offices on a timely basis. Respond in a timely manner to changes in customer needs. Attend proposal review/bid clarification meetings at client's offices required. Provide budgetary quotations which include overseeing design of the steam generator, calculation of budget price utilizing "in-house" cost data from previous firm quotations and preparation of budget proposal letter. Assess risk as it applies to bid approach, equipment selection, deliveries, etc. Support product improvement activities Must be organized and able to drive schedule and tasks to completion. Excellent verbal and written communication skills General understanding of heat transfer, thermodynamics, and fluid mechanics as they apply to the equipment manufactured or supplied by John Cockerill Energy Strong analytical skills Computer literate with fluency in spreadsheet applications such as Microsoft Excel Able to effectively read and understand mechanical, electrical and process drawings. Technical orientation with knowledge of building machines and mechanical and thermal processes Detail oriented with excellent organizational and time management skills. Ability to work independently and be a good problem solver. Proficient with AutoCAD Microsoft Office Suite including Word, Outlook, Excel (Spreadsheets, Charts/Graphs, Macros (not required but a plus)

Sales Contacts & Processes

Assist the Sales Managers with the preparation of presentations, qualification documents and sales materials for potential customers. Keep up to date with market research to identify current and potential customer needs and develop effective applications of products and services. If appropriate, suggest product improvements directly to the Sales Managers Evaluate product and service marketability in terms of customers' technical and manufacturing needs. Ensure all Customers and potential equipment suppliers are vetted through John Cockerill Anti-Corruption and Compliance standards. Assist the Sales Managers in preparing, calculating, and obtaining the following for technical proposals: Cost Estimates, Scope of Supply, All Technical Clarification, Sizing Systems, Components, Motors, Compiling Motor Lists, Calculating Utility Requirements, Weights, P&I Drawings, Mechanical Drawings Assure the quality of the proposals by reviewing and evaluating the proposals with respect to Company requirements, contract issues and business risk. Coordinate and manage, with the assistance of the appropriate departments, all bid preparation and bid strategy activities to satisfy technical optimization, estimating, scheduling and risk management requirements. Manage all internal communications with the appropriate departments to ensure strong proposal preparation and resolve any problems or issues. Support the Sales Manager in meeting proposal schedules and workflows in a cost efficient and effective manner and maintain a good working relationship between departments. Assists management in the coordination of resources such as engineering, sales, drafting/design and estimating in order to develop a technical and commercial proposal that complies with Company standards and meets the needs of the customer Ensure fair market prices are used to develop the costs of the project Once a contract is awarded, provide support to all departments as needed.

Key Qualifications

5 or more years of experience in Engineering or Proposals Bachelor's degree in Engineering or equivalent 1 to 5 years’ experience in the industrial/steam generation industry