Head of Proposals and Commercial

The role will provide oversight and support to the tendering process and related commercial management, as the subject matter expert, from start to finish in coordination with the Heads of Account and Heads of Business Lines. The role will also be responsible for process improvement activities to consistently improve the robustness and productivity to our client base.

Primary responsibilities:

• Leadership, planning and co-ordination of proposal activity within Framatome in the UK.
• End to end tender co-ordination, planning and management.
• Management and co-ordination of commercial sales activities within the team in liaison with the Head of Legal.
• Line management of key personnel in the proposals function in Framatome alongside co-ordination of wider teams to deliver our proposal commitments.

 The role covers all aspects of the tendering process including but not limited to:
• Project manage, working with UK and international stakeholders, to formulate and complete bid responses of a high quality demonstrating the capabilities of the Framatome Ltd organisation.
• Undertake a key role in all steps of the proposals process including risk categorisation, in line with corporate policy and risk reviews. Completion of proposal documents and chair proposal review governance meetings.
• To work with Head(s) of Accounts and Chief Sales Officer, contributing to the development of the business, sales and account strategies ensuring that the Proposal & Commercial functions have both visibility and the ability to influence strategies
• Derive the bid plan from PQQ/ITT/RFI/ stage assign tasks to complete within the business development team and other required functions in the organisation (e.g., technical functions)
• Liaise with customers for bid clarifications and technical queries.
• In conjunction with finance and operations, formulate costings and derive selling prices consistent within company policy, market sector and strategic requirement.
• In conjunction with legal and operations, provides commercial and contract assurance against Framatome UK and corporate governance requirements.
• Visit customers for tender discussions and tender submissions meetings.
• Follow up on tender submissions to get feedback and use this information in a continuous improvement process.
o Implement improvements in the bidding process, including information exchange, the use of templates etc.
o Conduct Lessons Learned
• Support PQQ and Portals with information in your sphere
• Data Management – takes ownership and management of systems and tools required to manage sales pipeline in terms of actuals, forecast versus budget including profit margin.
o Report and monitor additional KPIs e.g., lost/won ratio, etc.

Required Attributes:
·        Degree qualified (relevant technical discipline).
·        Member of, or working towards membership of, a relevant professional body (e.g. IMechE, APM).
·        5+ years of experience in tenders and proposal management and co-ordination.
·        3+ years of line management experience.
·        Willingness to travel where required to support bid development, collaboration with partners and submission.

Supporting skills
·        A passion for inclusion, equity and diversity
·        Can work and do the detail as well provide governance and project management of tenders.
·        Appreciation and familiarity of infrastructure project lifecycle; design, engineering, manufacturing, test, qualification and plant operations
·        Ability to work on their own and be part of an agile team that is developing with minimal supervision.
·        Experienced managing an Inside Sales function or Proposal Teams and has a rounded management style to enable them to lead, coach, mentor and develop both existing and new proposal team members.
·        Experienced working International and as part of hybrid capture teams and can demonstrate  experience of overcoming cultural differences in communication styles and the added complexity of layered approval processes. 
·        Can both derive writing plan and winning bids on their own or as part of a team.
·        Commercially aware with an understanding of building up project costs and attributing sales margin.

·       Track record of successfully winning multi-disciplinary bids using or a variety of contract forms (e.g., FIDIC, NEC3/4) will be highly advantageous. An appreciation of how to effectively apply e commercial risk to optimise schedule of rates, bill of quantities in the context of schedule of rates, bill of quantities, time and materials, target and fixed price arrangements.

·       An attention to detail to provide a bid the meets or exceeds customer expectation.
An understanding of how to translate complex technical formulation into nonexpert terms.
·       Good communications and presentation skills to talk with internal and external stakeholders.
·       Strong organisational and stakeholder management skills to ensure on time submission of all required information within and external to the organisation.
·       A drive and passion to join a growing organisation in the UK Nuclear sector and develop skills to aid in ongoing career developmen

Specialization: K1 - sales management

Level of education (all) Bachelor

Place: United Kingdom, Bristol, Avonmouth

Employment level: Non cadre