Proposal Specialist

The Proposal Specialist leads cross-functional teams to execute proposal projects. Proposal projects include services and equipment requested by B&W’s customers for new package boilers, as well as retrofit of their existing package boilers and package boiler auxiliary systems (combustion systems, BMS, boiler valves and trip, air and flue gas recirculation fans, and similar). This position has no direct reports, but must motivate individual team members across a range of functions and disciplines. Working closely with business unit project developers and sales to develop bid-winning technical and commercial strategy, scope of supply, division of work, project execution plan, cost, and schedule, this individual is also responsible for writing and producing best in class proposal documents.

Duties

Lead proposal teams and coordinate activities of different functions and disciplines to ensure timely submission of best in class proposals. Interface with partners, A/E’s, sales reps, and third parties during bid phase.

Produce budgets and offer to sell proposals in accordance with company guidelines, policies, and procedures. Organize and conduct periodic status updates, cost reviews, strategy meetings, and management reviews.

Manage the review and interpretation of customer’s specifications and prepare exceptions and clarifications while maintaining B&W’s competitive advantage. Interface with various internal entities and operating departments to obtain timely and accurate inputs to support the execution plan.

Formulate and outline B&W’s technical and commercial positions in consultation with Engineering, Legal, Supply Chain, Project Management, Business Units, and other areas and departments.

Develop the initial Project Execution Plan and Price Approval Request documentation, including technical and commercial risk assessment for presentation to management.

Obtain approvals for pricing, commercial and technical positions, and review risks/opportunities from the Business Units.

Work with Project Development during post-bid follow-up including commercial and technical contract negotiations, PO acceptance negotiations, Entering Message initiation, and turnover meetings.

Ensure smooth transition of all information and documentation to the project team upon contract award in accordance with company policy and procedures.

May directly manage engineering study and/or paid proposal contracts. Maintain proposal project information in Salesforce.com.

Performs all other duties as assigned.

Skills

Knowledge and understanding of package boiler products and systems

Familiarity with commercial contracting and B&W contracting guidelines

Technical background in utility and/or heavy industrial industries

Demonstrated organization, communication, and presentation skills

Demonstrated commitment to meet deadlines and work in high pressure situations

Willingness to commit time outside of normal business hours and occasionally on weekends to meet deadlines as required