Director Proposals
McDermott
- Kuala Lumpur
- Permanent
- Full-time
- Manage and liaise with the Corporate Audit function for annual Business Line proposal-related audits
- Provide departmental strategic initiatives and support the monthly Proposals Key Performance Indicators (KPI) reporting process to Executive Committee (EXCOM)
- Attend and brief the executive committee of the proposals and any associated risks during Business Line bid reviews
- Manage the communication and outcome of EXCOM reviews with the Business Line to ensure that bid submissions are priced per agreed-upon outcomes from the Proposal Gate 3 Reviews
- Inform FVPs of upcoming bids, the status of existing bids, and any lessons learned from executed bids
- Ensure that bid strategies globally are discussed and presented by Sales and reviewed by the FVPs before their finalization to ensure that commercial and functional strategies are aligned
- Summarize the Bid Focus Screening Matrices for bids and ensure consistency of assessment for the Business Line
- Support and provide relevant data for Peer Reviews and follow up on any associated actions
- Ensure consistent engagement of the Proposals function with Business Development and Sales through the various approval processes of the bid delivery
- Direct and manage process adherence for all bids in the Business Line
- Direct and manage personnel in each area to ensure appropriate competency and development can be achieved at all levels within the Proposals Function
- Monthly Review with Finance of bid budgets vs actual spend by the Business Line to ensure proper management of bid budgets
- Implement appropriate corrective measures in cases where the actual spend forecast is potentially in excess
- Direct resource planning for Business Line to ensure that bids have the appropriate resource levels on a rolling 12-month basis
- Organize weekly meetings with Business Line Commercial leadership to ensure that appropriate support is being provided to the Business Line at all stages of every bid
- Manage bid lessons learned compilation, timely communication, and closure of any associated actions
- Liaise with Commercial Directors to effectively meet Customer and Partner needs (negotiation and influence)
- Directly respond to clarifications from Customers post-Bid submission to ensure lowest cost base and least amount of risk and provide post submission support as needed
- Manage personal development to ensure optimal performance within the Business Line
- Oversee bid submission and subsequent clarifications
- Ensure quality of service from Proposals department
- Responsible for overview of delivery for the function
- Business Line management reporting and engagement as required
- Maintain annual department budget
- Manage departmental goals and strategy
- General improvement of department and systems
- Ensure the Business line has the capacity, resources to execute certain tenders
- Contribute to strategic planning initiatives
- Ensure the capture plan strategy is implemented in the bidding phase and updated as necessary
- Lead bid negotiations with customers/clients, as required
- Coordinate with Country Managers and Business Development teams for intelligence on future projects and prospective work
- Manage any interfaces between Proposals, Business Development, and Estimating, as well as functional or Business Line leadership, as required
- Bachelor's degree in a relevant discipline
- 10 years of Bids & Proposals in addition to other relevant functional experience
- 10 years of senior management experience
- Strong leadership, organizational skills, and time management
- Effective communications skills
- Ability to follow through on objectives
- Maintain key competencies associated with the Proposals function