Work Location: Baku Office
Position Schedule: 1 year (renewable)
Education: Master’s Degree in Mechanical, Civil, Naval Engineering, Economic Sciences
Experience:
- Minimum 15-20 years of work experience in oil and gas Offshore Engineering and Construction industry;
- Minimum 10 years of international experience as Tendering Manager, Proposals Manager positions on medium-to large-scale and complex offshore projects.
Skills and Competences:
- Capability to prepare the proposal/tender for the project, including the prequalification phase, assuring that client requirements are respected. Ability to fully answer all Clients’ requests in a clear, unambiguous and concise manner;
- Knowledge of all tendering process stages assuring compliance with company policy and procedures;
- Capability to understand and manage tendering strategically issues, implementing approaches/solutions in the proposal activities, identifying their impact in terms of cost, time and execution plan;
- Capability to interface the Client, managing the contract and the development of the activities;
- Knowledge of market analysis goals, techniques and outputs. Ability to build and maintain market analysis models;
- Capability to handle Tender Documents and Proposal Documents providing clarifications and archiving activities in line with the applicable procedures.
- Knowledge of general economic topics (Revenues, OPEX, CAPEX, economic theories, etc.) and of the different methodologies and techniques used for a correct benchmarking analysis;
- Knowledge of Commercial rules and regulations in respect to procedural and authorization steps to be taken in the company;
- Knowledge of different cooperation typologies. Knowledge of legal principles, obligations, responsibility related to partnership agreements (Joint Ventures, Consortia, Heads of Agreement, Frame Agreement, Memorandum of Understanding, etc.). Ability to execute activities related to reviewing legal principles, obligations, responsibility with regards to partnership agreements;
- Capability to manage complete project cost estimation critically analysing different cost estimate solutions on the basis of external input or elements arising from new contexts, supporting the risk evaluation with cost estimate elements;
- Knowledge of competitive positioning analysis goals and tools. Knowledge of how to integrate data sources and use techniques to develop competitive positioning analysis;
- Knowledge of the business plan tool, its goals and its elements, modelling techniques;
- Knowledge of International and Local Tax Law, treaties and their application to identify potential impacts on project/company cash flow and on financial risk level;
- Strong interpersonal, communication and negotiation skills;
- Strong managerial skills.
Languages: Azerbaijani (fluent); English (fluent)
Responsibilities:
- Run Tendering Department with the relevant services/products/business knowledge required to prepare a winning offer, whilst taking ownership of the end-to-end tendering process. Responsible of the implementation of all necessary bid procedures, governance, and process;
- In accordance with Company Policies, ensure definition of tendering strategy to achieve performance goals;
- Establish an effective relationship network with major Clients and business stakeholders. Ensure the issue of project reports to the Client;
- Ensure management of commercial bids in order to optimize success in contracts awarding and maximizing Company commercial results by means of implementing the internal Primary Process of Project Acquisition;
- Identify business/technological opportunities and projects in that area of Company’s potential interest;
- Ensure the capitalization and diffusion of the acquired knowledge and lessons learned discovered during the acquisition phase;
- Ensure as required to the definition of a partnering strategy;
- Ensure the definition of a pre-bid agreement when needed;
- Ensure to the definition of the bidding/tendering strategy;
- Ensure to the definition of fundamental choices for projects, proposing the most appropriate and competitive managerial and executive solutions;
- Lead to the commercial activities (promotion, pre-qualification and bidding) by assuring uniform approach and guidance across the various initiatives with the contribution of Delivery Managers;
- Use technological/technical know-how and in-house experience to support the commercial business development activity;
- Contribute to define and review contractual guarantees and liabilities;
- Ensure the assessment of the most effective technology available;
- Define the detailed project execution strategy in bid and acquired projects;
- Support the Research and Development, and innovation projects when required;
- Ensure in collaboration with the Delivery Manager the definition of the list of activities and deliverables, setup time schedule and coordinate activities in accordance with bid requirements;
- Contribute to management of innovation projects, when required;
- Ensure the technological support to the project risk assessment;
- Support Project efforts to identify changes to the Contract scope;
- Support the project team in interfacing with the Client representatives;
- Participate to the multidisciplinary project review sections when required;
- Manage the different interfaces with bid/project teams, Clients, partners etc.;
- Keep close contacts and communication with the Project Manager, Delivery Manager to regularly monitor project execution;
- It requires strong people management and commercial skills, proven capability in delivering winning, multi-billion proposals or complex services opportunities. Ideally has a background in solutions and services experience of bid campaign management from opportunity identification through to project delivery, provide valuable input into proposal’s qualifications, win strategies,
commercial discussions and design/engineering solutions.
