Director Proposals

3 months ago

Kuala Lumpur, Malaysia McDermott Full time

**Company Overview**

People power our future. That is why advancing a dynamic, inclusive environment, where everyone grows and thrives is critically important to us.

Our ingenuity fuels daily life. Together, we’ve forged some of the most trusted partnerships across the energy value chain to make what was once just an idea a reality: laying subsea infrastructure thousands of feet below sea level, installing offshore platforms hundreds of miles from shore, and using our expertise to design and build offshore wind infrastructure.

For more than 100 years, we've been making the impossible possible. Today, we're driving the energy transition with more than 30,000 of the brightest minds across 54 countries.

Here, what you do matters.

**Job Overview**

The Director Proposals role requires comprehensive Proposals, management, and business expertise. The Director Proposals leads through subordinate managers, executes functional business plans, and contributes to the development of functional strategy. They direct the resolution of highly complex or unusual business problems that have implications beyond their function. The Director Proposals applies broad industry and commercial awareness to drive financial and operational performance and influence customer relationships.

**Key Tasks and Responsibilities**

General Corporate Responsibilities
- 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)

Executive Committee Interface
- 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

Functional Vice President (FVP) Interface
- 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

Business Line Responsibilities
- 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

**Essential Qualifications and Education**
- Bachelor’s degree in a relevant discipline
- 10 years of Bids & Proposals in addition to other relevant functional experience
- 10 years of

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