Proposal & Contract Manager_French Speaker

Main Objective/s of the Function:

• The Proposal and Contract Manager is responsible for the creation and calculation of a proposal in the bid phase as well as the supervision of the execution phase of the contract as planned in the bid phase. This role therefore combines the classic proposal manager with the former commercial project manager and ensures an end to end support of the project.
• The Commercial Project Manager part is responsible for the General Management of the Commercial part of the Project. He / she directs all project related activities to ensure budgets and profit / loss requirements are maintained and to ensure that the project performs according to the contract. In addition the Proposal & contract manager is responsible for maintaining budgetary guidelines, controls the Customer's and Veridos' expectations.
• The Proposal & Contract Manager has strong interfaces to all involved parties, from the sales manager, to the project manager, the service level manager as well as the commercial order manager.

Main Tasks / Subtasks:

• Pre-Sales Support
  • Analysis of Customer Requirements and mapping to possible solution offering
  • Support of pre-acquisition phase with information to determine necessary budgets
  • Preparing the upcoming proposal phase (opportunity shaping)
• Tender and Bid Evaluation
  • Analysis of tender/customer requirements and documentation
  • Evaluation of Tender Documents together with the customer solutions department and with all necessary internal interfaces (e.g. Business Lines)
  • Evaluation of a draft concept together with the customer solutions department
  • Determine the a-priori visible risk profile for bid decision
  • Preparation of Bid decision for Bid Board Meetings; i.e. allocation of resource for establishing a working team, alignment with business lines and sales, etc.
• Proposal Preparation
  • Project Lead during Proposal Process, securing the quality of the proposal and the required approvals in time
  • Creation of the bid documents including calculation, in time and budget of the proposal phase
  • Involvement of the required experts from the Business Lines for the specific input, as well as the Customer Solutions experts for the holistic solution
  • Keep and track the proposal and commercial budget and time line of the proposal phase
• Proposal Calculation
  • Owns and runs all deal calculations as the financial calculation lead
  • Implements of deal specific price model reflecting the customer demands and price strategy developed by sales aiming at a deliverable, profitable and feasible bid
  • Perform a solution-to-cost analysis, comprised of pricing a solution using market benchmark data
  • Collaborate with Sales, Program Managers, Solution Architect and Executive leadership on deal shaping activities for very large opportunities
  • Support Strategic Procurement in final contract negotiations with all subcontractors / suppliers in coordination with the relevant internal interfaces
• Approval Process
  • Prepares together with the Sales Manager and assigned Project Controller the Approval Slides (financials, cash-flow, risk, etc.) for the Management Board as well as the Shareholders
  • Presents the approval slides to Management Board together with Sales Manager
  • Ensures Signatories are according to Signature Guideline
• Lessons Learned
  • Gathers price and solution feedback from opportunities to inform best practices
  • Contributes to the Improvement of solution-to-cost capabilities, tools and processes
  • Reports on won and lost opportunities and documents accordingly in Sales Force or similar IT tool. Assesses factors leading to won/lost proposals and support the documentation thereof.
• Setup in execution phase
  • Responsible for ensuring all Contract Management and Commercial Processes (TBD) are ready to be implemented during the Proposal & Project Phase
• Contract Management during Negotiation and Project Execution Phase
  • Assistance in identifying issues and potential risks during the Contract Negotiation Phase
  • Providing overview and details on closed contracts to all relevant interfaces
  • Ensure all Contract Management and Commercial Cost Controlling processes are implemented during the Proposal & Project Phase
  • Monitor and track all contractual and budgetary obligations including forecasting according to the contract in close cooperation with the sales and project manager
  • Manage Changes, Claims and Renewals towards the end customer in close corporation with sales and project management
  • Supervision of order creation jointly with Commercial Order Management and tracking of progress for order delivery jointly with project management/COM, with all included parties
  • Follow-up of revenue recognition based on reached milestones or deliveries
  • Supervision of creation of purchase requisitions and deliveries jointly with Purchasing department
  • Monitors subcontractors on defaults regarding to contractual obligations and aligns with purchasing adequate subcontractor management in this regard
• Contact Person for customer and Veridos Team on contract content
  • Participates in all contractual discussions with the Customer regarding scope of work and the progress of delivery
  • Informs on status of project budget and supports cost reduction measures in close cooperation with Project Controlling and Project Manager
  • Manages formal correspondence with the end-Customer (i.e. reviewing letters for adherence to contract terms and maintaining a comprehensive Correspondence Register)
  • Support risk monitoring and mitigations within the project jointly with the Risk Manager, Project Controller and Project Manager
  • Supports the project manager in identifying and minimizing non-conformance of costs against the project budget and establishes an appropriate reporting structure to show such deviations
  • Coordination on letters of credit and other guarantees during project execution jointly with Commercial Order Management and Project Management
  • Informs status on Account receivables in coordination with the respective Sales Account Manager and Controlling