Proposals Manager

Requisition ID 3192 – Posted 13/09/2023 – GENOVA – Italy – SALES – PERMANENT Tenova, a Techint Group company, is a worldwide partner for innovative, reliable solutions in the metals and mining industries. Tenova, leverages a workforce of over 2,500 forward-thinking professionals located in 19 countries across 5 continents, who design technologies and develop services that help companies reduce costs, save energy, limit environmental impact and improve working conditions. We are looking for a Proposal Manager, to join the Tenova Material Handling business unit. This division is responsible for the supply of material handling equipment, with a specific focus for port and material handling terminals loading and unloading machines. Proposals Manager has the responsibility of the following activities: Perform market analysis for the area of reference and defines the relevant approach strategy. Analyze commercial opportunities in the geographic area of reference, including possible commercial agreements with partners, in order to maximize direct sales and marketing of product. Manage the company’s resources dedicated to the drawing up of offers. Examine the risk aspects associated with the offer, together with the risk committee. Carry out negotiations with prospects. Prepare the contractual documents in co ‐ ordination with the Legal and Finance Department. Contribute to the monitoring of products/markets/technologies. Follow clients so as to maintain/improve the relationship with them (Loyalization) with a view to creating further business opportunities. Examine, along with Finance department, any criticalities/financing opportunities and exchange rate risk. Negotiate with potential clients / partners. Identify possible partners that, due to their local presence, technological value and references, may contribute to enhancing the offer competitiveness. Assure the correct preparation of job estimation considering the most convenient / efficient supplier / market. Interact with the technical proposal dept. to define the work objective. Verify consistency of data received from other departments, comparing their completeness based on the client requests for the project considered. Checking cost estimates, pointing out to the technical department any criticality and risks that may have emerged, providing suggestions about further development of the offer. Interact with the finance department for the study and definition of banking / financial costs, and to consider problems associated with the presentation of offers in different currencies . Interact with the logistic department for the study and definition of transportation cost and custom duties. Interact with the fiscal department for the study and definition of import duty and any other taxes might be involved in the offer. Be available to discuss about offer cost structure also in contest in presence of clients or sub-suppliers Required profile: Master Degree in Engineering ; At least 10 years of experience in the same role; Knowledge of plants and machines for the material handling industry; Understanding of contract types and of their main features (basics, purchasing and selling conditions, partnerships, claims, logistic aspects, etc.), including international contracts ; Knowledge and/or ability to conduct market analysis collecting information on customers, competitors and products, collaborate with the business development department ; Equipment & Components Fundamentals ; Knowledge of process, control, quality, electrical, etc. equipment specifications, suppliers and features (including equipment installation and components). Knowledge of economic fundamentals and ability to make estimations and proposing alternatives ; Knowledge of logistics techniques, methods and principles (incoterms, international shipping documentation, customs rules, insurance rules) ; Ability to interface with the Engineering Department in order to confirm or modify technical solutions, according to customers requirements ; Excellent interpersonal skills with good understanding of dynamic and challenging environments; Excellent knowledge of English, written and spoken; J-18808-Ljbffr