Proposal & Project Manager
Company Name:
Howden Compressors, Inc.
Position Summary
This position combines the Proposal Analyst or Proposal Engineer with Project Management responsibilities to execute the sales strategy for the specific segment assigned within Howden North America's Aftermarket Division. This position strives to increase customer focus, responsiveness and proposal accuracy while establishing sales file records, project schedules and communications with customersto ensure achievement of the Group's long and short-term financial goals, providing valued solutions to customers and maintaining project budgets and delivery schedules. Maintains Project Management best practices and procedures.
Key Responsibilities, Accountabilities & Deliverables
1. Work closely with Sales Team and Team Leaders to assist in the development of accurate customer proposals budget and firm and provide an appropriate solution to the customer while driving profitable growth to HNA, recognizing that a 24/7 approach is required for customer outages and when breakdowns occur.
2. Work closely with Team Leader to meet sales / margin budget and forecasts and report on actual performance of assigned customers / markets.
3. Meet Sales and Performance KPI's in order to drive profitable growth and increase Howden's support of its installed base in North America, reporting on progress.
4. Assist Sales Reps and Regional Sales Managers in closing contracts by distinguishing Howden proposals and capabilities.
5. Evaluate requests, upselling, and bundling opportunities and develop proposals that meet or exceed customer expectations and drive profitable growth for the organization.
6. Continually improve processes and procedures in order to improve customer response time and accuracy of all information through team based approaches and use KPI's to track and measure performance.
7. Maintain close working relationship with Sales Reps, Regional Sales Managers, others in the Sales Team and customers in order to understand the competitive marketplace and propose plans/programs to leverage that knowledge to offer additional products and services for the benefit of customers and HNA.
8. Act as primary liaison between Howden, the customer and all supplier(s) involved in assigned projects.
9. Effectively manage projects to meet customer requirements including; delivery, information, technical data, testing/performance curves and any project milestone specified by Howden and/or the customer.
10. Ensure that project margins, schedule and quality are achieved to budget.
11. Manage the timely release of customer progress billing when applicable.
12. Maintain visibility on both internal and external tasks/issues affecting the timely execution of assigned projects.
13. Document and furnish regular Project Status Reports with KPI's and other relevant materials in a timely manner.
14. Improve communication and relationship with both supplier and customer.
15. Establish and drive process improvements to ensure common KPI's, documented process and change controls, and skill knowledge transfer.
16. Coordinate with the divisional cost accountant / controller monthly operating forecasts, which includes project margin, variance and cash flow projections.
17. Provide professional leadership to customers and internal stakeholders during times of duress, which may include areas such as delivery, performance or quality.
18. Review with Legal Counsel and sales to ensure that terms and conditions are secured which meet the needs of Howden and the customer. Ensure that all employees are aware of and mutually agree to and support the Company's position with regard to contractual terms and conditions.
19. Represent the Company with customers and business partners.
20. Ensure projects are entered in CRM to document installation base upon shipment.
21. Become expert in applicable processes and associated documentation relative to area of responsibility and ensure all employees receive required QMS training.
22. Ensure safe work practices are followed, reporting all safety incidents and near misses on a timely basis and maintaining the goal of zero lost time incidents.
23. Ensure that appropriate reporting, financial, operational controls and KPI's are in place to protect business interests and to provide notice of the need for redirection.
Key Performance Indicators
Business Results Compared to Budget and Forecast (Project Margin and Cash Flow)
Growth of assigned territory/customer bases year on year
Close rate of RFQ's brought into the organization
Project Margin to budget variances
On-time delivery
Total cost of Quality
Experience, Competencies and Education
_Essential_
Bachelor's degree in Business, Engineering, or related field, or related experience.
Ability to create and maintain strong relationships with customers, employees and reps.
Minimum of 5 years experience in sales or project management within an engineering, heavy industrial or construction firm.
Ability to work in a dynamic environment covering multiple projects / proposals simultaneously.
Experienced in the financial aspects of project management, i.e., delivering within project margin, variance and cash flow projections.
High moral and ethical standards, demonstrating respect for the individual and team, and setting an example for compliance with laws, regulations, and corporate requirements.
Strong work ethic and the ability to set and achieve goals.
Relates well to all kinds of people - at all levels of the organization and with customers; builds constructive and effective relationships; can defuse even high-tension situations comfortably.
Ability to organize and manage multiple projects simultaneously.
Strong interpersonal and communication (oral and written) skills. Effective in a variety of formal and informal presentation settings; one-on-one, small and large groups, inside and outside the organization.
Customer focus while being able to keep HNA's and the customer's interests in balance during disputes.
Logical problem solving skills, outstanding organizational skills and dedication to quality and integrity. Proven ability to quickly assess complex issues and identify root causes/key success factors.
Decision making skills including knowledge of varying decision making styles and appropriateness of each.
Can negotiate skillfully, both internally and externally. Knows how to win concessions without damaging relationships. Gains trust of other parties to the negotiations.
Computer literate in Microsoft Office Software including; Word, Excel, PowerPoint and Project.
_Desirable_
Project management certification
Experience in the Aftermarket side of selling highly engineered equipment and products, as well as services, through a sales rep network.
Experience in air and gas handling and movement industry.
Experience working in a matrix organization where influence, indirect leadership and compelling ideas are used to accomplish organizational objectives.
Experience working with ERP, CRM and other technology tools.
Primary Customer/Supplier Relationships
Internal
Sales staff
Engineering staff
Supply chain personnel
Quality organization
Finance organization
Shared services (HR, Legal, Marketing, etc.)
## _External_
HNA Key Customers
HNA Key Suppliers
Environmental Working Conditions
Walking
Sitting/standing
Driving
Computer use
Travel
10-15% travel is required and will be mostly in North America.
Location: US - Buffalo (NY)
Job Code: 806
# of openings: 1Estimated Salary: $20 to $28 per hour based on qualifications.
Howden Compressors, Inc.
Position Summary
This position combines the Proposal Analyst or Proposal Engineer with Project Management responsibilities to execute the sales strategy for the specific segment assigned within Howden North America's Aftermarket Division. This position strives to increase customer focus, responsiveness and proposal accuracy while establishing sales file records, project schedules and communications with customersto ensure achievement of the Group's long and short-term financial goals, providing valued solutions to customers and maintaining project budgets and delivery schedules. Maintains Project Management best practices and procedures.
Key Responsibilities, Accountabilities & Deliverables
1. Work closely with Sales Team and Team Leaders to assist in the development of accurate customer proposals budget and firm and provide an appropriate solution to the customer while driving profitable growth to HNA, recognizing that a 24/7 approach is required for customer outages and when breakdowns occur.
2. Work closely with Team Leader to meet sales / margin budget and forecasts and report on actual performance of assigned customers / markets.
3. Meet Sales and Performance KPI's in order to drive profitable growth and increase Howden's support of its installed base in North America, reporting on progress.
4. Assist Sales Reps and Regional Sales Managers in closing contracts by distinguishing Howden proposals and capabilities.
5. Evaluate requests, upselling, and bundling opportunities and develop proposals that meet or exceed customer expectations and drive profitable growth for the organization.
6. Continually improve processes and procedures in order to improve customer response time and accuracy of all information through team based approaches and use KPI's to track and measure performance.
7. Maintain close working relationship with Sales Reps, Regional Sales Managers, others in the Sales Team and customers in order to understand the competitive marketplace and propose plans/programs to leverage that knowledge to offer additional products and services for the benefit of customers and HNA.
8. Act as primary liaison between Howden, the customer and all supplier(s) involved in assigned projects.
9. Effectively manage projects to meet customer requirements including; delivery, information, technical data, testing/performance curves and any project milestone specified by Howden and/or the customer.
10. Ensure that project margins, schedule and quality are achieved to budget.
11. Manage the timely release of customer progress billing when applicable.
12. Maintain visibility on both internal and external tasks/issues affecting the timely execution of assigned projects.
13. Document and furnish regular Project Status Reports with KPI's and other relevant materials in a timely manner.
14. Improve communication and relationship with both supplier and customer.
15. Establish and drive process improvements to ensure common KPI's, documented process and change controls, and skill knowledge transfer.
16. Coordinate with the divisional cost accountant / controller monthly operating forecasts, which includes project margin, variance and cash flow projections.
17. Provide professional leadership to customers and internal stakeholders during times of duress, which may include areas such as delivery, performance or quality.
18. Review with Legal Counsel and sales to ensure that terms and conditions are secured which meet the needs of Howden and the customer. Ensure that all employees are aware of and mutually agree to and support the Company's position with regard to contractual terms and conditions.
19. Represent the Company with customers and business partners.
20. Ensure projects are entered in CRM to document installation base upon shipment.
21. Become expert in applicable processes and associated documentation relative to area of responsibility and ensure all employees receive required QMS training.
22. Ensure safe work practices are followed, reporting all safety incidents and near misses on a timely basis and maintaining the goal of zero lost time incidents.
23. Ensure that appropriate reporting, financial, operational controls and KPI's are in place to protect business interests and to provide notice of the need for redirection.
Key Performance Indicators
Business Results Compared to Budget and Forecast (Project Margin and Cash Flow)
Growth of assigned territory/customer bases year on year
Close rate of RFQ's brought into the organization
Project Margin to budget variances
On-time delivery
Total cost of Quality
Experience, Competencies and Education
_Essential_
Bachelor's degree in Business, Engineering, or related field, or related experience.
Ability to create and maintain strong relationships with customers, employees and reps.
Minimum of 5 years experience in sales or project management within an engineering, heavy industrial or construction firm.
Ability to work in a dynamic environment covering multiple projects / proposals simultaneously.
Experienced in the financial aspects of project management, i.e., delivering within project margin, variance and cash flow projections.
High moral and ethical standards, demonstrating respect for the individual and team, and setting an example for compliance with laws, regulations, and corporate requirements.
Strong work ethic and the ability to set and achieve goals.
Relates well to all kinds of people - at all levels of the organization and with customers; builds constructive and effective relationships; can defuse even high-tension situations comfortably.
Ability to organize and manage multiple projects simultaneously.
Strong interpersonal and communication (oral and written) skills. Effective in a variety of formal and informal presentation settings; one-on-one, small and large groups, inside and outside the organization.
Customer focus while being able to keep HNA's and the customer's interests in balance during disputes.
Logical problem solving skills, outstanding organizational skills and dedication to quality and integrity. Proven ability to quickly assess complex issues and identify root causes/key success factors.
Decision making skills including knowledge of varying decision making styles and appropriateness of each.
Can negotiate skillfully, both internally and externally. Knows how to win concessions without damaging relationships. Gains trust of other parties to the negotiations.
Computer literate in Microsoft Office Software including; Word, Excel, PowerPoint and Project.
_Desirable_
Project management certification
Experience in the Aftermarket side of selling highly engineered equipment and products, as well as services, through a sales rep network.
Experience in air and gas handling and movement industry.
Experience working in a matrix organization where influence, indirect leadership and compelling ideas are used to accomplish organizational objectives.
Experience working with ERP, CRM and other technology tools.
Primary Customer/Supplier Relationships
Internal
Sales staff
Engineering staff
Supply chain personnel
Quality organization
Finance organization
Shared services (HR, Legal, Marketing, etc.)
## _External_
HNA Key Customers
HNA Key Suppliers
Environmental Working Conditions
Walking
Sitting/standing
Driving
Computer use
Travel
10-15% travel is required and will be mostly in North America.
Location: US - Buffalo (NY)
Job Code: 806
# of openings: 1Estimated Salary: $20 to $28 per hour based on qualifications.
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