Job Description Summary

Become part of a winning team and help to deliver the Green Energy transition.

Within Grid Solutions, the Grid Systems Integration (GSI) Business Line, is accountable for the Product Development, for the Business Development, for the Sales, for the Project Execution and for the Services of high voltage Alternative, FACTS & Direct Current complete solutions, including Engineering, Procurement, and associated Construction (EPC).

Typical customers of GSI are worldwide Transmission, Distribution, Power Generation Utilities and Developers, as well as a wide range of Industrial customers. Typical project values range from a couple of hundreds of thousand dollars, up to the billion-dollar range.

GSI Profit and Loss accountability is being structured around geographical Regions, among which the North & South Europe (NSE) encompasses Denmark, Finland, Iceland, Ireland, Norway, Sweden, United Kingdom, France, Spain, Portugal, Italy, Greece, Israel, and Romania.

Average order intake of GSI in NSE is in the range of 1b$ to 2 b$ , captured by a Commercial & Tendering Team of around 30 people.

Job Description

Role Summary / Purpose

• The GSI Bid Management Leader in the NSE region oversees all the GSI Bid Management activities as part of the ITO process in the region, ensuring the delivery of winning, good quality, profitable, compliant and on-time proposals to our customers for the complete GSI portfolio (from full EPC turnkey to Engineered packages).

The successful candidate will:

• Ensure that the GSI offers in the Region are executable and competitive, in order to meet the region goals in stretch collaboration with the Account Management team and Proposal Management team and all the other GSI Functions.
• Manage the Bid Management team, implementing the ITO GSI processes.
• Report to the NSE Commercial & Tendering Leader.
• Measure performance on Order Intake volume, CM on order intake, Down-Payment collected on orders Margin Variation during OTR stage caused by ITO issues, and Cash.

Essential Responsibilities

• In an extensive collaboration with the GSI Account Management and Proposal Management teams in the region, the NSE Bid Management Leader leads the Bid Management Teams and all the Functions involved in the elaboration of GSI offers from the Go / No-Go process to the final submission and transfer to the OTR teams of successful bids, ensuring the good understanding of the customer technical needs, and defining the best delivery model and maximising profit and cash.
• Explore alternative (technical solutions, sourcing, innovative content etc) allowing to differentiate our proposal and to increase its competitiveness, while ensuring its executability.
• At Opportunity Identification stage: Supports the Account Management team in defining and confirming the scope and deal strategy.
• At Go / No Go stage: Is accountable for assigning opportunities to Bid Managers and identifying the deal team in coordination with other supporting functions (Engineering, Project Management, Planning, Construction. Legal etc…). To that extent the Bid Management Leader will be responsible for creating the tools and processes to identify, follow-up and manage the Bid Managers workload.
• Accountable for the sound completion by the Bid Managers of any T&Cs analysis and related deviations, cash optimization, price schedule completion, integration of EHS and Security Plans, and assessment of financial securities with support from the concerned Functions
• Accountable for the submission of any BAFO, negotiating and signing contracts with our customers in line with internal due validation process and Delegation of Authority.
• In close coordination with the GSI Proposal Management and Project Management, drives the identification, qualification, and selection of consortium partners.
• Propose post-mortem analysis for key deals for continuous improvements of our solutions/ customer approach.
• Pro-actively organise return of experience from OTR teams to ITO teams, and ensures lessons learnt are duly considered by the GSI ITO teams.
• Provide feed-back of the customer and market needs received from the team when elaborating/presenting the proposals: technical gaps, commercial needs. Share winning arguments.
• Implementing the right processes to maximize the use of the expertise in the region, unifying the solutions with a combined business / market approach and continue developing tools to automatise the proposals.
• Develop & maintain measurements (KPI) including meeting orders budget, proposal timeliness, Win Rate.
• Comply with Quality Procedures, work instructions and Processes. Report or resolve any non-conformances and process in a timely manner.
• Develop and coach talent in the team.
• Set objectives for each Bid Manager staff in the region and ensure their alignment with the region goals.
• Demonstrate EHS leadership.
• Accountable for the full compliance with the Grid Solutions Tendering process, and associated gate reviews.
• Accountable to comply with and enforce compliance within the GSI Tendering Team in NSE of the GE Code of Ethics and EHS.

At Go / No Go and across the ITO process, is accountable for defining winning commercial strategies, including by not limited:

(1) follow up of market prices and definition of target selling prices, to win the projects while maximising the profitability
(2) defining and driving the selection of partners and of legal set-up, with support of the concerned function
(3) setting up optimized financing schemes together with our Finance teams.
(4) ensuring together with the Account Management team that the customer Sales Map are understood and addressed
(5) driving all the functions to positively differentiate from competition to optimize our GE selling value
(6) drive deal approval through Deal Desk 2, Grid Solutions Management Meeting, Corporate Project Review Board and up to Corporate Memo preparation for the most complex deals

Qualifications / Requirements:

• Bachelor’s degree from an accredited university or college.
• Extensive and demonstrated years in a leadership position in sales, tendering or operation - from a relevant Sector / Services / Products (Substations / Grid Integration / HVDC)
• Experience in Grid Solutions and Turnkey is preferred.
• Willingness to travel 40% plus.

Desired Characteristics:

• Expertise required in bid and tender management, operations, customer relationships, team management and development.
• Excellent knowledge of the Grid Solutions business & products and of EPC turnkey.
• Operational rigor.
• Excellent business acumen, leadership, discipline in managing the day-to-day business.
• Excellent communications skills.
• Ability to work in international and matrix organisations.
• English mandatory, mastering a second language is a plus.

Grid Solutions, a GE Vernova business, serves customers globally with over 20,000 employees. We provide power utilities and industries worldwide with equipment, systems and services to bring power reliably and efficiently from the point of generation to end power consumers. Grid Solutions is focused on addressing the challenges of the energy transition by enabling the safe and reliable connection of renewable and distributed energy resources to the grid. We electrify the world with advanced grid technologies and accelerate the energy transition.

About GE Grid Solutions:
At GE Grid Solutions we are electrifying the world with advanced grid technologies. As leaders in the energy space our goal is to accelerate the transition for a more energy efficient grid to full fill the needs of tomorrow. With a focus on growth and sustainability GE Grid Solutions plays a pivotable role in integrating Renewables onto the grid to drive to carbon neutral. In Grid Solutions we help enable the transition for a greener more reliable Grid. GE Grid Solutions has the most advanced and comprehensive product and solutions portfolio within the energy sector.

Why we come to work:
At GE Renewable Energy, our engineers are always up for the challenge - and we’re always driven to find the best solution. Our projects are unique and interesting, and you’ll need to bring a solution-focused, positive approach to each one to do your best. Surrounded by committed, loyal colleagues, if you can dare to bring your ingenuity and desire to make an impact, you’ll be exposed to game-changing, diverse projects that truly allow you to play your part in the energy transition.

What we offer:
A key role in a dynamic, international working environment with a large degree of flexibility of work agreements
Competitive benefits, and great development opportunities - including private health insurance.

Additional Information