Contract Development Manager

Charlotte, North Carolina
03 Oct 2016
03 Nov 2016
Oil and Gas
Contract Type
Full Time
Job Overview:

Responsible for managing Power proposals for CB&I's Engineering & Construction operating group. Manages team responsible for the proposal and contract development efforts for assigned opportunities. Forms and leads the proposal team through the entire proposal and contract development process. Coordinates with other functions ensuring that the proposal transmittal is accurate, complete, and puts CB&I in a winning position. Provides appropriate support for execution of the Sales and Marketing Plan.

Key Result Areas:
  • Organizational Management: Understands and brings to bear knowledge of all elements of the business, including corporate vision, goals, objectives and operations to achieve proposals and qualifications documents that present CB&I in such a manner that merit the inclusion of CB&I on bid lists and ultimately result in the award of the contract to CB&I.
  • Performance: Ensures that proposals issued by CB&I are properly planned and organized, responsive to client's needs, and protect CB&I's interests. Also ensures that proposals are properly presented in terms of content, format and appearance so that it positively reflects on CB&I's capabilities and interest in the project.
  • Personal Organization/Time Management: Sets personal priorities and objectives in support of organizational goals. Allocates own time effectively. Sustains high levels of energy in response to work demands.
  • Relationships: Maintain positive relationships with Sales (proposals customer). Assist in the development of proposals and sales support documents in conjunction with BDMs that make a minimum demand on their time and result in winning proposals.
  • Communicating: Disseminates information relating to proposal preparation activities effectively to the Sales organization. Keeps others informed regarding plans, progress, results and issues. Writes clearly and effectively. Uses appropriate CB&I branding, style, grammar, format, vocabulary and tone in business communications.
Key Responsibilities/Accountabilities:
  • Must ensure team is able to prepare in a timely fashion a proposal and an accurate estimate for a potential opportunity. Must have the ability to participate in negotiations with the customer. Utilizing all available means and skills, this person should be able to assist in the close of the sale.
  • Know how to effectively screen potential opportunities and assist in the development of an appropriate sales strategy in order to obtain the project.
  • Should obtain and analyze market data including information on competitors in order to properly assist in planning and developing appropriate sales strategies.
  • Utilize customer interface opportunities to influence project requirements in order to satisfy both the customer and CB&I.
  • Coordinate and participate in proposal strategy development; coordinate graphics and proposal production; and guide technical staff through the proposal development process.
  • Identify the risks involved with commercial terms and conditions, contract structure and pricing, and provide possible solutions to avoid or mitigate the risks.
  • Write cover letters, executive summaries, and project descriptions when necessary.
  • Manage time effectively to complete all necessary tasks to meet schedules imposed by customers, Business Development Managers and others.
  • Identify and mitigate the risk involved with commercial terms and conditions, contract structure and pricing, interfacing with the Legal and Finance Departments, as appropriate.
  • Analyze RFP/bid requirements to the proposal and ensure both compliance and responsiveness to the customer's issues and needs.
  • Direct writing/editing/rewriting efforts, as needed
  • After an award produce accurate and complete conformed CB&I documents that can be used by all departments when needed.
  • Assure that all sales administrative work is kept up to date and complete.
Basic Qualifications:
  • 10+ years in the Power industry
  • Requires a Bachelor's Degree in Engineering, Architecture, Construction Management, Business, Finance, Marketing or similar field
  • Must possess excellent time-management skills, be detailed oriented, and have the ability to perform well in a fast-paced environment under stringent time-constraints
  • Experience developing EPC proposals in the energy industry
  • Experience in project management, project controls, engineering, contract development or operations or similar field
  • Experience developing and managing schedules and budgets
  • Previously held leadership positions with proven motivational skills to manage home office and virtual teams
  • Excellent written and oral communication skills
  • Proven ability to perform presentations to senior management and executive team when required
  • Working experience in Microsoft office and Adobe products
Desired/Preferred Qualifications:
  • Experience managing large capital (>$100M) fixed price EPC proposals
  • Advanced Degree in Engineering, Architecture, Construction Management, Business, Finance, Marketing or similar field.
  • Graphic design experience
  • Ability to lead internal strategy meetings
  • Ability to negotiate with customers
Company Overview:

CB&I (NYSE: CBI) is a leading provider of technology and infrastructure for the energy industry. With over 125 years of experience and the expertise of more than 40,000 employees, CB&I provides reliable solutions to our customers around the world while maintaining a relentless focus on safety and an uncompromising standard of quality.