One of our prestigious client is looking for “Global Proposal Leader” for Pune
Job Title : Global Proposal Leader for Engineered Solutions and Lifecycle Services
Job Level : (Associate Director)
Role Summary
Lead global proposal operations for MSS Engineered Solutions and Lifecycle Service Contracts, managing a team of 50+ proposal engineers distributed primarily in Pune (85%) with additional resources in Cluj and China. Direct proposal development across four core application areas: Hydrocarbon Custody & Fiscal Systems, Process Gas Analytics, Process Liquid Analytics, and Sustainability Solutions (Hydrogen, CO2, CEMS). Establish standardized processes and technical competencies across distributed locations to deliver competitive proposals for both engineered automation projects and lifecycle service contracts worldwide.
Key Responsibilities:
Proposal Management
- Lead end-to-end proposal process for MSS engineered solutions projects, from RFIs/RFQs/RFPs to submission and post-bid clarifications
- Serve as gatekeeper of pursuit process ensuring proactive funnel management and proper approvals prior to bid submission
- Interpret customer specifications (technical and commercial) and define proposal strategy in coordination with Sales, Solutions Architects and Engineering teams
- Develop customized proposals and bid packages, including technical solutions, execution strategy, commercial terms, and pricing
- Ensure proposals meet internal quality standards, customer expectations, and submission deadlines
- Implement standardized proposal work processes in Europe for Process Gas & Liquid business and in China for both business segments
Cost Estimation
· Prepare accurate cost estimates for automation systems including:
o PLC/DCS/SCADA systems
o Industrial networking and communication
o HMI development and control panel manufacturing
o Field instrumentation integration
o Engineering, commissioning, and lifecycle support services
- Develop and maintain pricing tools, estimation models, and historical cost databases
- Gather and validate supplier quotes and internal cost inputs (labor, software licenses, hardware, sub-contractors)
Cross-Functional Coordination
- Collaborate with Sales Teams and World Area Leaders to track trends and patterns, developing funnel understanding that enables team capacity adjustment
- Work closely with Engineering, Procurement, Finance, and Project Management teams to develop technically feasible and commercially sound proposals
- Lead internal proposal reviews and approvals, presenting risk, margin, and delivery insights to senior management
Customer Engagement
- Support Sales in customer meetings, proposal presentations, and technical discussions to clarify solutions and value propositions
- Attend site visits or clarification meetings when needed to refine solution scope
Continuous Improvement
- Enhance proposal templates, processes, and estimation methodologies to reduce turnaround time and improve accuracy
- Analyze win/loss trends and feedback to continuously improve bid quality and competitiveness
Technology & AI Implementation
- Maintain competency matrix and ensure effectiveness per Quality Management System requirements
- Deploy AI tools to reduce cost of quality and specification interpretation errors
- Develop toolsets providing key metrics visibility to all stakeholders across sales pursuit process
- Create comprehensive metrics visibility across the pursuit process
Team Leadership
- Develop strong succession pipeline for critical and managerial roles
- Create plans for quality and faster hiring for open positions
- Invest time with managers to foster high-performance culture across distributed global team
Education & Experience
- Bachelor’s degree in Electrical, Instrumentation, Mechatronics, or Automation Engineering (or related discipline)
- 15+ years of experience in proposal, estimation, or technical sales roles in industrial automation sector
Technical Skills
- Strong technical understanding of automation and control systems (PLC, SCADA, DCS, HMI, control panels, instrumentation, integration services)
- Experience estimating both products and services (engineering, commissioning, lifecycle support)
- Familiarity with major automation platforms (Siemens, Rockwell, Schneider, ABB, Emerson, Honeywell)
- Solid understanding of project lifecycle, costing, and risk management for ETO (engineer-to-order) systems
- Proficient in Excel and ERP/CRM systems; experience with proposal automation tools preferred
Core Competencies
- Strong analytical skills, attention to detail, and commercial awareness
- Excellent communication and stakeholder management skills
- Global team leadership experience across multiple time zones and cultures
Preferred Qualifications
- Experience with industrial sectors: Oil & Gas, Water/Wastewater, Power, Manufacturing, or Chemicals
- Knowledge of international standards (IEC, UL, NFPA, etc.) and documentation practices
- PMP, PMI-CP, or other project-related certifications
- Experience working with system integrators or OEMs in automation
Key Performance Indicators
- Proposal Win Rates
- Proposal Turnaround Time
- Estimate Accuracy vs. Actual Project Cost
- On-Time Proposal Submission Rate
- Proposal-to-Order Conversion Ratio
- Stakeholder Satisfaction (internal & external)
- Team Engagement and Retention
Please apply:ta@pinacolish.com