Brief description: Purpose of the job Management of the company tender and sales support function in order to meet the objectives of the company’s overall business plans and strategies.

Main tasks and responsibilities:

1. Deputizing for Regional Sales Director where appropriate
2. Ensure application of our organisation’s tools and policies, procedures, codes of conduct and best practice guidelines
3. Mentoring, directing, motivating, supervising, and monitoring the performance of all members of the allocated team
4. Identify and initiate department training on a regular basis
5. Day to day review of enquiries in conjunction with the Regional Sales Director
6. Support, assist and initiate new client contract agreements as and when identified
7. Allocation of enquiries to the tendering resource ensuring optimum use of that resource in all groups.
8. Provide support during the pre-tender process starting from evaluating/assessing tenders, assessing risk factors to arrive at bid decisions, and estimating all the required material, equipment, and manpower needs to be able to arrive at reliable cost estimates for bidding spares, service to turnkey projects.
9. Study, analyze and evaluate tender documents and identify risk factors, ensure that technical terms comply with the relevant standards and coordinates with the Division Heads, and Regional Sales Director for the overall risk assessment and bid decision.
10. Overall responsibility to ensure that customer requirements are satisfied whilst meeting SPZA targets
11. Overall responsibility to ensure that tenders for PPR, PSC, EMS, TS & FE meet company commercial guidelines and have the necessary sign off in accordance with the delegation of authority guidelines
12. Overall responsibility together with the Regional Sales Director for maintaining the profit margin on SPZA tenders
13. Proactively engage with procurement to ensure competitive bidding is possible
14. Review and finalize project cost estimates as prepared by the Tendering Engineer in terms of the required material as per bill of quantities (BOQ), amount of work, material/ equipment/ and manpower requirements during the tendering phase; this includes all systems, products and services to client specifications/ requirements.
15. Finalize estimation of all direct and indirect costs and consolidate tender documents for management review and approval.
16. Ensure in conjunction with sales that the Preliminary eTOA and eTOA tool is utilized in line with the eTOA regulation requirements for tenders meeting these criteria.
17. Overall responsibility to ensure that initiated projects meet company requirements in terms of selection, pricing, terms and conditions and lead time

Qualifications/Experience and Knowledge Required

• Relevant experience within related industry and product & application knowledge
• Experience of dealing with complex tenders
• Experience of contract negotiation in a commercial environment
• Experience in drawing up contracts, monitoring and updating
• Management experience
• General computer skills
• SAP experience
• SF experience
• Sales & Marketing qualification
• Administration Management Diploma
• Technical qualification – minimum N6 and appropriate trade

Competencies and behaviour required (What strengths needed?)

• Communication skills
• Negotiating skills
• Influencing and persuasion skills
• Relationship management skills
• Be able to handle conflict
• Commercial acumen
• Cultural awareness
• Ability to act independently
• Flexibility and ability to adapt to change
• Attention to detail
• Must be flexible with working hours and willing to travel globally
• Be able to report to a local and global Management structure

Decision accountability (What is within the jobholders’ accountabilities) Own

• Resource allocation
• Training requirements and plans.

Shared

• Resource levels

Financial

• Delegation of authority, authorisation limit as per DOA matrix

Measured by: (Key performance measurements)

• Individual KPIs – local and EMEA globally
• Completion of reporting deadlines – local and EMEA globally
• Accurate completion of Order Launch/Handover Guidelines
• Achieving sales forecast with targeted profit margin