Proposals Manager

JOB SUMMARY

The Proposals Manager leads the end-to-end preparation, coordination, and submission of technical and commercial proposals in response to client tenders and RFPs. This role ensures proposals are competitive, compliant, and aligned with the company’s strategic objectives while managing input from multiple departments, including Engineering, Procurement, Finance, QAQC, HSE, Planning, and Operations.

The Proposals Manager is responsible for developing bid strategies, pricing approaches, and risk assessments, ensuring accuracy, consistency, and timeliness throughout the proposal lifecycle. The role also mentors and guides proposal teams, fosters cross-functional collaboration, and drives continuous improvement in processes, templates, and proposal quality.

Success in this role is measured by the competitiveness and win rate of submitted proposals, adherence to client and internal requirements, financial alignment with project targets, and the development of a capable, high-performing proposal team. Compliance of business policies and procedure, adherence to group policies.

OVERALL RESPONSIBLITIES

• Lead the end-to-end proposal process, including tender review, planning, coordination, preparation, and submission.
• Ensure all proposals are compliant with client requirements, internal policies, and industry standards.
• Coordinate with engineering, procurement, planning, finance, and project teams to collect accurate inputs.
• Develop bid strategies, risk assessments, and pricing approaches to improve competitiveness.
• Prepare and maintain proposal templates, content libraries, and documentation standards.
• Track and report proposal progress, success rates, and lessons learned.
• Mentor and guide proposal coordinators or engineers to build a high-performing team.
• Participate in client clarification meetings, presentations, and post-tender negotiations.
• Compliance of business policies and procedures, adherence to group policies.

STRATEGIC MINDSET

• As per strategic direction from General Manager for new business, plan & target the NOC’s, clients/customers & main contractors and focus on upcoming tenders and create list of opportunities. Follow up closely new tenders leads generally available from client SAP Ariba, use market intelligence, professional networking, and other third-party web portals.
• Work closely with General Manager and target major and important tenders, prepare risk (SWOT) analysis, recommend bid-no-bid strategy and prepare a value proposition for profitability.

PRE-QUALIFICATIONS & ICV (In-Country Value)

• Actively contribute to preparing a response to Expression of Interest - EOI’s and pre-qualifications. Assign responsibilities for completing and submitting the EOI.
• Review EEIC ICV score and take necessary action at Estimation & Proposals Department level and recommend strategies for improvement. Prepare ICV improvement plan during tending as per tender requirements.

TECHNICAL PROPOSAL

• For major tenders, prepare a tender kick-off meeting presentation and share the scope of work with key personnel in the organization who shall be involved in bid preparation.
• Allocate the tender to Lead Estimation & Proposal Engineers and assign the resources necessary to support in preparation, compiling, estimating and submitting the tender to client / customer.
• Take ownership for technical submissions, review the documents compiled and prepared by Lead Engineers, Estimators and other departments in the company.
• Ensure that technical clarifications are timely submitted to client / customers and with main contractors are closed. Ensure that any tender bulletin and addendum are also carefully reviewed, shared with concerned personnel for incorporating in the technical submissions.  
• Lead the project technical clarification presentation with client / customers and/or main contractors.
• Ensure the site visits during tendering stage when required is carried out by concerned Proposal & Estimation Engineers and observations are taken into consideration while preparing an execution strategy and cost estimates.

ESTIMATON AND COMMERCIAL PROPOSAL

• Review and evaluate commercial pricing schedule format from client / customer or main contractor. Compile all estimates and finalize the project estimate with the General Manager.
• Coordinate with Contracts Personnel and review qualifications as per EPC form of contract or other contractual risks and prepare a response for clarification or consideration by client / customer or main contractor. Negotiate on qualification when deemed necessary.
• Coordinate with Finance Personnel on bid bonds, guarantees or other financial terms. Follow up and submit as per deadlines and stay in close coordination with the Finance Department.
• Work closely with Lead / Senior Estimators and develop the cost estimate basis / norms for the company and maintain the knowledge library. Protect the commercial data, norms and company commercial secrets, data and maintain confidentiality within the department.
• Negotiate with suppliers, vendors, engineering consultants, subcontractors.
• Negotiate with clients / customers and main contractors.      
• Handover the cost basis for execution strategy to projects team and give briefing and project charter.
• Compliance of business policies and procedures, adherence to group policies.