Head of Proposals and Commercial

Framatome are the PWR original equipment manufacturer of 84 nuclear power plants across the globe and we provide services to over 350 nuclear plant worldwide. Our teams have been involved in developing safe, competitive, clean, low-carbon energy by designing nuclear power plants; supply nuclear steam systems; designing and manufacturing balance of plant components and fuel assemblies; integrated automation systems and servicing all types of nuclear reactors including SZB in the UK as part of our long term service arrangements.

As the Framatome UK business grows, we are pleased to announce a fantastic role to join the UK sales and commercial function. We are seeking a person motivated by diversity of thought, collaboration, and complexity who can deliver value for our client working within our internal business, both within the UK and alongside our 18000+ colleagues worldwide.
The role will provide oversight and support to the tendering process from start to finish and will be responsible for process improvement activities to consistently improve the robustness and productivity to our client base.
The role covers all aspects of the tendering process including but not limited to:

• Project manage, working with UK and international stakeholders, to formulate and complete bid responses of a high quality demonstrating the capabilities of the Framatome Ltd organisation.
• Undertake a key role in all steps of the proposals process including risk categorisation, in line with corporate policy and risk reviews. Completion of proposal documents and chair proposal review governance meetings.
• To work with Head(s) of Accounts and Chief Sales officer and contribute to the development of the business, sales and account strategies ensuring that the Proposal & Commercial functions have both visibility and the ability to influence strategies
• Derive the bid plan from PQQ/ITT/RFI/ stage assign tasks to complete within the business development team and other required functions in the organisation (e.g., technical functions)
• Liaise with customers for bid clarifications and technical queries.
• In conjunction with finance and operations, formulate costings and derive selling prices consistent within company policy, market sector and strategic requirement.
• In conjunction with legal and operations, provides commercial and contract assurance against Framatome UK and corporate governance requirements.
• Visit customers for tender discussions and tender submissions meetings.
• Follow up on tender submissions to get feedback and use this information in a continuous improvement process.
• Implement improvements in the bidding process, including information exchange, the use of templates etc.
• Conduct Lessons Learned
• Support PQQ and Portals with information in your sphere
• Data Management – takes ownership and management of systems and tools required to manage sales pipeline in terms of actuals, forecast versus budget including including profit margin

The size of the UK business is growing with a current staff base of 40. In line with our growth plans we are now able to advertise for a role that will report into the UK Chief Sales Officer with strong and close working with the Head of Accounts within the sales and commercial function.

The successful candidate for this role will have the proven ability to be self-driven, a team player and have a strong project management experience and an appreciation of engineering and technical asset cycle

• Maintaining a positive safety culture and a drive for equity and social value
• Work as an integrated team member to provide agile and flexible responses to the Head of accounts
• Responsible for the delivery management and co-ordination of proposals, tendering, pricing and commercial processes within Framatome working closely with the business development, operational, technical and support functions.
• Support and contribute to overseas growth via both importing and exporting capability, products, and services.
• Taking ownership of the UK commercial, sales and governance process in line with Framatome group processes
• Conduct gap analysis and maturity assessment of the key enablers needed for successful working winning bids.
• Work with Head of Accounts and CSO to execute gap closure plan.
• To develop into the UK Commercial Excellence lead contributing and learning from the Framatome Installed Base commercial excellence team.
• Adaptable to working in a changing cultural environment within the business context of growth.
• Develop of efficient application tooling and systems such as tendering systems, for types of arrangements to compliant with the group policies and provide agile production and response of offer into customer.

Our requirements: 

• Can work and do the detail as well provide governance and project management of tenders.
• Appreciation and familiarity of infrastructure project lifecycle; design, engineering, manufacturing, test, qualification and plant operations
• Ability to work on their own and be part of an agile team that is developing with minimal supervision.
• Experienced managing an Inside Sales function or Proposal Teams and has a rounded management style to enable them to lead, coach, mentor and develop both existing and new proposal team members.
• Experienced working International and as part of hybrid capture teams and can demonstrate  experience of overcoming cultural differences in communication styles and the added complexity of layered approval processes. 
• Can both derive writing plan and winning bids on their own or as part of a team.
• Commercially aware with an understanding of building up project costs and attributing sales margin.
• Track record of successfully winning multi-disciplinary bids using or a variety of contract forms (e.g., FIDIC, NEC3/4) will be advantageous.

Specialization: K1 - sales management

Level of education (all) Bachelor

Place: United Kingdom, Europe, Bristol (UK)

Employment level: Cadre

Position under administrative investigation: Yes