Location - Mumbai, India
Nature and scope of the mission
The local head of proposals is responsible of a technical team (+/- 10 to 15 people) for all technical and estimating aspects of a project proposal from initial request stage to firm binding commitment with our client. He collaborates in tandem with the local head of sales who oversees commercial, legal and fiscal aspects. He reports hierarchically to the Regional/Company manager (John Cockerill India Ltd), and functionally to the global head of proposals (John Cockerill Industry Metals business line).
Key Responsibilities
- He is accountable of all proposals of the Indian hub with the main objectives being the conformity of the results to the Metals BL sales priorities, technical convincing specifications, cost competitive estimates, customer satisfaction, adherence to deadlines.
- He is the local leader who gives instructions to process and proposals managers and estimating managers in perfect coordination with Metals BL resources and expertise in the European and American hubs.
- He matches the local resources to the load generated globally (not locally) by the proposals. He also matches the Metals BL tools and methods to the project proposals to be handled.
- He coaches the proposals and estimating team in terms of technical communication to clients and partners, management of risks, administration of technical documentation and estimating management of proposals (including measures to be taken for the management of the local shares), management of technical clarification (including deviation lists).
- He ensures the quality of the interfaces between Metals BL management and proposals teams. In the event of difficulties in one or several project proposals, he coaches the proposal team including in negotiations with clients and partners, assuming the leadership if necessary.
- He is supported in his role functionally by the global head of proposals, via regular BL meetings during which all local heads of proposals (3 hubs 5 entities) are synchronizing their respective action plan.
- He participates actively to the training and development of his team in line with the strategic plan, with a particular attention to the high-end export market.
Education & Experience
The ideal candidate for the local head of proposals position should have the following skills and assets:
- 15 to 20 years experience (engineering and/or technical project/proposal management) in capital goods projects of one or more of the below processes in the international steel making of flat products, with a project value of 50 to 500 Crores:
- automotive grade continuous annealing and/or galvanizing lines
- cold rolling mills
- pickling lines, and acid regeneration plants
- Proven experience in establishing and updating of technical offers, in other words:
- establishment of technical descriptions for equipment and peripheral devices
- verification of assembly drawings and process diagrams
- definition of supplies and services
- drafting of performance as per design reviews
- establishment of project preliminary schedule
- definition of clarifications and technical deviations from those set out in the tender.
- management of the risk and opportunity matrix in the lead-to-order phase
- References into technical sales with high-end flat steel makers in Europe, USA and Asia, like Arcelor Mittal, Baowu, TATA, Nucor, Aperam
Background, Skills And Competencies
- Very good in communication (English and specific to our product lines), and at ease to manage and develop people, with proven experience (minimum 5 years) of leadership.
- Mastering modern IT tools, including Microsoft 365 (Teams, Tasks, Planner, Project on-line), Dynamics (CRM).
- At ease in an international environment, and ready to travel.
- Able to work in a multicultural environment and matrixial organization, supported by process / product experts.
- Any of the following experience is a plus, e.g., engineering/production of heavy machinery in steel industry, international project execution, reading technical drawings and international norms/standards, commissioning/supervision of above-mentioned lines, professional expatriations, product innovation and / or standardization, LEAN & change management.
Who We Are
Driven since 1817 by the entrepreneurial spirit and thirst for innovation of its founder, the John Cockerill Group develops large-scale technological solutions to meet the needs of our time: facilitating access to non-fossil fuels, enabling sustainable industrial production, preserving natural resources, contributing to greener mobility, enhancing security, and installing essential infrastructures.
Its offer to businesses, governments and local authorities takes the form of services and associated equipment in the energy, defense, industry, environment, transport, and infrastructure sectors. With more than 6,500 employees, John Cockerill generated sales of 1.046 billion in 2022 in 24 countries on 5 continents.
John Cockerill India Ltd, the Indian hub of our group andJohn Cockerill Industry Metals
We Have Developed a Robust And Innovative Offering Based On The Following For Our Clients In The Steel And Non-ferrous Metal Treatment Sector
- Strip processing lines (automotive or construction grade CAL and CGL for high-resistance steels, including patented technologies for cooling, mathematical model, ; EGL, ECL, CCL, IRL)
- Cold rolling mills (CRM, Reversing single or twin stand, Wet or dry skinpass for CGL and CAL)
- Pickling (for C-steel CPL, S-steel H/CAPL, Si-steel APL, )
- Acid regeneration (FB-ARP for C-steel or Si-steel pickling)
- Automation and process control
- Integrated services and spare parts
- Breakthrough technologies serving more sustainable steel and decarbonization (VolteronTM low temperature iron electrolysis, Jet Vapor Deposition genuine alternative to EGL & CGL, and others)
Our two Indian workshops in Taloja and Hedavali are equipped with cutting-edge machinery to produce and assemble equipment that complies with the most demanding of international standards in terms of quality and safety.
Equal Opportunity Employer
John Cockerill and all John Cockerill Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, ancestry, sex (including pregnancy, childbirth and related medical conditions), age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity or expression, and other characteristics protected by law.
