Proposal Specialist - FastPower

About the role

The Proposal Specialist leads cross-functional teams to execute proposals for large (>$500M) EPC projects, Feasibility studies, and FEED studies. These projects may use B&W OEM equipment or could be EPC of other’s technology. This position has no direct reports but must motivate and drive through influence individual team members across a range of functions and disciplines. Working closely with business unit project developers and sales, the role involves developing bid-winning technical and commercial strategy, scope of supply, division of work, project execution plan, cost, and schedule, as well as writing and producing best-in-class proposal documents.

Responsibilities

• Analyze incoming project opportunities with no RFP as well as self-developed projects and build compliant, strategic, and accurate documents that reflect B&W’s mission and goals for large (>$500M) EPC projects where risk analysis, planning, scheduling, and cost estimating are critical.
• Drive the technical and commercial teams to present the best solution for the customer, addressing their questions and instilling confidence in B&W’s capabilities on both technical and commercial issues.
• Develop the initial Project Execution Plan by collaborating with a broad technical team to outline how equipment will be provided, construction executed, and confidence in B&W’s ability to deliver large EPC projects established.
• Prepare Price Approval Request documentation, including technical and commercial risk assessments, for management review. Obtain approvals for pricing, commercial and technical positions, and evaluate risks/opportunities from the Business Units.
• Formulate and outline B&W’s technical and commercial positions in consultation with Engineering, Legal, Supply Chain, Project Management, Business Units, and other departments.
• Lead proposal teams and coordinate activities across functions and disciplines to ensure timely submission of best-in-class proposals. Utilize AI tools to improve quality and efficiency of submittals.
• Produce budgets and offer-to-sell proposals in accordance with company guidelines, policies, and procedures.
• Organize and conduct periodic status updates, cost reviews, strategy meetings, and management reviews.
• Adapt proposals to meet customer needs, ranging from simple 1-2 page documents to complex, multi-hundred-page submissions with technical, commercial, and scheduling information.
• Partner with Project Development/Capture Team members during post-bid follow-up, including commercial and technical contract negotiations, PO acceptance negotiations, and turnover meetings.
• Directly manage engineering study and/or paid proposal contracts. Maintain proposal project information in the company CRM tool.
• Ensure smooth transition of all information and documentation to the project team upon contract award in accordance with company policy and procedures.
• Drive process and content standardization within the Proposal team to maximize efficiency and ensure benchmark quality.
• Mentor and assist in training less experienced proposal managers as necessary.
• Utilize extensive B&W knowledge to produce high-quality proposals.
• Perform all other duties as assigned.

Qualifications

• Self-motivated with leadership capabilities.
• Bachelor’s degree in engineering preferred.
• 20+ years of technical experience in the energy, petrochemical, or industrial sectors, including engineering, project management, construction, or project controls.
• 5+ years of proposal management, project management, or similar role for large EPC projects.
• Proficient in proposal management with an emphasis on developing best-in-class proposal packages.
• Experience with commercial contracting.
• Knowledgeable in AI tools and their application in proposal management.
• Demonstrated organization, communication, and presentation skills.
• Commitment to meeting deadlines and working in high-pressure situations.
• Willingness to commit time outside of normal business hours and occasionally on weekends to meet deadlines.
• Ability to lead by example and serve as a mentor for less experienced proposal managers.