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This position is in the Studies, Tendering and Technical Advisory Team and part of the Sales Organization. It is a combined Line Manager and Technical Expert Role. Responsibility includes ensuring that all sales pursuits, studies, and proposals are resourced with competent personnel from within the Technical Advisory Team, UK PAEN Operations and OPCs; that technical sales support is provided to the Sales Account Managers in support of Sales Opportunities; accurate Engineering Estimates and high-quality scopes of work are delivered to Bid Managers; and that thorough Studies are completed to develop and expand customer requirements. Technical Leadership and line management of a team of Technical Advisors, covering Automation, Electrical, Telecommunications and Digital disciplines across our portfolio, for Service on existing Installed Base and Solutions to develop new Installed Base. This role will report to the PAEN Local Division Head of Studies, Tendering and Technical Advisory.
Your responsibilities
- Ensure that direct reports work safely and ethically and are fully utilized on studies or proposals and have continuous performance reviews and performance is recorded during Annual Development Appraisal (PDA). Drive the development of the team to continue to strive for excellence.
- Ensures (with your Line and HR Manager support) that the area of responsibility is organized, staffed, skilled and directed. Guides, motivates, and develops direct/indirect subordinates.
- Review and approve requests for ABB Assets, leave, and expenses. Manage sick leave. Manage on-boarding and off-boarding of own team’s personnel.
- Work in unison with your direct line manager, planning proposal deliveries / priorities and acting as a deputy where necessary. You will be able to identify when it is necessary to escalate problems to your direct line manager.
- Support front-end Sales and Account managers develop and win opportunities by providing appropriate technical Subject Matter Experts throughout all sales stages including customer meetings and demonstrations.
- Contribute to Opportunity screenings and reviews as required.
- Be a member of, or provided appropriate resources to, capture teams.
- Ensure that Studies are resourced with technically competent personnel. Monitor the study’s progress with regular meetings to ensure that the outcome meets the Sales’ strategy and mitigating technical risks.
- Support Bid Managers by identifying / allocating competent personnel to provide high quality scopes of work and engineering estimates that meet, or add value to, the customer’s RFQ whilst retaining / improving competitiveness. These personnel may include yourself, your team, Operations personnel, OPC resources and/or other ABB LDs.
- You must be able to ensure that proposals include efficient execution models, maximize adaptive capabilities and be able to critique engineering estimates / scopes. Liaison with the Operations team regarding technical requirements and execution strategies, striving for reaching solid agreement for deliveries, in time, and within budget.
- Develop and maintain templates for proposal types, to increase the proposal process efficiency. Within your team and areas of technical responsibility develop and maintain libraries and pricing strategies relative to value add.
- Identify areas of technical risk and ensure that mitigations are planned in the proposal and cost models, and support Sales to Operations handover where necessary.
- Identify areas of improvement within your area of responsibility and implement them. Where appropriate, perform a close-out review, whether the opportunity is won or lost, to identify key lessons-learned and implement identified improvements.
- Working with the Service and Sales teams, contribute towards market strategies for industry segments and ABB products.
- This includes evaluating ABB’s heritage installed base for obsolescence and upgrade opportunities. You will be required to work with the ABB Adaptive team, project operations and ABB OPC centers, to develop and quote standard project execution methodologies. Driving innovation, for technical solutions necessary to meet future customer requirements.
Your background
- You will be a minimum of Degree qualified in a relevant Engineering, Science or Computing subject.
- You will have significant experience successfully leading projects or scopes of work as Lead Engineer or above.
- You will have proven experience within one or more of the following industries: Oil and Gas / other Energy sectors, Power and Water, and Chemicals market sectors.
- You will be a subject matter expert in at least one of the following: Control and Safety System Engineering, Electrical Engineering / Systems, Telecommunications and Digital Solutions, and be highly knowledgeable in at least one of the others.
- You will require strong verbal and written communication skills and be able to exude knowledge technical knowledge and competence when customer-facing, including a professional “can-do” attitude.
- You must be a highly motivated individual who can plan their time, priorities, and tasks. You must be able to multitask and still meet deadlines within your area of responsibility.
- You must be able to identify, agree and implement change.
- Some previous line management experience is preferred.
- You will be fluent in English.
More about us
We look forward to receiving your application (documents submitted in English are appreciated). If you want to discover more about ABB, take another look at our website www.abb.com.
