What's the Role?
The BID & Proposal Manager, on a Regional Level, will be responsible for delivering high quality bids and proposals to meet the customer’s requirements, identifying, analyzing, and mitigating commercial risks and deriving pricing that reflect the full solution value and best positions for Hilti.
Lead overall contract management, starting from contract terms and conditions reviews, to negotiation, contract signing, and handover, as well as commercial issues arising from contract execution phase.
As important part of the role, this person will provide commercial support during project acquisition phase regarding commercial topics to help business development team better position Hilti in the large projects with customers.
Who is Hilti?
Hilti is where innovation is improving productivity, safety and sustainability in the global construction industry, and beyond. Where strong customer relationships are creating solutions that build a better future. Where there is pride and a sense of belonging across our 120 locations, carrying right into our lives and homes. Where people are exploring possibilities, leveraging their potential, owning their personal development and growing lasting careers.
What does the role involve?
As B&P Manager, your main activities will be:
Bid and Proposal Management
- Tender document review, analysis, and clarification if needed, understand customer requirements regarding commercial topics, deconstruct the evaluation criteria.
- Proposal strategy development, pricing shaping and strategizing by collaborating with other stakeholders.
- Support Construction Projects Department in ensuring project's gross margin and revenue in alignment with company's target and guidelines.
- Bidding documents consolidation as per tender's requirements and Hilti’s bidding strateg y.
- Identify and mitigating commercial risk, in tender, and in contract
- Work with legal on contractual risks and ensure these risks are captured and reflected in internal risk assessment, and properly reflected on bid deviation list.
- Ensure proper risk contingency for commercial risks are budgeted.
- Review and draft contract terms and conditions by collaboration with legal and other relevant stakeholders.
- Teaming up with relevant stakeholders to set up negotiation strategies, conduct contract negotiations, resolve contractual and commercial issues to secure the projects.
- Drive internal hand-over process with project execution team, ensure the requirements and contractual commitments are met.
- Manage commercial issues in contract execution phase, such as claim management, change order, contract close out, and all other commercial related topics in contract management cycle.
- Integral part of the project capture team, involve early in project acquisition phase, be the leader and able to provide advice where commercial topics arise to acquisition team.
- Be able to influence customers with commercial issues along with the capture team and lead internal strategies shaping on how to solve the commercial issues to increase Hilti's chance on winning the deal.
We are proud to share that Hilti placed #12 in the World's Best Workplace awards in 2023!
What do we offer?
In addition to life and career plans within Hilti, the position offers:
- Base salary
- Sales performance bonus
- Health insurance
- Life insurance
- Savings fund
- Meal card
- Work tools (car, laptop, mobile phone, etc.)
What you need is:
Mandatory Requirements for the role:
- Bachelor’s or higher degree in Legal, Finance, Business, Engineering or related area from an accredited university or college.
- Minimum of 10 years of strong experience in a tendering or contract management role.
- In depth knowledge of contractual terms and conditions; strong customer experience in structuring and negotiating contracts.
- Strong financial and commercial acumen and risk management skills.
- Ability to influence and lead cross functional teams.
- Possess strong team spirits.
- Proficiency in Spanish, Portuguese and English languages.
Desired Characteristics:
- Highly motivated individual that thrive on commercial operations excellence.
- Understanding of business process management.
- Able to travel for business within LATAM region occasionally.
- Experience in energy or construction project management.
Why should you apply?
We have an excellent mix of people, which we believe makes for a more vibrant, more innovative, more productive team. So, if you’ve never worked in construction, that’s fine with us. Success at Hilti is down to teamwork and ability, regardless of your background.
You will be working with a team of people striving for excellence, with an open, inclusive and supportive culture. Bring your own perspective and achieve results together with others.
Learn more about us:
Website: Hilti Mexicana
Linkedin: Hilti Latin America | LinkedIn
Career Site: Where Your Best Belongs | Hilti Careers
Instagram: Hilti Latin America | Instagram
Youtube: Hilti Latin America | Youtube
Facebook: Hilti Latin America | Facebook
Hilti, Inc is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, veteran status, or disability
