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Lcs Proposal Leader | Q-319
Pubblicato il 25-11-2021 - Rockwell Automation in Milano

Job Description
Responsible to:Proposals Manager (EMEA - South Region)
Location:Open in EMEA
Overall purpose of the job:
To support the fast growth of the Life Science Business, Rockwell Automation is looking for a Proposal Leader EMEA mainly South region. Proposal leader is responsible for the bidding process regarding large, complex solutions including Process Automation, Building Automation, IT services, design or manufacturing services for solution, focusing mostly on Life Sciences. Project manages the bidding process from initial contact through contract signing, with particular emphasis on identifying the solutions architecture, the associated labour estimate,

the coordination of the third party suppliers and associated offering and establishing the trading terms. Responsible for validating and endorsing the technical solution. At the highest authority levels, signs off on bids and proposals.
Main Purpose:
Work with Rockwell Sales to assess and respond to engineering, consulting, project and support services opportunities
Work to pre-defined SLAs
Close cooperation and communication with customers, Rockwell Sales and Field Engineers/Lead engineer / Consultants, to explore, understand and define the functional requirements ensuring we expand and maximize the opportunity.
Understand the customers application needs and be able to scope a conceptual design for Rockwell Automation solutions, including but not limited to solution, Field Engineering Projects as well
Prepare technical and commercial quotations to meet the needs of the customer but also be compliant with our internal policies, financial goals and expectations
Demonstrate the ability to expand the scope of solution and services requested by incorporating the full portfolio of Rockwell Automation offerings
Provide regular feedback on activity status to the assigned Sales Account Manager, Business Unit Leads Local Country Management and Proposal Manager
Comply with the Quality Management System.
Job complexity:
Analyzes customer's requirements to determine the optimal process control system solution and determines applicable control configuration/architecture.
Make recommendations for improvements and assist sales team to propose these to the customer.
Supports sales efforts by assisting sales on pre-sales activities, demonstrating the LCS (Life Cycle Services) capabilities to deliver, and create or coordinate effort estimates for engineering work.
Works on complex issues where analysis of situations or data requires and in-depth evaluation of variable factors. Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results.
Plan, schedule, coordinate and monitor the progress of the overall bidding process.
Coordinate proposal development proves interfacing with various entities within the organization (contract management, finance team, global technical consulting team, Sales, etc).
Overview :
Take responsibility for proposal generation against defined customer requirements. This also includes commercial T&C;’s
Responsible for the preparation and presentation of quotes, sales proposals, and contracts to the customer in compliance with company policies and standards, obtaining the appropriated approvals.
Consult with other functions on issues like pricing, product specification, warranties and product adaptation to ensure that we provide the appropriate business and technical solution to the customer needs.
Must be able to work in a stressful environment where constructive feedback from others is encouraged.
Must perform duties in the office or outside the office as part of a proposal team.
Manage cost calculations through liaison with project team members, product specialists, sales and multiple vendors.
Determines methods and procedures on new assignments and may coordinate activities of other employees.
Key Result Areas:
Ability to drive complex proposals to completion
Eager to learn and keep at the front of industrial automation and IT/OT solutions
Self-motivated with the ability to develop an effective internal network in a matrix based organization
Effective business communication skills, both presenting, active listening and written
Set and meet expectations to stakeholders in the proposal process
The ability to network and influence peers and others to achieve results
Collaborate and communicate with sales managers, Delivery organization and Customer, Service & Maintenance organization to co-ordinate project plans and execution of proposals
Co-ordinate with direct sales forces on selected account strategies
Excellent communication skills to foster an open environment and an excellent work culture
Demonstrates behavior in accordance with Rockwell Automation values
Proactive networking skills in order to secure stakeholder commitment You will have the lead to generate proposals for engineering, consulting, projects and Services within a broad scope of industrial Automation and IT/OT. In the job, you will be able to expand both your technical and commercials skills based on one of the broadest Services offerings in the market. You will be part of a European, Middle East and Africa (EMEA) highly skilled proposal team.
Tasks will include management of the bidding process from Sales Bid Request, gathering information, Scope definition, optimized Solution design and costing. In the entire process, you will work closely with Sales, Solution Specialists, local Service Manager and Global proposal team.
Our focus of this role is to ensure delivery of high quality and winning proposals in accordance with Rockwell Automation processes and procedures that meet the requirements and sustain the value proposition for our customers.
Preferred Qualifications:
Bachelor’s degree in any Engineering discipline, Electrical Engineering, Computer Science or Information Technology, and/or Chemical Engineering preferred.
Typically requires a minimum of 5 years of experience in the design and implementation of PLC based batch process control systems and/or Building Automation Systems (qualified and non-qualified) in the Life Sciences, Pharmaceutical Industry.
Typically requires a minimum of 5 years of experience of control system applications throughout the project lifecycle from initial design concepts through to installation and subsequent client support.
Understanding of Electrical schematics and P&IDs.;
Familiarity with regulatory aspects of the pharmaceutical industry (e.g. GMP's, 21 CFR Part 11, Data Integrity aspects) and particularly with the related implementation guidelines (e.g. GAMP5) with specific focus on automation systems and solutions.
Further education in engineering, computer science or project management is a plus.
Demonstrates a solution-oriented mindset and is open to take on new challenges.
Control System Architecture Design (Client Server); including Virtual Client Server design experience preferred.
Knowledge of the RA Products offering both hardware and software product suites
Must have the ability to travel an average of about 20% of the time, including include both domestic and international trips (mainly in Europe).
Typically 5 or more years’ experience in either Project Based Engineering role or Previous Proposal Experience in an Industrial Automation environment.
Demonstrated ability to positively interact with both internal and external customers
Has demonstrated experience of working in a high pressure environment whilst being able to keep focus on the end goal.
Creative thinker who uses initiative and drives process improvements
Mandatory to have a BSc in Electrical Engineering discipline or equivalent engineering experience
Strong broad automation background
Proven skills in defining automation solutions and costing for technical projects
Commercial flair to support Sales in winning proposed projects
Client liaison and interface with management
Development and maintenance of customer relationship
Team player with the ability to integrate with other team project members
Italian (Native) speaker and fluent in English (verbal and written) are a pre-requisite

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