Lead end-to-end bid management for terminal automation projects: develop bid strategy, qualify opportunities, coordinate cross-functional proposal development, produce technical solutions and BOMs, estimate costs, support commercial negotiations, conduct customer workshops, and manage risk and governance to ensure compliant, competitive proposals for oil & gas terminal and tank farm automation.
Responsibilities
Bid Management & Proposal Ownership
- Lead end-to-end bid management activities from RFQ receipt through proposal submission and contract award.
- Develop bid strategies aligned with customer requirements and business objectives.
- Drive bid qualification, go/no-go decisions, and opportunity assessments.
- Coordinate cross-functional teams to prepare complete technical and commercial proposals.
- Manage proposal schedules, deliverables, reviews, approvals, and submission milestones.
- Ensure compliance with customer specifications, tender requirements, contractual obligations, and company standards.
- Maintain proposal governance, risk reviews, and approval processes.
- Support sales organizations during negotiations and contract finalization.
Technical Solution Consulting
- Engage with customers to understand operational challenges and business requirements.
- Translate customer requirements into comprehensive Terminal Automation solutions.
- Develop solution architectures covering:
- Terminal Automation Systems (TAS)
- Tank Farm Management
- Inventory Management
- Loading & Unloading Automation
- Batch Control Systems
- Access Control Systems
- Weighbridge Integration
- ERP Integration
- Tank Gauging Systems
- SCADA/PLC Integration
- Product Movement & Logistics Automation
- Conduct solution workshops and technical discovery sessions.
- Recommend optimal hardware, software, networking, cloud, cybersecurity, and integration architectures.
- Support digital transformation initiatives for terminal operations.
Estimation, Costing & Commercial Support
- Develop detailed engineering and implementation estimates.
- Prepare project sizing, execution effort estimates, and resource plans.
- Build cost models including:
- Software licenses
- Engineering services
- Custom development
- Testing and commissioning
- Infrastructure
- Support services
- Third-party solutions
- Work with procurement and vendors to obtain pricing.
- Support commercial teams in pricing strategy and margin optimization.
- Balance technical compliance, competitiveness, and profitability.
Bill of Material (BOM) Preparation
Prepare and validate complete project BOMs covering:
- Application Software
- Database Software
- Virtualization Platforms
- Server Infrastructure
- Network Equipment
- Industrial Communication Components
- HMI/SCADA Components
- Cybersecurity Solutions
- Integration Interfaces
- Cloud Services
- Third-Party Products
Ensure technical accuracy, compliance, and cost optimization.
Customer Engagement & Technical Presentations
- Conduct customer workshops and solution presentations.
- Lead technical bid review meetings.
- Present proposed architecture, execution strategy, and project approach.
- Address customer technical queries during evaluation stages.
- Build strong relationships with customer stakeholders, consultants, EPC contractors, and partners.
- Support senior leadership during strategic customer engagements.
Risk Management & Governance
- Identify technical, commercial, contractual, execution, and cybersecurity risks.
- Maintain bid risk registers and mitigation plans.
- Review project assumptions, exclusions, and dependencies.
- Support risk assessments and management reviews.
- Ensure lessons learned from previous projects are incorporated into future bids.
Required Technical Competencies
Terminal Automation Domain
Strong knowledge of:
- Terminal Automation Systems (TAS)
- Tank Farm Operations
- Oil & Gas Terminals
- Bulk Liquid Storage Facilities
- Inventory Management Systems
- Truck/Rail/Marine Loading Automation
- Batch Management Systems
- Access Control Systems
- Weighbridge Solutions
- Tank Gauging Systems
- Industrial Automation Systems
- Product Tracking & Logistics Automation
- SCADA/PLC Integration
Bid & Proposal Management Skills
Mandatory
- Bid Management
- Technical Presales
- Solution Consulting
- RFQ Analysis
- Proposal Development
- Scope Definition
- Cost Estimation
- BOM Preparation
- Technical Writing
- Compliance Matrix Preparation
- Gap Analysis
- Project Estimation
- Vendor Coordination
- Risk Assessment
- Stakeholder Management
- Customer Presentation Skills
- Contract Review Support
Experience Range
- 8 to 10 Years
Educational Qualifications
- Bachelor’s degree in Instrumentation Engineering/Mechanical Engineering, or equivalent.
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