Design solutions to drive safe living and quality of life
The Lead Equipment Project Development Engineer is responsible for providing technical and commercial support to sales managers for modular equipment opportunities from "Qualify" to "Close", and handover sold projects over to the modular execution team.
This position is responsible for development and ownership of technical proposals and cost workbooks, making sure all customer requirements have been
incorporated as required. This position will drive each modular equipment opportunity to close by providing technical and commercial support throughout the sales phase, documenting project specific details and overall sales strategies, understanding customers pains and needs and aligning them with
product specific value propositions, assigning action items and timing, deliverables, etc.
This position will be located in Gurgaon (NCR), India.
Primary Accountabilities :
Lead sales support for multi-equipment and / or complex project opportunities by working with Sales, Business, Engineering and other disciplines and / or business groups as required, and drive each opportunity to close by working closely with Sales throughout the sales phase.
Develop and maintain the project specific sales strategies (PSSS) with Sales / Business, including maintenance of rolling action item list (RAIL) with name and dates assigned, in the SFDC opportunity page throughout the sales phase until close and participate in win / loss evaluations
Continuously monitor the progress of each opportunity using the PSSS, making sure action items on RAIL is completed and PSSS form is updated with the latest information
Develop & maintain sales materials (presentations, etc.) with business PLMs, and deliver sales presentations to customers as required
Develop proposal documents and high-level project plans that address key Customer needs of Opportunities in the Modular Sales Pipeline.
Coordinate with Business, Sales, Technical Services, Engineering and Procurement to answer the requirements that are defined in Customer's Invitation to Bid and in Project Specific Sales Strategy
Develop sourcing plans and project execution philosophy via interactions with procurement and vendors, including RFQ generation, technical and commercial bid evaluation, cost & contingency estimation.
Create Cost Estimates, Cash Flows and Proposal Documents including scope splits, project execution philosophy, logistics and project schedules.
Coordinate all project development activities with support groups such as Engineering, Project Execution and Procurement.
Expedite those efforts to keep overall project timeline intact.
Co-ordinate and document reviews of Customer issued Technical Specifications with support of engineering disciplines.Develop estimates for cost of compliance to these specifications. Develop Lists
of Exceptions, Clarifications and Deviations as necessary.
Lead Commercial Project Readiness (CPR) meetings to evaluate plans for transfer of material and services during the course of a project between UOP, vendors and customers, from local and international
taxation and law compliance perspective
Incorporate equipment improvements and innovations into standard proposal costs and design details. Coordinate key supplier list for all equipment within a product line between engineering and
Maintain various databases of project costs, resources and schedules for product lines
Develop and implement methodology and work process for identifying opportunities for standardization.
Support development of commercial proposal with sales, including development of payment milestones & cash-flow, pricing strategy, etc.
Develop commercial risk summary for Senior Leadership’s approval where required, ensuring that appropriate technical and commercial risks have been identified and mitigation strategies have been put
in place for all new offerings
Lead technical clarification meetings and support commercial clarification / negotiation meetings, including pricing strategy with sales and customers.
Develop project handover package for each sold project and coordinate / lead project handover meetings to ensure successful transition of sold projects to project execution.
Participate in project KOM and provide scope clarification support as required
Provide assistance to Business Management through the updating of Marketing Materials and coaching of the Customer facing people to help them better understand the project offer, the value propositions, the
technology on offer and the business of project execution.
Work directly with Business in identification of new business / product opportunities, and development of strategies, value propositions, project execution models and strategic partners.
Collect customer, field and sales feedback in support of the engineering and design improvements for UOP Modular technologies to increase technology competitiveness.
Support corporate policies, especially in relation to Office & Field Safety practices and engineering design policies
YOU MUST HAVE
Bachelors Degree in Mechanical / Chemical / Instrumentation /
Electrical Engineering with 12 years+ exp.
Strong interpersonal, presentation, organization, and cost analysis skills are required
Experience in contractual, legal, tax and financial aspects of projects / bids.
Proposal development and cost estimation experience for refining, petrochemical or gas processing projects.
Experience in project management or engineering or construction of refinery, petrochemical, gas processing technology projects is beneficial.
Additional Qualifications :
Management / Business Management skills / Financial acumen in general is required.
General knowledge of Refining, Petrochemical, Gas Processing Industry is required
Comprehensive problem solving skills
Adept use of database, spreadsheet and other various software tools is required. These include Acrobat, Excel, Crystal Ball, Minitab, MS Project and MS Word
Ability to work independently and ability to multi-task
Experience in change management and in working across functional lines and organizations is desired
Excellent written and oral communication skills required for worldwide cross-functional teamwork environment.
MBA is useful for working with Business and Sales teams in cash forecasting and risk management
Ability to travel up-to 20% annually for internal, customer and vendor meetings.
Continued Professional Development
Some Travel Required