Tender Manager - Drilling and Completions Fluids at Baker Hughes

About the Job

• As a Tender Manager you will be responsible for protecting and driving profitable revenue growth through ownership and oversight of the inquiry-to-order (ITO) process inclusive of price maintenance and risk mitigation.
• The role functions as the main owner of tendering activity for the segment.
• It is responsible for articulating the winning strategy for tenders based on tailored value propositions.
• It will be responsible for gathering all necessary input on capacity, costing and pricing relevant to the tenders as well as keeping all stakeholders involved throughout the tendering cycle.

As a Tender Manager, you will be responsible for:

• Developing proposals; may negotiate with customers; ensure deals deliver shareholder value; drive competitive pricing. May include compiling and submitting required tender documentation
• Handling products and systems requiring thorough technical knowledge and knowledge of the environment where the products and systems will be used. Sales processes require technical analysis and adaptation to client conditions.
• Validating risk and reward balance, considering factors such as terms and conditions, technical risks, margin, security of payment
• Driving Pricing and conditions to a certain degree of granularity. Works on the basis of predefined contracts price frameworks. Some latitude to deviate from prices and conditions.
• Promoting the business value propositions of BH to customers and internal stakeholders, providing a better customer experience through solution-based selling.
• Working in in close collaboration with Global PL Headquarters (HQ), Global OFSE HQ, and Region OFSE Sales teams, inclusive of market intelligence, early engagement, sales, technical sales, ODS sales, accounts, commercial pricing, commercial risk, and commercial contracts teams.
• Upholding the integrity and oversee the governance of all commercial processes, policies and procedures; assist in evolving the segment commercial teams as new processes, policies and procedures are developed and released by the Global OFSE HQ teams
• Working with the OFSE and segment sales teams within the regions to build and maintain a pricing strategy for the segment and region; identify and tag pricing actions
• Supporting OFSE and cross-PL MW opportunities and tenders; work in collaboration with the Global OFSE HQ Commercial Operations team and Global IS HQ Commercial Operations team for select projects
• Driving Segment and cross-PL pricing opportunities and price benchmarking for tenders; work in collaboration with the Global OFSE HQ Commercial Operations, HQ Pricing team and Global IS HQ Commercial Operations team for select projects for price benchmarking
• Ensuring understanding of customer requirements to provide the best technical and commercial solutions for all tenders/quotes; achieve competitive technical and commercial outcomes at the lowest risk to BH and with the best profitability
• Collaborating with engineering, technology, supply chain, etc. to provide product cost-out options and other profitability pathways
• Using standardization, knowledge sharing, best practices, and customer intimacy to drive simplification of contractual needs and responses
• Conducting AAR (After Action Review) lessons learned reviews on high value strategic deals lost, and communicate back to the organization, including takeaways and follow up actions
• Coordinating and collaborate across several functional groups – sales, technology, engineering, supply chain, service delivery, quality, HSE, legal, finance, etc.
• Owning the ITO-to-OTR handoff process to ensure we can execute on our promises to the customer

Requirements

To be successful in this role you will:

• Have a Bachelor's Degree from an accredited university or college
• Have a Master’s Degree from an accredited university or college (preferred)
• Minimum of 3 years of experience in either a Sales or Commercial role
• Minimum of 5 years of experience in Drilling Completions Fluids
• Experience with Commercial Tools, analytical systems and platforms like Deal Machine, Quote Machine /CPQ to drive effective margin management & price execution
• Broad experience in the ITO process; projects business; P&L management; and commercial discipline
• Proven analytical, problem-solving and process management skills
• Strong oral and written communication skills
• Strong interpersonal and leadership skills
• Ability to travel 20% of the time.

Additional requirements:

• Live the BH values every day:
• Grow – see challenge as opportunity, and learn every day
• Collaborate – inspire, be inclusive, and bring out the best in each other
• Lead – make, invent, and perform with impact
• Care – do the right thing, always, for our customers, our people, and the environment
• Lead by knowing our strategy and activating the new Baker Hughes
• Collaborate across product companies, regions, functions
• Know that HSE, compliance and quality are each employee’s personal responsibility.