John Cockerill, enablers of opportunity

Driven since 1817 by the entrepreneurial spirit and thirst for innovation of its founder, the John Cockerill Group develops large-scale technological solutions to meet the needs of its time : facilitating access to fossil free energies, enabling sustainable industrial production, preserving natural resources, contributing to greener mobility, enhancing security and installing essential infrastructures.

Its offer to businesses, governments and communities consists of services and associated equipment for the sectors of energy, defence, industry, the environment, transports, and infrastructures. With over 6,500 employees, John Cockerill achieved a turnover of € 1,046 billion in 2022 in 24 countries, on 5 continents.

Job Summary

This position supports the Sales Managers and Commercial Operations Director to develop proposals, negotiate with customers, identify, and agree on technical requirements and participate in closing contracts for HRSG projects.

Key Objectives and Responsibilities :

• Sell HRSG products and services by using technical, organizational and customer knowledge to develop technical proposals.
• Develop solutions that fulfill the requirements of the customers resulting in signed contracts.
• Follow all ISO processes and procedures related to sales / proposals team.
• Identify and review customer requirements / specifications in request for quotations (RFQs)
• Prepare technical proposals, establish, and maintain technical communication with customers during the proposal process.
• Assist the Proposal team with optimization of commercial proposals and provide other assistance for budgetary as well as firm proposals.
• Coordinate internal resources such as estimating, graphics, process engineering, I&C to develop technical proposals in a timely fashion while complying with company instructions for risk control and accuracy.
• Work with Supply Chain to obtain vendor quotes for bought out engineered components (e.g., burner, bypass, pumps, control systems, etc.)
• Initiate and control the timely and accurate cost evaluation of proposals from the estimating department.
• Provide "transitional" support to Project Teams after contract award.
• Provide general assistance for business development, development of processes and standards, and procedures that will assure consistent proposal execution.
• Meet schedules and workflows in a cost-efficient and effective manner and maintain good working relationships with other departments.
• Assure precise filing and maintenance of proposal documents.
• Write formal proposals that includes clearly defined scope of supply, addressing all exceptions / clarifications to customer specifications.
• Handle all proposals with supervision from the Proposal Manager
• Provide input into continuous improvement processes.
• Provide inputs for continuous improvement of estimate tools.
• Assumes technical ownership of the proposal.
• Client follow-up, directly and through representative offices on a timely basis. Respond in a timely manner to changes in customer needs.
• Attend proposal review / bid clarification meetings at client's offices required.
• Provide budgetary quotations which include overseeing design of the steam generator, calculation of budget price utilizing "in-house" cost data from previous firm quotations and preparation of budget proposal letter.
• Assess risk as it applies to bid approach, equipment selection, deliveries, etc.
• Support product improvement activities
• Must be organized and able to drive schedule and tasks to completion.
• Excellent verbal and written communication skills
• General understanding of heat transfer, thermodynamics, and fluid mechanics as they apply to the equipment manufactured or supplied by John Cockerill Energy
• Strong analytical skills
• Computer literate with fluency in spreadsheet applications such as Microsoft Excel
• Able to effectively read and understand mechanical, electrical and process drawings.
• Technical orientation with knowledge of building machines and mechanical and thermal processes
• Detail oriented with excellent organizational and time management skills.
• Ability to work independently and be a good problem solver.
• Proficient with AutoCAD Microsoft Office Suite including Word, Outlook, Excel (Spreadsheets, Charts / Graphs, Macros (not required but a plus)

Sales Contacts & Processes

Key Qualifications