Commercial Management
Fabrication Proposal Manager
FPSO Proposal Manager
MMO Proposal Manager
Offshore Proposal Manager
 

Fabrication Proposal Manager

 

Mission Tasks

Coordinates and ensures preparation, selection and follow up the commercial proposal to potential clients and ensures contract acquisition. Ensures the screening of the market in order to identify commercial opportunities in short/medium term, which are of potential interest of the Company.

 

Professional Skills

Collects and analyses information regarding forthcoming and future Fabrication projects from several sources, including all the information from Saipem Group Companies and Branches. Updates project status by means of magazines / bulletins and other specific publications and sources. Identifies worldwide Fabrication Projects to be included in the Commercial Forecast and monitor up to the receiving of an invitation to pre-qualify from the Client or direct invitation to tender. Collects monthly from all Saipem Group Operating Companies and Joint Venture Companies the information regarding commercial activities performed and to assemble it in a report for Saipem Corporate Management. Participates in preparing and filling of the Prequalification Questionnaire received from the Client , demonstrating Saipem’s capabilities and know-how in performing fabrication projects, describing also the Company structure and technical resources, financial strength and all the qualifying aspects required by the Client. Negotiates contract clauses, and after the acquisition of the contract to survey and manage customer satisfaction. Coordinates, plans, prepares and follows up from negotiation proposal to potential clients.

 
 

FPSO Proposal Manager

 

Mission Tasks

Manage the preparation of a technical and commercial proposal for a Leased FPSO BU in cooperation with the corporate Leased FPSO BU Commercial manager and supported by the FPSO Project manager, FPSO Operation Manager, FPSO Estimator and relevant engineering, procurement, legal, administration and finance fuctions.

 

Professional Skills

Collect and analyse information regarding forthcoming and future projects from several sources, including all the information from Saipem Group Companies and Branches.To update project status by means of magazines / bulletins and other specific publications and sources. Read the tender documentation issued by the Client and be responsible for the preparation of the technical and commercial offer to be delivered to the Client. Decide the bid strategy in line with Corporate Objectives, the instructions of the Leased FPSO BU Commercial Manager and the suggestions of the Corporate Local Area Manager. Suggest the need of strategic Partners and or sub-contractors/Vendors to enhance competitiveness of Saipem Group Offer. Define the bidding team and plan bidding activities for what concerns all activities to be carried-out To identify worldwide Projects to be included in the Commercial Forecast and monitore up to the receiving of an invitation to prequalify from the Client or direct invitation to tender. Be the point of contact for Saipem Group with the Client and strategic Partners and/or Vendors/sub- Contractors for matters related to the technical and Commercial bid. Organise the bid kick-off, pre-closure and closure meetings. Co-ordinate the preparation of the project risk analysis. Participate to meetings with client and Partners or strategic sub-Contractors/vendors. Participate to negotiations with the Client. Co-operate with relevant corporate functions to prepare bidding agreements or pre-award agreements with strategic Partners, vendors/sub-contractors. Review and comment the proposed contract.

 
 

MMO Proposal Manager

 

Mission Tasks

He carries out the estimate, prepares the proposal documents and organises the estimate coordination meetings. He assists the Proposal Commercial Manager for clarification and negociation with the client. He reports to the Estimate Department Manager.

 

Professional Skills

1) Manages the proposal team within the Estimate department. 2) Collects and analyses information regarding forthcoming and future projects from several sources, including all the information from Saipem Group Companies and Branches. 3) Evaluates the costs in accordance with the tender specifications and the strategy defined during the Bid No Bid, approved during the Kick-Off meeting or modified during management meetings. 4) Participates in preparing and filling of the Prequalification Questionnaire received from the Client , demonstrating Saipem’s capabilities and know-how in performing similar projects, describing also the Company structure and technical resources, financial strenght and all the qualifying aspects required by the Client. 5) Organises and leading the meetings he is charge of during the course of the proposal. 6) Evaluates the risks associated with the project. 7) Issues the technical qualifications. 8) Informs on a continuous basis the PCM (Proposal Commercial Manager) during the course of the proposal. 9) Constitutes the proposal documents. 10) Participates to the clarification and negociation phases with the PCM 11) Prepares all elements of the transfer dossier and coordinates the transfer meeting.

 
 

Offshore Proposal Manager

 

Mission Tasks

Ensures the management of commercial bids for projects in order to optimize success in contracts awarding and maximising Company commercial results.

 

Professional Skills

1) Develops the Proposal Plan and review the Enquiry Summary, if necessary; 2) Organises and holds the bid kick-off meeting; 3) Defines the bid cost structure, with the support of the Offshore Estimator; 4) Manages the interfaces with Partners and Client; 5) Approves the scope of work of each party involved in the bid; 6) Analyses Contract requirements and conditions; 7) Assists in bid vendors list definition; 8) Approves the cost estimate of materials developed by the Offshore Estimator; 9) Prepares the bidding documents for the subcontract RFQ’s; 10) Approves the cost estimates of subcontracts developed by the Offshore Estimator; 11) Identifies the pre-bid agreements to be completed, if necessary; 12) Approves the cost estimate of internally performed activities developed by the Offshore Estimator and based on the evaluations made by the other technical departments (engineering, procurement, assets management); 13) Approves the preliminary project cash flow developed by the Offshore Estimator; 14) Endorses the project organisation, overall project schedule, overall execution plan, overall resources plan developed by the Operations Coordinator; 15) Integrates proposal packages prepared by the individual Operating Companies and Proposal Partners (if any) and reconcile possible discrepancies; 16) Discusses with the Commercial Managers and approve each Operating Company proposal package in accordance with the BU's Commercial strategy; 17) Submits the proposal to the Client. The Proposal Manager main responsibilities in the proposal negotiation and contract award process are to: 1) Manage the post-bid clarification phase with the Client; 2) Define possible scope of work reviews with the Operating Company supports; 3) Review the contract with the support of non-commercial Departments; 4) Negotiate the final price; 5) Prepare the Tender Progress Reports (Tender and Award Summary); 6) Prepare the Proposal Close-out Report; 7) Review and finalize the Initial Project Budget prepared by the Offshore Estimator for the Commercial Manager's approval; 8) Support the Project Manager in reviewing the contract after the award (if not completed before); 9) Ensure that Risks and Opportunities Analysis is correctly applied, guarantying, in collaboration with the support functions and through ROBS (Risks and Opportunities Breakdown Structure); - in prospect phase: the definition of a list of the major risks qualitatively evaluated in coherence with Golden Rules; - in proposal phase: the definition of risk register through Risks and Opportunities methodology application.