Lead Application Engineer - Bid Manager at Watlow in 12001 Lackland Rd, St. Louis, MO 63146, USA

Job description

• Watlow is looking for an experienced Bid Manager to lead proposals for our engineered process heating systems. These are sold to large industrial customers, EPC contractors and end users in oil and gas, petrochemical, chemical, power generation and energy transition markets. You will own each bid from receipt of the RFQ through award. You'll coordinate engineering, sales, applications, operations, supply chain and finance to deliver compliant, competitive proposals that win profitable business.

Responsibilities

• Bid strategy and qualification
• Review incoming RFQs and ITBs, and lead go/no-go decisions based on fit, risk, capacity and margin.
• Build win strategies with sales, including customer drivers, competitor positioning and pricing approach.
• Proposal development
• Build and manage bid schedules. Run kickoff meetings and review gates.
• Break down customer specifications, datasheets and project specs (e.g. Shell DEPs, Aramco SAES, ExxonMobil GPs) into compliance matrices.
• Coordinate thermal and electrical sizing, design, and code review with applications engineering.
• Prepare clear technical and commercial deviations, clarifications and exceptions.
• Write and assemble complete proposal packages: technical, commercial, schedule, documentation and inspection/test plans.
• Work with counterparts in legal, finance, supply chain, quality and engineering to prepare effective bid proposals in a timely manner
• Commercial and risk management
• Develop pricing with estimating and finance, covering material, labor, engineering hours, documentation, testing and freight.
• Review commercial terms: liquidated damages, limitation of liability, warranties, payment milestones, bonds and guarantees, and Incoterms. Escalate high-risk terms to legal and leadership.
• Get internal approvals under the Delegation of Authority process.
• Customer engagement
• Serve as the main contact for EPC procurement and engineering teams during the bid.
• Lead clarification meetings, technical bid evaluations (TBEs) and commercial negotiations.
• Support bid presentations and vendor qualification (AVL) activities.
• After award and continuous improvement
• Hand won projects over to project management, with the full scope, risks and commitments documented.
• Track win/loss data and debrief customers. Maintain proposal templates and a content library.
• Report on pipeline and bid performance

Requirements

• Bachelor's degree in engineering (mechanical, electrical or chemical preferred) or a related technical field
• 7+ years in industrial sales, applications, estimating or proposals, with at least 3 years leading bids for engineered-to-order equipment
• Experience bidding to EPC contractors and major oil and gas or process operators
• NEC 500/505, UL/CSA, ATEX and IECEx for hazardous areas
• ASME Section VIII and PED for pressure vessels
• NFPA 70/79 and IEC for electrical and controls
• Ability to read P&IDs, process datasheets and electrical schematics
• Strong understanding of commercial terms and contract risk
• Excellent writing, organization and deadline management across several bids at once
• Experience with electric process heating, fired heaters, heat exchangers, or skid-mounted systems
• Knowledge of electrification and decarbonization applications, such as replacing gas-fired heaters with electric heat, hydrogen and CCS
• APMP or PMP certification
• Experience with international bids, including local content, export compliance and multi-currency pricing

Skills

Required

• Bid management
• Proposal development
• Technical and commercial writing
• Cross-functional team coordination
• Deadline management
• Customer engagement
• Negotiation
• Pricing and estimating

Preferred

• APMP or PMP certification
• International bid experience

Benefits

• The health, well-being and financial stability of you and your family is a high priority to us.The Watlow Total Rewards Plan includes competitive compensation and a full range of life and career enhancing benefits:
• Annual Incentive Program
• 401(k) plan that includes a company match on your contribution and an annual company contribution that is tied to company performance
• Wellness incentives
• Employee Personal Assistance Program
• Dental, medical, vision and short-term and long-term disability insurance
• Paid holidays, personal time, and vacation
• Parental leave
• Tuition reimbursement