Tender Manager/ Lead

Job Description

Overview

• Responsible for preparing service-related quotations for:
  • All projects within the Electrification Service Division (ELSE), and
  • Large-scale projects within Distribution Solutions (ELDS).
• Receive requests from sales representatives and prepare:
  • Quotations
  • Cost estimations
  • Pricing assumptions and quotation conditions
• Involved from the early proposal stage while sales is preparing customer proposals.
• Primarily a back-office role, but may occasionally accompany sales representatives to customer meetings.
• Regular communication with:
  • Sales teams
  • Engineering teams
  • Customers
• The team handles approximately 40 quotations per month, shared among team members.
• Responsible for tendering projects that account for roughly 80% of the annual order intake.
• Quotation values vary significantly, ranging from:
  • Spare parts
  • Preventive maintenance contracts
  • Small projects worth tens or hundreds of thousands of yen
  • Large projects worth hundreds of millions of yen

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Mission

To prepare and complete competitive bids, quotations, and proposals based on customer specifications, requirements, and budgets while achieving both:

• Strong market competitiveness
• High profitability

Additionally, maintain and strengthen relationships between ABB business units and customers within the assigned territory.

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Key Responsibilities

1. Bid & Quotation Development

• Develop competitive bids, quotations, and proposals based on:
  • The best available product configuration
  • Appropriate technical considerations
  • Commercial requirements
• Ensure proposals are submitted on time with:
  • Accurate costing
  • Appropriate levels of detail
  • Complete commercial information

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2. Proposal Preparation

Manage all aspects of proposal preparation, including:

Technical

• Selection of optimal technologies
• Product configuration and specification definition

Financial

• Pricing calculations
• Cost analysis
• Cash flow analysis

Project Management (where required)

• Estimation of engineering man-hours
• Commissioning resource requirements
• Project execution considerations
• Define pricing and commercial terms and conditions.

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3. Coordination

• Coordinate bid, quotation, and proposal activities.
• Ensure all required inputs are submitted on time and in accordance with quality procedures.
• Manage external services supporting proposal preparation, including:
  • Translation services
  • Government approvals and certifications

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4. Documentation Management

• Collect and maintain all proposal and order-related documentation.
• Record assumptions and decisions made during proposal development.
• Regularly report quotation and tender status using designated tools.
• Analyze winning and losing bid results and identify key success/failure factors.

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5. Risk Management

• Identify potential risks within:
  • Quotations
  • Proposals
  • Customer contracts
  • Channel partner agreements
• Participate in ABB's risk review process.
• Provide necessary information and recommendations according to ABB policies.

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6. Information Gathering & Consolidation

• Collect, organize, and consolidate all information necessary for proposal preparation.
• Coordinate both:
  • Technical information
  • Cost-related information

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7. Customer Relationship Management

• Build and maintain strong customer relationships.
• Develop a thorough understanding of customer needs and requirements.
• Maintain positive relationships throughout the sales cycle.
• Provide technical support to Sales Managers during customer technical meetings.

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8. Supplier Selection & Evaluation

• Identify potential vendors and suppliers for project equipment and materials.
• Perform technical evaluations of supplier proposals.
• Verify compliance with project specifications and requirements.
• Collaborate with Supply Chain Management on supplier and subcontractor engagement.
• Coordinate subcontractor inquiries and procurement activities.

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Recruiter Summary

This is essentially a Tendering / Proposal Engineer / Bid Manager position rather than a pure Sales role.

The ideal candidate would have experience in:

• Electrical systems
• Switchgear
• Power distribution equipment
• Service engineering
• Estimation and costing
• Tendering and proposal management

The role sits between Sales, Engineering, Project Management, and Supply Chain, requiring both strong technical understanding and commercial awareness.

Job Code: JR00018097

Position Details

• Position: Sales Support Specialist (ELSE)
• Grade: 14
• Business Unit: ELSE (Electrification Service Division)
• Hiring Manager: Yasuhiro Sato
• HRBP: Miho Mitsui
• Openings: 2
• Location: Tokyo Headquarters (Osaki)
• Start Date: Immediate

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Hiring Background

Headcount increase due to business expansion:

• Growing project demand.
• Supporting the sales organization.
• Quotation/tendering responsibilities are being transferred from Sales to a dedicated Tendering function to create clearer role separation and improve efficiency.