Track record

The client is an engineering contractor and fabricator active in (Renewable) Energy projects, mainly for biomass.

More specifically components for storage, handling and processing of bulk solids, liquids and gasses. Includes turnkey solutions for loading and unloading stations (trucks, trains, barges and seagoing vessels), storage equipment (silos, bunkers, A-frame buildings, storage sheds), conveying and processing systems (removal of ferrous and non-ferrous material, sieving, milling, ...), all related works (civil, structural, E&I, ...) and all required studies (ATEX, HAZOP, SIL, ...).

Activities

• Sales, commercial structuring and negotiation of projects. Mainly turnkey in biomass, SRF/RDF and coal. Often on the basis of FIDIC (Yellow/Silver Book), ORGALIME, ABA99, iCHEMe or NEC3. Includes GO /NO GO analysis, a project risk assessment and Pre-Tender Executive Summary, as well as review of commercial conditions and leading negotiations.
• Developing and detecting new business opportunities (Public Tenders - EBP, TED, OJEU and private). Establish market position in new developing markets
• Accountable for projects in prequalification and tender stage. Actively supporting the proposal department during bid phase.
• Key account management.
• Partner recruitment for civil works, civil engineering, construction on site, mechanical erection works, etc. including setting up potential scope split and formalizing in contract.
• Direct and continuous connection with senior management.
• Advise and assist the company in the transition from a product-driven to a project-driven sales
• Setting up new sales processes and tools for large multi-focus or complex projects (Pre-Tender Executive Summary, Project Risk Register, Summary of Spec. docs …).