Pre sale Engineer

ey Responsibilities

1. RFQ Evaluation and Costing

• Review customer RFQs and tender requirements to ensure all technical, commercial, compliance, and delivery expectations are clearly understood.
• Coordinate with Engineering, Procurement, Production, Quality, and Supply Chain teams to gather inputs for accurate costing.
• Develop and maintain robust costing models for custom assemblies, incorporating material, labor, overhead, testing, packaging, logistics, and certification costs.
• Ensure costing assumptions and pricing structures are documented and regularly updated.

2. Cost Analysis and Commercial Assessment

• Analyze Bills of Materials (BOMs), supplier quotations, and direct input costs to establish competitive and profitable pricing.
• Monitor fluctuations in material prices, supplier terms, freight costs, duties, and other commercial variables impacting profitability.
• Conduct profitability and sensitivity analysis to assess commercial risks and opportunities.
• Evaluate customer-specific requirements and their impact on overall project margins.

3. Quotation and Proposal Management

• Prepare accurate and commercially competitive price buildup in line with company pricing and margin objectives.
• Support the sales team during customer discussions, negotiations, and commercial clarifications.
• Review contractual terms, payment conditions, liquidated damages, warranties, and other commercial obligations prior to quote submission.
• Ensure timely submission and follow-up of quotations to maximize conversion opportunities.

4. Order Commercial Validation

• Review purchase orders against approved quotations and commercial agreements.
• Verify scope, pricing, taxes, payment terms, delivery schedules, documentation requirements, and contractual commitments.
• Identify and resolve commercial deviations before order acceptance.
• Maintain commercial control throughout order execution to prevent scope or margin erosion.

5. Receivables and Working Capital Management

• Monitor customer receivables, invoice status, and payment collections.
• Track accounts receivable aging and proactively follow up on overdue payments.
• Coordinate with customers, Finance, Sales, and Project Teams to resolve billing disputes and payment delays.
• Support cash flow improvement initiatives through effective collection management and payment term compliance.

6. Margin Monitoring and Cost Optimization

• Compare actual costs against estimated and quoted costs to identify deviations.
• Perform variance analysis and recommend corrective actions to improve future costing accuracy.
• Collaborate with Procurement and Engineering teams to identify cost reduction opportunities through alternate sourcing, standardization, and value engineering.
• Support continuous improvement initiatives aimed at enhancing profitability and operational efficiency.

7. Commercial Reporting and Business Insights

• Generate reports on RFQ pipeline, quote conversion, order profitability, receivables aging, collections, and margin performance.
• Provide commercial insights and recommendations to management based on cost trends, customer behaviour and market dynamics.
• Support forecasting, budgeting, and strategic planning activities through accurate commercial data analysis.
• Drive visibility of business risks and opportunities through timely reporting and stakeholder communication.

Key Deliverables

• Accurate RFQ costing and pricing models
• Timely submission of commercial quotations
• Profitability and margin analysis reports
• Commercial compliance review of customer orders
• Receivables collection and aging management
• Cost variance and business performance reports
• Pricing recommendations and commercial risk assessments

Key Performance Indicators (KPIs)

RFQ & Quotation Management

• RFQ response turnaround time
• Quote-to-order conversion rate
• Cost estimation accuracy
• Percentage of RFQs submitted within timeline

Commercial Performance

• Gross margin achievement
• Target margin compliance
• Commercial risk mitigation effectiveness
• Revenue generated from converted RFQs

Receivables Management

• Days Sales Outstanding (DSO)
• Collection efficiency ratio
• Overdue receivables percentage
• Collection target achievement

Operational Excellence

• Cost variance reduction
• Accuracy of order commercial validation
• Timeliness of management reporting
• Cost savings and profitability improvement initiatives