Proposal Manager

Fluence (Nasdaq: FLNC) is a global market leader delivering intelligent energy storage and optimization software for renewables and storage. Our solutions and operational services are helping to create a more resilient grid and unlock the full potential of renewable portfolios. With gigawatts of successful implementations across nearly 50 markets, we are transforming the way we power our world for a more sustainable future.

Role Purpose

As Manager, Proposals & Contracts, you will lead a regional team responsible for the development, coordination, and execution of customer proposals and supporting documentation for Fluence’s energy storage projects. You will oversee the preparation of compliant, compelling, and commercially sound proposals and coordinate contract documentation during the pre-award and negotiation phases. This role sits at the critical intersection of Sales, Legal, Finance, and Engineering, ensuring that each proposal and contract meets both customer requirements and Fluence’s commercial standards. As a people leader, you will guide your team in best practices, ensure process discipline, and drive continuous improvement in proposal and contracting operations across EMEA.

Key outcomes

• Deliver high-quality proposals and contract packages that support successful deal conversion and order intake.
• Ensure proposals and contracts are compliant, complete, and aligned with Fluence’s governance framework.
• Build and develop a high-performing team capable of supporting multiple parallel opportunities.
• Streamline tools, templates, and processes to improve speed, quality, and collaboration.

Proposal Management

• Lead and manage the end-to-end proposal preparation process for customer bids, including EPC, supply-only, and service contracts.
• Supervise proposal coordinators and specialists to ensure deliverables are complete, accurate, and submitted on time.
• Oversee review of RFPs/RFQs and customer requirements; define proposal strategy and content plan.
• Coordinate with Engineering, Legal, and Finance to develop cost, scope, and risk-aligned proposals.
• Review and approve proposal narratives, pricing documentation, and compliance matrices prior to submission.
• Ensure all proposals are aligned with Fluence’s commercial strategy and approval requirements.
• Participate in customer meetings, clarifications, and bid presentations as needed.

Contract Management

• Manage and oversee contract documentation during the negotiation and finalisation stages.
• Support alignment between proposals, negotiated terms, and final contract execution.
• Supervise document control and version tracking, ensuring consistency across all deliverables.
• Ensure adherence to internal approval workflows and contractual governance.
• Provide oversight on risk and scope alignment between commercial and technical documents.
• Support Lead Negotiators and Account Managers by coordinating the handover from proposal to negotiation phase.

Cross-Functional Coordination

• Coordinate proposal and contract activities across Sales, Legal, Finance, Engineering, Delivery, and Product functions.
• Serve as the main point of contact between Sales Operations, Business Development, and supporting departments to ensure proposals are executable and commercially compliant.
• Facilitate internal reviews and ensure timely alignment across all contributors.
• Manage dependencies and resolve bottlenecks to maintain proposal timelines.
• Promote collaboration and knowledge sharing between regional and global commercial operations teams.

Process & Tools Improvement

• Identify, design, and implement improvements to proposal and contracting processes, templates, and tools.
• Drive adoption of automation and AI-based document management or proposal software.
• Develop metrics to track proposal efficiency, success rate, and cycle time improvements.
• Capture and disseminate lessons learned to enhance future proposal and contracting outcomes.

Team Leadership & Development

• Manage and mentor a regional team of Proposal & Contract Specialists and Analysts.
• Set clear objectives and performance goals aligned to commercial targets.
• Provide coaching, feedback, and training to develop technical and commercial competencies.
• Support professional growth by identifying learning opportunities and career pathways.
• Foster a collaborative, high-performance culture that values precision, accountability, and innovation.
• Ensure team capacity planning and workload distribution align with regional business priorities.

Commercial Governance & Compliance

• Ensure adherence to Fluence’s commercial governance framework, including risk reviews and approval procedures.
• Support the preparation and coordination of internal approval documentation for bids and contracts.
• Partner with Legal and Finance to enforce compliance with contracting policies and approval thresholds.
• Support audit preparation and ensure records are properly maintained and retrievable.

Success Measures

• On-time and accurate submission of proposals and contract documentation.
• Proposal win rate and order intake contribution within target range.
• Improved proposal cycle times and efficiency metrics.
• Positive feedback from Sales, Legal, and Engineering stakeholders.
• Strong team performance and engagement, reflected in retention and development outcomes.
• Implementation of measurable process improvements and tool enhancements.

Qualifications, Skills & Experience

• Bachelor’s degree in Business, Engineering, or related field; advanced degree preferred.
• 8–10 years of experience in proposal management, contracts administration, or commercial operations.
• Proven experience managing proposal and contract processes in infrastructure, renewables, or technology sectors.
• Demonstrated ability to lead small, high-performing teams.
• Strong understanding of commercial and contractual frameworks for EPC and services projects.
• Excellent communication, coordination, and stakeholder management skills.
• Proficiency with Microsoft Office, Salesforce, and document management tools.

Preferred

• Experience with energy storage, renewables, or complex B2B infrastructure projects.
• Familiarity with AI-enabled proposal automation or contract management tools.
• Additional European language proficiency.

Competencies

• Critical: Leadership, collaboration, commercial acumen, planning and coordination, and communication.
• Important: Process improvement, attention to detail, stakeholder management, and decision-making.
• Supporting: Analytical thinking, adaptability, and resilience.

Resources & Support

You will have access to Fluence’s global proposal and contracting tools, templates, and digital collaboration platforms. You will work closely with Sales, Legal, and Commercial leadership teams and receive mentorship from senior team members.

Growth & Development

This role offers development opportunities toward more senior sales job family group positions. You will gain exposure to cross-regional deal governance, commercial strategy execution, and the development of scalable contracting processes that shape Fluence’s growth.

Our Culture

At Fluence, our culture is the foundation that drives our ambitious growth strategy and fuels our mission to transform the future of energy. Our core cultural pillars empower us to innovate, collaborate, and lead with purpose, ensuring we continue to deliver unparalleled value to our customers and the world.

• Unleash Voices: We believe every voice matters. We encourage openness, active listening, and decisive action to create a culture where everyone has the opportunity to contribute to our success. We foster an environment where diverse perspectives are heard and valued, driving innovation and progress.
• Customer Fluent: Our customers are at the heart of everything we do. We’re committed to delivering exceptional value that exceeds expectations by understanding our customers’ needs and adapting swiftly to meet them. Our deep focus on customer satisfaction drives us to continuously improve and innovate.
• Infinite Impact: We are committed to creating the impossible. We push boundaries to deliver sustainable, game-changing solutions that shape a brighter, more energy-efficient future for all. Our team is passionate about making a lasting impact that will resonate for generations to come.
• All In: We are all in for growth. Our teams are relentlessly focused on identifying and seizing opportunities that propel us forward. We embrace an ownership mindset, pushing ourselves and each other to accelerate progress and create lasting success.