Mariana Franqueira, Cf Apmp Email & Phone Number

Vancouver, British Columbia, Canada

Lead a team of five professionals to deliver large, strategic, and complex proposals that may cross multiple business lines.• Provide leadership, manage workload, and optimize utilization of proposal team resources. Act as the first point of contact for support when needed.• Work with the VP of Proposals to strategically enhance the proposals team, including growing team capabilities, talent, work, processes, tools and systems to improve the quality of our product and the efficiency of delivery.• Provide guidance and mentorship to the proposal team on processes and strategic concepts.• Educate the organization on proposal process through formal and informal training.• Work with the technical team to develop and articulate win strategy plans and win themes, ensuring their integration throughout the proposal documents.• Develop appropriate networking within the company to facilitate identification and sharing of relevant information and best practices.• Ensure adherence to standards and templates to present a consistent appearance and style in compliance with Ausenco’s brand.• Provide direction and guidance on processes, procedures and standards to the technical proposal teams to ensure compliance.• Proofread, edit, and conduct quality assurance on technical and non-technical documents to ensure proposal compliance with client requirements.

Vancouver, British Columbia, Canada

Responsible for managing, developing, and delivering proposals for projects within the industrial and mining sectors.• Managed the successful development of compliant, competitive, and compelling proposals through effective collaboration across teams including internal staff, other business lines and or outside partners and suppliers. • Facilitated kick-off, win planning, proposal technical review and other meetings. • Provided direction and guidance on processes, procedures and standards to the technical proposal teams to ensure compliance with client requirements. • Worked with the technical team to identify response requirements and develop a realistic approach and schedule for proposal responses. • Assisted with developing innovative solutions, or leveraging the corporate network to identify existing capabilities, that respond to the client challenges and create a distinctive competitive advantage. • Developed, prepared, and updated non-opportunity specific sales qualification and reference materials (including résumés, project descriptions and organization charts) in designated information management systems. • Worked with the technical team to develop and articulate win themes and key messages, and ensured they are consistently integrated into relevant sections of the proposal. • Ensured the completed proposal aligns with the client requirements and the RFP, contains the win themes, and is correctly formatted and approved by the senior management team. • Conducted proposal debriefs with clients, partners and staff as necessary, gathered and distributed lessons learned, and applied learnings to future proposals.• Communicated and collaborated with key internal stakeholders to assist with gathering proposal content. • Proofread and edited technical and non-technical documents. • Conducted quality assurance on response documents, ensuring compliance with client requirements.

Burnaby, British Columbia, Canada

Responsible for managing, developing, and delivering proposals for projects within the power, underground utility, and engineering sectors.• Reviewed public and private proposal requests ensuring suitability to company services.• Acted as the primary liaison with the client during the bid lifecycle, from initial enquiry to post-submission and award stages.• Developed timely, high-quality, and competitive proposals. • Identified response deliverables, established proposal schedules, and shared responsibilities and accountabilities.• Engaged and working closely with estimators, subject matter experts, and contracts risk manager to review technical requirements and negotiate terms and conditions.• Facilitated and coordinated proposal kick-off and review meetings.• Assisted in the development and implementations of win strategies, key messages, marketing themes, and differentiators in proposal submissions.• Conducted quality assurance on response documents to ensure compliance with client requirements.

Researched the market, created a Business Plan and defined the store concept. Responsible for administrative and financial management. Hired, trained and managed the sales team. Developed suppliers and made purchases.

SAE Towers is part of KEC International Group and the largest producer of steel lattice structures for the power sector in the Americas. Led a team of 6 professionals responsible for preparing commercial and technical proposals, prospecting new clients, and developing estimates.• Actively involved in all phases of public and private proposal requests since opportunity prospection until proposal submission, keeping detailed documentation and meeting deadlines.• Evaluated client demands and requirements through blueprints, drawings, sketches, technical specifications, and proposal requests to identify project scope and opportunities.• Made bid/no bid decisions, according to project scope and schedule, and manufacturer availability.• Worked together with subject matter experts to offer the best solution for clients.• Developed timely, high-quality, and competitive proposals. • Estimated detailed costs for steel structures fabrication and design.• Created, maintained, and updated labor rates, material pricing, and project costs databases.• Negotiated commercials proposals with clients. Performed critical analysis of contracts.• Led project kick-off meetings and handover of closed bids to the Contract Manager. Presented contract summary, scope, schedule, risk assessment, and expected results to key stakeholders.• Established relationships with existing and new clients.• Selected and trained new team members, monitored their results and completed performance assessments.

• Integrated the work of different business areas (Engineering, Procurement, Production, Quality Assurance, Logistics, Controllership and Finance) to ensure delivery of the project scope within cost, time, and quality.• Served as a single point-of-contact with the client.• Contributed to the prioritization of the projects to balance client demands with production capacity.• Controlled costs and invoices of on-going contracts. Produced and presented financial performance reports.

• Prepared technical and commercials proposals, consolidating information received from subject matter experts.• Created a database of standard models of transmission towers, which enabled the estimating team to develop estimation for small bids faster, increasing productivity in 30%.• Defined the requirements for a new software to estimate hardware and accessories to transmission lines and substations, improving the reliability of the budgeting process.

Reporting to General Manager, implemented successfully the Quality Management System, in accordance with ISO 9001:2000, in order to process standardization, results monitoring and continuous improvement of the system.• Managed corrective and preventive actions.• Planned and executed internal quality audits in order to check for conformity with the Quality Management System activities.• Performance indicators analysis along with senior management.• Responsible for the performance evaluation of employees, preparation of the annual training and its implementation.• Acting as representative of the company's senior management on matters related to Quality.• Coordinator of the ISO 9001:2000 certification process. The company was certified in October 2004 without non-compliance.

Post Graduation, Project Management

Post Graduation, Sales Engineering

Post Graduation, Cba - Marketing

Engineer, Civil Engineering