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About the Role
Lead major industrial refrigeration bids from client conversation and concept design through to a fully compliant, well-priced tender. This technical sales role involves interpreting client briefs, shaping solutions, and presenting submissions that win work at a profitable margin.
Responsibilities
- Build and qualify the pipeline, developing senior relationships with end users, consultants, main contractors, and framework holders.
- Position the company early in clients’ capital planning and apply a rigorous bid/no-bid assessment.
- Interrogate specifications, survey sites, and develop concept schemes with the Industrial Design Manager.
- Challenge over-specification and under-specification, and make the whole-life cost, energy, and carbon case.
- Run the bid programme, build a traceable cost model, secure supplier pricing, and write precise scopes, exclusions, and clarifications.
- Present and defend the tender at client review and adjudication stages.
- Ensure all offers price in relevant compliance standards and regulations.
- Coordinate design, estimating, procurement, delivery, finance, and legal teams to a single programme.
- Escalate issues early when deadlines are threatened.
- Direct, coach, and develop a Bid / Estimating Support colleague.
- Provide a full handover to the Contracts / Project Management team upon award.
- Remain accountable for the accuracy of sold items.
Requirements
- Substantial experience in UK industrial refrigeration, with previous employment in the UK industrial refrigeration contractor market.
- Proven record of leading bids and winning orders in the £500k–£6m range.
- Experience meeting an annual order intake target of comparable scale.
- Experience leading the sales phase from concept design through to tender submission and award.
- Experience handing awarded projects over to delivery.
- Experience working within formal design review gates, internal contract review, and levels of authority.
- Commercial negotiation experience at senior client level, covering price, scope, programme, and terms.
- Strong working knowledge of BS EN 378 and the Pressure Equipment (Safety) Regulations.
- Understanding of Pressure Systems Safety Regulations, CDM 2015, DSEAR, and GB F-Gas.
- Ammonia plant knowledge, including two-stage systems and pumped circulation.
- Ability to develop concept designs, perform or direct heat load and duty calculations, and read/develop P&IDs, schematics, and layouts.
- Knowledge of food manufacturing, cold storage, and logistics operations.
- Ability to build and defend a detailed cost model, write protective scopes and exclusions, and understand contract risk.
- Experience managing or directing at least one direct report or dedicated bid resource.
- Strong written and presentation skills.
- Competence in Word, Excel, PowerPoint, Outlook, and CRM/estimating systems.
- HNC/HND in Refrigeration, Building Services, or Mechanical Engineering (or equivalent demonstrable competence).
- Level 3 Maths and English.
- Full UK driving licence.
- Willingness to travel nationally, including overnight stays.
- Experience developing new accounts in growth sectors (desirable).
- Experience of framework, two-stage, or negotiated procurement (desirable).
- Experience bidding to main contractors as well as end users (desirable).
- Experience of refrigerant transition, decarbonisation, or major energy-reduction schemes (desirable).
- Knowledge of CO₂ transcritical/subcritical and ammonia/CO₂ cascade systems, low-charge ammonia, controls, and heat recovery (desirable).
- Exposure to HAZOP/HAZID studies (desirable).
- Degree in Mechanical or Building Services Engineering (desirable).
- Institute of Refrigeration membership (desirable).
- EN 378, pressure equipment, or ammonia safety training (desirable).
- IOSH Managing Safely (desirable).
- F-Gas Category 1 (desirable).
- Formal leadership/bid management training (desirable).
- Highly organised with the ability to manage multiple bids simultaneously.
- Low tolerance for undefined scope or unstated assumptions.
- Ability to influence colleagues without direct line management.
- Effective communication with client engineers and procurement directors.
- Ability to escalate problems early.
- Composure under deadline pressure.
Skills
- Technical Sales
- Bid Management
- Concept Design
- Tender Submission
- Cost Modelling
- Supplier Pricing
- Scope Definition
- Exclusion Definition
- Clarification Writing
- Client Presentation
- Client Defence
- Compliance Management
- Project Coordination
- Team Leadership
- Mentoring
- Commercial Negotiation
- P&ID Reading
- Schematic Reading
- Layout Reading
- Heat Load Calculation
- Duty Calculation
- Cost Model Defence
- Contract Risk Understanding
- Written Communication
- Presentation Skills
- Microsoft Word
- Microsoft Excel
- Microsoft PowerPoint
- Microsoft Outlook
- CRM Systems
- Estimating Systems
Location
- London
Work Type
- Full-time
Experience Level
- Senior
Education Level
- HNC/HND in Refrigeration, Building Services or Mechanical Engineering
- Level 3 Maths and English
- Degree in Mechanical or Building Services Engineering (desirable)
About the Company
- Integral Cooling Technologies is a company specializing in industrial refrigeration solutions.