Manager - Sales (Commercial Business Operations) - B3201_1

Broad outline of the Role

The role holder is an experienced Bid Manager, able to effectively manage bids and virtual teams and create compelling customer offers in response to customer RFx documents. The role includes end to end management including; capture planning, writing, editing, bid production activities and supporting contract negotiations. While regularly interacting with the regional leadership teams.

Key Responsibilities

•Management of customer bids, create customer offers and responses to proactive and RFx proposal documents.
•Communicate internally to develop cross organizational working.
•To take ownership of the end-to-end offer management process. Lead the bid team using company agreed processes and methodologies to ensure deadlines are met, approvals obtained, and the bid teams are motivated and focused.
•Responsible for bid capture planning, overall bid progress, and the efficient use of company resources. Initiate corrective action where necessary by forward planning and forecasting, to ensure optimum utilization of company resources and promote customer satisfaction and on time bid submission.
•Facilitate the qualification of bids at the appropriate process stages using standard tools and techniques. Record the qualification outcomes and escalate when required to drive effective bid qualification.
•Produce and maintain all bid records in accordance with company processes to ensure the bid is auditable.
•Own and maintain the bid risk register and the development of the mitigation strategies required. Flag any issues or risks to the appropriate resources within the business.
•Store all documentation in appropriate systems maintaining all necessary security compliance.
•Maintain up to date knowledge of products and services, competitive landscape, and management trends within the telecommunications industry.
•Facilitate contract negotiations with legal, sales, commercial manager and the customer, as needed.
•Responsible for the handover of the bid to the delivery organisation. Produce post bid review and handover documentation to ensure completeness of the process and knowledge sharing.
•Act as bid issue escalation point and responsible for resolution management.
•Work with minimum supervision, seeking assistance when appropriate.
•Prepare and review customized reports that go to senior management and other stakeholders periodically.

Technical Competencies

•Management of specific regional and/or country bid management activities and resources.
• Qualification of bid opportunities, working with sales teams to assist in bid / no bid decisions, bid strategies and partnering decisions.
• Management of customer bids. Owns and manages the bid plan throughout the bid cycle, leads the bid team.
• Facilitates effective bid qualification and is responsible for obtaining all necessary authorization for the successful completion of the bid.
• Manage the production of customer proposals, ensuring a win strategy is developed and executed to produce proposals which are completed on time and contain a compelling proposition to the customer, presentation of our solution and the value it brings to our customers.
• Manages the utilization of the available resources to fulfil the demands generated by our customers and bid submissions.
• MS PowerPoint, MS Excel, SalesForce.com, Content Library.
• Project/Program management - The ability to apply project management disciplines to achieve successful delivery within agreed parameters of cost, timescale, and quality. Includes effective change, risk and issue management.
• Develop a quality check list and performance tracking for quality of proposals and documentation.
• Maintain an average Feedback score of 4 out of 5 for all proposals.
• APMP accreditation preferred.

Minimum qualification & experience

• Preferred experience: 6-10 years
• Preferred education – Bachelors in STEM field with a post graduate degree in management from a reputed institute.

Purpose - Broad objective of the role

Size and Scope of Role - No. of direct reports

Size and Scope of Role - Total team size

Other knowledge/skills

Knowledge / Skills