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Bid Manager- Middle East & Africa

Job Summary


The Bid Manager (BM) leads the process which creates a client submission or bid or a proposal intended to form the basis of substantive negotiation and agreement. The Bid Manager will assemble and lead a virtual bid team to include the relevant product, service pre-sales, sales and other business functions to define, create and deliver winning bids. The Bid Manager is responsible for developing and implementing bid procedures and processes which are fit for purpose for the business’s needs. This is a highly networked role that requires an ability to work under pressure and to challenging deadlines. It will require strong people management and influencing skills in a dynamic sales environment.

Responsibilities


  • Pre-Bid Phase:
  • The Bid manager will review requirements with stakeholders from Presales, Sales, consulting and Domain expertise according to a defined process set by the Bid manager and collect initial feedback.
  • The bid manager will thereafter reconcile risks, opportunities and resource constraints to communicate a bid / no bid decision.
  • The Bid Manager works with business stakeholders from Sales, Presales and Consulting to define and get buy-in on a bid win strategy.
  • Bid Preparation Phase:
  • The Bid manager will define and communicate win themes based on the agreed upon bid rationale and win strategy to all stakeholders
  • The Bid manager will prepare a customer requirement and ownership responsibility matrix to distribute sections of the bid to the corresponding stakeholders and track progress milestones.
  • The Bid Manager will review submissions made against this matrix to ensure project phasing, implementation approach pricing, contracting, and terms are coherent with the defined win strategy and themes.
  • The Bid manager will be the single point of contact between SAS and partners if the bid requires external communication.
  • The Bid manager will consolidate internal submissions, review overall bid for coherency, formatting consistency and generate the draft submission for legal and pricing review.
  • The Bid manager will govern overall bid process from ensuring necessary approvals are taken for special terms and conditions, and pricing discounts in alignment with authority ladders. The Bid manager will maintain a database of special conditions and approvals for every bid.
  • The Bid Manager will share many of the objectives of the Account Manager (AM) and Sales Management. The Bid Manager will succeed by instilling rigor in key bid decisions, ensuring Bids are aligned to SAS’ business objectives and best practices are applied to key bids with the result that win rates will rise, costs of sale will reduce, sales cycles will shorten and implementation risks be managed.
  • The AM will retain full responsibility for the client relationship. The BM is custodian of the approved bid rationale and business-approved commercial parameters for the opportunity. Together with the technical lead, the AM and BM constitute the opportunity management team, through which all bid-related matters pass.

Requirements


  • Education: Business degree educated or equivalent experience.
  • 4-6+ years of experience in IT Services OR Product industry Years of Experience
  • Skills: Excellent interpersonal & communication skills
  • Ability to understand, support and where necessary reconcile strategic business and tactical sales objectives.
  • Strong in MSOffice
  • Proven capability in delivering winning, multi-million dollar product or complex services opportunities. Ideally a background in solutions and services and experience of bid management from opportunity identification through to project delivery, including opportunity qualification, win strategies, commercial discussions and solution delivery.
  • Must be comfortable working with senior management. Will be conversant with the competitive marketplace and the analytics value proposition. Sound commercial understanding, P&L, and risk management skills. . Solid understanding and management of internal governance procedures.