BT Group

Senior Bid Manager

BT Group
Full Time
Admiralty
Non-specified
Junior (less than 3 years)
Non-specified
English

Job Description

Senior Bid Manager

Location: North East Asia-Hong Kong

Purpose Of Role:

The role holder qualifies and manages bids of a complex and/or high-risk nature (typically outsourcing, solutions and multi-vendor designs) from initial qualification to successful acceptance by the customer.

Key Responsibilities:

  • To take responsibility for specific bids, acting as pursuit manager in bid delivery.
  • To form and effectively lead the virtual bid team, driving bid activity including the actions from bid meetings and the minutes from BT’s win business reviews
  • To act as the single point of contact and communication for a bid.
  • To fully co-ordinate sales strategy, technical design, project management and commercial inputs leading to obtaining authorisation in line with current corporate governance.
  • Expertly use a number of the bid management methods and tools and best practices for Qualification, Planning, Pursuit and Solution story boards,Pricing,Win themes,Document Production & risk management, in support of complex bids.
  • Adhere to the Win Business process and Corporate Governance including completion of Audit trails and documentation held on SharePoint.
  • To have excellent writing skills and to use a structured proposal methodology (e.g. Shipley) on all bids.
  • To evangelise the benefits of Structured Proposal writing to the virtual teams and leading them with a unified approach to proposal creation (e.g 4 Box Model, Win Themes, Customer Hot Buttons).
  • To challenge qualification in a structured manner, identifying any areas of weakness and leading the team to obtain consensus to “no bid” or insisting upon an action plan to address issues/concerns.
  • To apply commercial knowledge understand cost and price drivers in managed service solutions as well as effectively manage bid budgets.  
  • To identify, collate and manage risks identified throughout the Bid process from all functional areas and take part in the production of effective mitigation strategies.
  • To be able to articulate a basic 360o Market/City/political arena synopsis, including the customer’s business environment and their competition. To be able to formulate bid strategy using this information.
  • Challenge virtual team’s commercial proposition and strategy and if appropriate; develop a customer alternative otherwise escalate appropriately to the leadership team, or bid hierarchy, key issues with bid solution and strategy for resolution.
  • Develop customer relationships and seek opportunities to grow BT’s business.
  • Develop and manage the interface with suppliers both internal and external for the purpose of producing winning bids.
  • Support negotiations at senior levels, within major customer and supplier environments where relevant. 
  • Attend customer meetings providing support to the sales team where appropriate.
  • Present at senior and customer meetings.
  • Understand and articulate to the leadership team the bid solution and strategy and how it meets the business and operational needs of the customer
  • Articulate the commercial proposition and the deal card during customer and internal meetings where appropriate
  • Develop customer relationships where required and represent BT at industry events where relevant.
  • Drive improvements in the commercial and bid function through deal knowledge shares and in using continuous improvement methodology

Qualifications

Qualifications:

Educated to degree level, relevant job experience.

Skills/Experience:

  • Proven track record at a senior level, able to influence at a senior level.
  • Appreciation of the relevant technical or commercial background issues, able to understand technical solutions and to question the proposed design.
  • Strong interpersonal skills with a capacity to develop and mentor Bid Managers.
  • Methodology skills deploying project management principles, and an ability to handle multiple projects simultaneously.

#LI#PS


Technical Skills

  • Audit
  • BASIC
  • Budgets
  • Costing
  • Project Management
  • Proposal Writing
  • Risk Management
  • Sales