Senior Bid Manager

Full-time
Junior (less than 3 years)

Posted 

Technical Skills

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

Job Description

Senior Bid Manager

Location: North East Asia-Hong Kong

 
About us:
 
BT’s presence in the Asia Pacific region dates back to 1985, when we first established our office in Hong Kong. With its strong 'rule of law' foundations, open regulatory environment and as the key regional headquarters for many of our global customers, Hong Kong provides an ideal location for BT's Asia Pacific headquarters.
We employ over 5000 direct employees (and 25,000 indirect) whose combined knowledge and expertise helps serve over 500 customers across 20 offices within the Asia, Middle East & Africa region.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.

 

Employment TypeFull-time
Career LevelJunior (less than 3 years)
Education LevelNon-specified
LanguageEnglish