Bid Manager / Project Manager in London, London / Derby / Birmingham, United Kingdom
Bid Manager
UK
The Bid Manager is a key role in the Business Development & Tendering Department of Our clients’s UK & Ireland Signalling Systems & Infrastructure (SS&I) business unit. The SS&I business unit is a market leader in the UK and Irish markets and with Governments’ continued commitment to rail signaling, systems & infrastructure investment this is a robust market with strong long-term growth prospects.
pOSITION OVERVIEW
This job description has been developed to support a restructuring of the Business Development & Tendering Department to reflect the changing demands of bid management within an increasingly competitive market place and the evolution into a transnational matrix organization. To continue to be successful within this context and return the UK SS&I business to growth increasingly requires high quality, differentiated and competitive tenders that better leverage Our clients’s global capabilities.
The role of Bid Manager is critical to the success of the SS&I business and a step change improvement in tendering outcomes and an improved return on tendering investment.
The Bid Manager is responsible for:
- Managing the cost of tenders to budget
- Developing solutions that meet customer requirements at a winning price point
- Ensuring Our clients margin commitments are realized
- Delivering high quality deliverable tender submissions
- Ensuring the implementation of opportunity capture plans and win strategies in tenders
The role reports to the Head of Tendering and is responsible for the management of all aspects of the preparation of tender submissions and associated governance in line with Our clients’s Global & Local Business Unit processes and procedures.
The Bid Manager will manage all aspects of tendering and work closely with resource owners, work package managers, support functions, participating Our clients units, Our clients platforms & Metiers to deliver compelling, deliverable, competitive and differentiated tender submissions.
The Bid Manager is a senior role and is a key actor in delivery of SS&I orders, sales and margin results.
RESPONSIBILITIES
The Bid Manager is responsible for delivering winning proposals, with a defined scope, accurate QCD commitment in a timely manner and within the defined tender budget. The Bid Manager shall:
- Manage any bid, PQQ or strategy development related activity as requested by the Head of Tenders in relation to the full range of opportunities that Our clients SS&I seeks to pursue
- Understand Customer needs, project scope and articulate how SS&I can satisfy the requirement.
- Work with the Regional Delivery Directors, Delivery teams, Key account managers, Business Development & Strategy team, resource owners, work package managers, support functions, Our clients participating units, Our clients Platforms and Metiers to translate opportunity capture plans and win strategies into compelling winning tender submissions.
- Identify, secure and manage the bid team and ensure a fully integrated response across all disciplines.
- In conjunction with the tender leader maintain the capture plan during the tender process to ensure win strategy evolves over time.
- Develop a clear bid schedule and project manage the production of winning tenders ensuring the timely development of all submission documents, and ensuring compliance with Our clients governance requirements and timely completion of all relevant tender process stage-gates in line with Local and global operating procedures.
- Prepare the tender budget for approval with necessary phasing and breakdown
- Ensure tender spend in line or under agreed tender budget.
- Continually maintain in a timely manner and ensure the accuracy of all tender data contained within the commercial data system (Wall-C).
- Be responsible for ensuring the quality of all tender submission documents and presentations, this may include but not limited to:
- Full technical and methodology related documentation
- Definition of the delivery structure
- Fully resource loaded programme
- Technical and commercial clause by clause commentaries
- Bill of Quantities and Pricing schedules
- Implementing any ongoing improvement initiatives for example storyboarding/writing plans
- Ensure clear definition of the offered solution through:
- Detailed requirements capture
- Gap analysis and agreement with platform and tender leader on how gaps shall be addressed
- Commercial and technical solution compliance with customer requirements and alignment with Our clients product strategies
- Management of any non-compliances or contract derogations
- Development of a comprehensive assumptions register
- In conjunction with the tender leader prepare and present WNG analysis.
- Prepare and chair the Tender Launch Workshop.
- Organise and ensure completion of appropriate tender design reviews with the functional departments, platforms, Bid Technical Managers and Our clients Métiers to develop technical tender strategy including the engineering solutions and staging plans
- In conjunction with the platforms and tender allocated cost/estimating manager ensure the completion of a Price to Win and/or market pricing exercise (as appropriate).
- Manage the QCD process to ensure:
- Identification, analysis and evaluation of QCD gaps
- Appropriate levels of challenge
- Early analysis of the make or buy, on-shore/off-shore decisions involving all required internal stakeholders in the decision process and ensuring clear sourcing strategy with supply chain
- Allocation and co-ordination of work packages
- Alignment of the tendered solution with capture plans and the agreed win strategy
- Price to win and/or market pricing analysis alignment
- Compliance with Our clients process and governance
- Coverage and commitment from all work package owners
- Timely Tender Design Reviews carried out in accordance with Our clients process
- Completion of the QCD review and ensure the commitments and any agreed R&D funding is captured and documented
- Ensure appropriate risks & opportunities reviews
- Organize risks reviews and ensure the elaboration of mitigation plan,
- Prepare and maintain updated risk register and ambition register,
- Prepare compliance matrix.
- Keep records of the documentation, store and file in line with the agreed departmental file structure on the appropriate access controlled part of the Our clients network.
- Ensure traceability of the evolution of the bid over the preparation and negotiation phases (log of all evolutions, internal documents and mails)
- Ensure independent reviews of tender submission documentation to ensure win themes, key differentiators, ghosting strategies and alignment with the customer evaluation structure have been effectively implemented in tender submission.
- Ensure timely completion of Tender Review Meeting in line with Our clients process
- Act as the key point of contact with the client during the tender preparation and contract negotiations and ensure:
- The Verification of changes versus the offered and approved reference gaining the necessary approvals as appropriate
- QCD data is maintained and any revised QCD commitments are gained from effected parties
- All Customer questions have been answered as fully as possible to provide Our clients the best possible chance of success
- Traceability of the evolution of the offer (log of all evolutions, internal documents and mails,
- Final review of the contract documents before contract signature.
- Ensure the timely completion of a Return on Experience/Lessons learned including a thorough Win-Loss Analysis and support the continuous improvement of the Business Development and Tendering Department
- Comply with and undertake all relevant Environment, Health & Safety measures and activities as required
postholder requirements
Educational Requirements
- Bachelor's degree or higher in Engineering or Business related discipline from an accredited university or college
Essential Knowledge / Experience
- Minimum of 5 years’ bid management experience in large scale, technically complex tenders
- Project Management
- Financial processes
- Bid writing
- Track record in developing winning tenders
- Excellent numerical and oral / written communication skills
- Proficient user of Word, Excel & PowerPoint
- Comfortable delivering presentations to business leaders & customers
- Knowledge of CRM software packages i.e. salesforce.com (wall-C)
- Working knowledge & understanding of commercial contracts used in signaling, systems & infrastructure projects
Desired Knowledge / Experience
- Our clients product knowledge across Signalling, Systems and Infrastructure
- Leading and managing a team in a matrix structure
- Public sector procurement
- Working with International teams
Behavioural Skills / Competencies
- Organised
- Action oriented
- Delivery and results focused
- Commercial awareness
- High levels of integrity
- Energetic drive for success
- Self-motivated
- Strong interpersonal, communications and leadership skills
- Collaborative
- Ability to work in a multi-disciplined environment.
- Ability to provide information to a high degree of accuracy within short timescales.
Good Proble
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