Role purpose:

To manage bids from qualification to submission or contracting, to provide process governance and support for the account team in bid preparation. To shape the deal strategy in order to maximize chances of winning the business. To ensure that bid and pre-sales commercial activities are managed in a timely manner, meeting the company's objectives and mitigating potential risks. To ensure that proposals satisfy both the customer's and the company's requirements and prepare the bid proposal for approval.

Key accountabilities and decision ownership:

• Is responsible for global (multi-country) and high complexity bids/ RFPs with bespoke elements, where limited or no standard content is available. Manages these bid projects/ RFP responses from qualification to submission or contracting, where limited bespoke solution and complete bespoke proposal content are required.
• Ensures that the appropriate stakeholders are involved.
• Facilitates efficient communication of bid strategy and the Vodafone propositions on meetings with customers upon request. Builds the bid presentation and coaches the team if required.
• Leads sign-on/ bid qualification meetings involving all functions. Makes sound decisions based on inputs received.
• Reviews and presents the commercial propositions of a proposal.
• Based on a high level understanding of technically bespoke solutions, assesses implications of changes compared to standard offerings.
• Manages opportunity qualification & approval.
• Manages complex opportunities, customer relations and risks associated with bidding/ no-bidding.
• Assesses risks related to the bid, all over its lifecycle. Proposes mitigation.
• Based on an understanding of various contracting possibilities and main legal/ commercial terms and conditions, proposes right alternative for the given opportunity.
• Identifies new content that may be re- usable.
 

Core competencies, knowledge and experience:

• experience in bids & proposals – in purchasing and in sales
• experience in customer facing negotiations (desired)
• strategic project management knowledge
• commercial and sales experience, commercial acumen
• facilitation skills
• fluent English
• excellent relationship builder
• accuracy, attention to detail
• analytical and decision-making skills

Must have technical / professional qualifications:

• membership of the Association of Proposal Management Professionals (APMP)
Budget owned:
through increasing the revenue

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