Perfil del Candidato:
In order to drive the growth agenda in the Infrastructure Services business unit, Capgemini is seeking to recruit Senior Bid Manager to help our Sales Leads sell the value and benefits of our offerings to existing and prospective clients at Board or Senior Management levels. The Senior Bid Manager will play a key role within the Global Business Development team (Presales), in managing and developing winning bids. They will be responsible for owning the end-to-end management for a bid working under the guidance of our Bid Directors & Sales Execs. This role is responsible for leading the overall bid through initial conception to negotiation and contract signature under the leadership of the Sales Lead.
This is a customer facing role, working with and/or deputizing for the Sales Lead in managing the relationship with the customer, managing the bid team deliverable, constantly addressing the effectiveness of the win strategy, maintaining an on-going opportunity qualification and a coherent proposition with the main focus on successful deal closure.
The Bid Manager plans and directs the process for our major bids and is responsible for the quality and consistency of all proposals, presentations and client facing material as well as managing the internal governance processes where applicable. Identifies areas of development and improves the Bid Management service provided to the Sales, Opportunity and Account community.
Analyses bids/proposals at all stages, ensuring that the overall solution optimizes the client´s chance of success. Aligned with the overall strategy set up for the bid director, collaborating as well in the approval process in co-operation with practices & service line colleagues for qualification meetings, presentations and proposal presentations. Accountable for the overall quality of response to the client.
Datos del Puesto:
Key Skills Required: • Extensive experience of Bid Management experience across multiple industries, preferably in the private sector • Proven track record of successful bids. • Strong business acumen and commercial awareness. • Good understanding of the competitor landscape. • Good understanding and the ability to lead on contractual and legal issues. • Good understanding of ARD regulations. • Ability to lead and motivate bid teams with authority and respect. • Excellent communication skills. • Track record of managing a large team across a matrixed organisation, including off-shore teams. Specific Responsibilities will Include: • Direct and formalize bid process, including budget, resourcing and administration. • Leverage value drivers fitting with client and opportunity situation, develop value messaging and positioning based on joint value creation and develop a proposition plan mapping value drivers/targeted units/phasing/resources (including use of partners). • Evaluate risks and direct risk management. • Ensure overall consistency of the bid strategy and anticipate critical success factors. • Select the right profiles for the bid team (Solution Executive/Solution Architect, Risk Manager, Commercial Manager, Industry Specialist, Sales Operations). • Address complex issues involving interactions up to client executive and internal executive level. • Manage the escalation process with large bids, including communication with Sales Operations and Sales Management team. • Master project management, meetings and negotiations techniques. • Drive the quality of the proposition both written and presented at orals. • Deal Discovery activities in collaboration with sales team. • Global portfolio adapt to the Spanish market. Key Performance Indicators: • Compliantly meeting client deliverables. • Managing assigned bids to budget. • Directing onshore and offshore resources. • Meeting annual sales target. • Book to bill • Bid Winning Rate