VODAFONE: Bid Manager (m/f) in Düsseldorf (Job ID: 9296)

[admin]

To work with Account Team to develop the win strategy and lead bids of a high value, high complexity and high risk. Manage and brief senior management, coach less experience members of the team and support the Regional Team Leaders in their role.

Key Accountabilities
•Maintain and update Bid information in SFDC
•Lead, review and agree Opportunity / Bid Strategy using WCS Roadmap and identify core bid team
•Lead, build and maintain the Bid Control Plan including build information requirements and assign responsibility
•Lead, review and agree Commercial strategy, high level solution and service strategy
•Responsible for building the response document and ensure it is completed and dispatched to the customer
•Acts as bid issue escalation point and are responsible for resolution management.
•Own, maintain and completed governance pack
•Lead, own and produce Briefing Pack for Senior Management
•Work, coordinate and deliver with the GAM the customer presentation
•Complete handover pack for deliver phase
•Lead lessons learnt review
•Negotiate the contract
•Coaching others within the Bid Team
•Supports Team Leader in identifying and implementing business improvements
•Provide written document / brief Senior Management to support proposed solutions

Key Activities / Decision Areas
•Ensure SFDC is updated as required so that reporting, KPIs etc. can be delivered through our online system
•Through the WCS roadmap, define bid strategy with account team to deliver the Win Strategy and identify the key stakeholders and contributors
•Include SWOT analysis, Bid Schedule, Workstreams, Actions Owners, Risks and Governance sign off
•Define, agree and document with the key stakeholders and review as required to ensure the strategy is delivered against what has been agreed and documented
•Inline with Bid Schedule, ensure that the customer deadline is met and printed documentation is scheduled with the Printer and Courier
•Mediate and resolve any issue and escalations obstructing the deliver of the bid
•Ensure governance gates are completed and appropriate sign-off is obtained. Highlight all risks associated with the bid and the mitigation to ensure Senior Management have the all the facts to make an informed decision
•Capture key information and deliver in agreed format to Bid Leader
•Identify the key elements of the bid and USPs of Vodafone Global Enterprise, in line with our bid response, to deliver a compelling customer presentation.
•Deliver agreed information and documents to the deliver team, to ensure seamless handover to execution. This is to include the Proposal, Cost and Budgets, RAID, WCS Roadmap, High Level Design and Draft Contract, if applicable.
•When requested, own and drive the Lesson Learnt process, including the leading internal Q&A and review customer feedback
•Where appropriate and with full agreement with the Account Manager, lead or support customer negotiation contract up to point of win.
•Spending dedicated time with the Proposal Managers to coach and support their development
•Continually looking and assisting in the development of the Bid function to ensure that it’s is aligned to Vodafone Global Enterprises overall goals and requirements of our Customers, both internal and external
•Quantify risks and mitigations, enabling Senior Management to have all the facts to make an informed decision.

Role Dimension
•Present key issues to senior management, along with proposed solutions, always understanding the desired outcome or decision
•Manage multiple complex bids
•Recognise and understanding risk and be able to articulate the risks to senior management
•Deliver proposal of an appropriate quality to the customer, on time
•Will typically lead approximately 10-15 fully managed proposals per year
•Typically proposal value >€10m
•Metrics: to improve win rates
•Deputise on occasion for the Regional Team leader

Typical Outputs
People Interfaces
•Account Manager
•Commercial Manager
•Pricing Manager
•Proposal Writer
•Knowledge Manager
•Content Manager
•Knowledge Experts contributing to the proposal effort including Proposition Development, Legal, Service and OpCo staff
•Senior Management (Executive Sponsor, Governance/Review board, escalation of major issues)
•Representatives of A&Ps

Technical/Professional Expertise
•Extensive experience in sales, bids & proposals – in purchasing and/or sales - of which at least three must have been spent on the vendor side of the table.
•Track record of delivering successful bids in English
•Experience of delivering bids that address complex requirements – some mobile telecoms market understanding ideal (but not essential from Day One)
•Clear understanding of strategic proposal management processes, including pre-proposal planning, strategy development and storyboarding – as well as overall proposal project management
•Facilitation skills – able to build & motivate proposal teams, generate creativity, act as an effective “devil’s advocate”. Understand and use a range of effective facilitation techniques.
•Strong strategic thinking (to develop proposal strategies, with the account team)
•Able to establish credibility and rapport with sales & business staff and to form teams across organisational boundaries. Able to operate effectively up to senior executive level when required.
•Strong project management skill-set, able to manage teams and projects under tight time pressure
•Good purchasing awareness (able to analyse the RFP to identify the customer’s drivers)
•Strong commercial skills – commercial acumen with the ability to understand and articulate the customer buying / selection criteria
•Negotiation skills
•Strategic and creative thinking (to develop proposal strategies, with the account team)
•Experience of working in an intensive, deadline-driven role
•Able to work effectively on multiple, concurrent projects
•Membership of the Association of Proposal Management Professionals (APMP) desirable
•C level experience

career.de@vodafone.com
tel 0 800 / 172 22 73 37