Bid Manager - DGM

Job Summary

The Bid Manager leads the development of quality communications proposals for opportunities qualified as either too large or complex a project to be managed by the account manager.

(S)he works in close tandem with the designated Project Owner (Account Manager, or Product Sales Specialist), who is accountable for all aspects of the deal, in particular for the deal shaping, definition of a winning bid strategy and win themes.

The Bid Manager is responsible for leading the development and execution of the response; driving the team through the applicable bid process with associated gates and rules of governance; coordinating inputs from the bid team members, as well as risks and mitigation actions; ensuring Airtel Business: 1) matches customer requirements, format and timescales 2) is in line with the bid strategy and win themes, 3) is consistent in writing style / format throughout and of appropriate quality.

Key responsibilities & decision areas :

• In collaboration with Sales and other Bid Response Team Members responsible for opportunity attributes:
• ■ identification of customer drivers and unique selling points
• ■ ensure feasibility and validity of bid opportunity
• ■ oversee preparation of business case outline, bid budget, estimate of skills and resourcing required for win strategy where assigned prior to Go/No Go review
• ■ identification of potential competitors, assess and conduct SWOT analysis
• All documentation associated with bid development is completed within established timeframes and filed in accordance with Airtel Business established policies.

Lead bid response preparation:

• ■ identify necessary resources for response; engage and gain commitment (content, format, timescale), publish bid response plan
• ■ supported by a go decision, organize and quickly assemble critical players for war room response team, prepare timetable; reinsure roles and responsibilities are clarified
• ■ provide customer focused leadership to response team; maintain motivation and commitment to win within bid lifecycle
• ■ in collaboration with Commercial, ensure statutory, regulatory and legal inputs are sourced and approved.
• Consistent delivery of quality proposals to new and existing customers ensuring customer satisfaction ratings are met or exceeded

Execute bid response:

• ■ maintain and monitor bid response plan; identify variance, highlight risk and recommend contingencies
• ■ arrange client clarification meetings, qualify participants; ensure meeting preparation, de-briefs and bid re-assessment
• ■ build win strategy based on Solution Architect or Solution Specialist or Product Sales Specialist advice and input
• ■ project manage all input; ensure regular and timely communication of all sales messages within the team and contributors
• ■ as necessary seek rapid escalation and resolution if bid is at risk
• ■ ensure bid reflects agreed win strategy and value proposition
• Growth of reusable documentation in the Bid Management Repository in support of proposal development quality improvements and efficiency gains

disband response team:

• ■ close off bid after customer decision
• ■ ensure post-bid evaluation completed with internal / client review
• ■ document and share lessons learned
• ■ ensure handover and sign off of all related documentation
• Improvement in win rates of the top 100 accounts
• Maintain a thorough understanding of internal tools, systems and processes required to develop quality / approved technical proposals to customers·
• Completion of proposal within established bid budget
• Contribute to the growth of ICAP by ensuring quality documentation is uploaded to the Bid Management Repository

Experience

• 5- 7 years experience in technical business unit of a professional services organization (infrastructure or international consulting firm; solid understanding of network / network services, and network wrap around services)
• Experience in sales / project management / solution selling
• Experience dealing with systems and solution / system integration
• Telecom experience is must

Why Join Airtel Business/Enterprise division

• Becoming a Bid Manager provides you with the opportunity to liaison and influence both current and future bid support teams. You work within a group of skilled individuals managing the challenges of time, cost and quality. You support the client by ensuring that the best and brightest technical talent brought together to develop a customized communications solution delivers all the necessary detail to enable the development of a quality proposal. Using best in class process and tools in combination with skilled technical support staff, you lead the effort to ensure that all necessary components of a solution are created, validated, priced and delivered for inclusion in a quality proposal document.
• As a Bid Manager you are an integral part of a team of individuals in support of innovative solutions for Airtel Business. You perform the task of ensuring that a technical solution necessary to solve a business problem is sufficiently and properly documented to maximize the probability of a win. As with other positions in Sales Operations, this position provides an individual with the ability to grow their skills through access to an extensive repository of information, many changing and challenging opportunities, training and career path opportunities. It enables you to contribute to a skilled community and realize the significance of your contribution when a proposal becomes a win.
• A Bid Manager has the opportunity for career development in either a technical or managerial track. Bid Managers can work to higher levels within their own job function; move into Project Management, Consulting, Sales or Technical Management. There are a numerous career opportunity and they can be found within the multitude of Airtel Business Units.