Bid Manager

Job Description

The Customer Experience (CX) organization will provide a common interface to customers including account and relationship management, acting as the voice of the customer internally and creating demand across our business groups. The CX organization structure ensures that our customers benefit from dedicated management attention and from our teams deep understanding of local markets. CX is also responsible for ensuring strong alignment between our customer-facing sales and delivery teams in each account.Main Responsibility Area: Responsible for providing End to End Bid Management service to facilitate the production of quality proposal documents prepared in response to typically complex, high value, high risk formal RFP/RFQ/RFIs, budgetary offers. Takes ownership and supports different phases of the Sales Cycle under his/her responsibility from Opportunity Qualification G3 (Bid/No Bid) to Offer Approval (G4), Contract Approval (G5) and upto the Contract Transfer (G6). He/She leads the bid team, coordinating all bid activity supported by applicable processes.Supporting LoA approval for all levels by coordinating LOA material collection and organizing offer reviews.Main deliverables:
• Consolidated Offer Documents
• Bid Directives (bid plan & work split)
• Offer scope update in singleCRM
• Owns and drives LOA input material for full LOA & LOA Light
Tasks & Responsibilities:
• Responsible for all bid project management and coordination activities (G3 to G6) to ensure offer readiness on time, in line with the Nokia Sales Process and at the right quality level, ensuring NDA conditions are followed.
• Assembly of the Bid/Offer Team with clear assignment of responsibilities and due dates (work split & bid plan) & act as main interface to Pre-sales teams located in the BGs
• Works hand in hand with Customer Solution Architect (CSA), Segment , Product /Services Sales, Regional Business Centers (RBCs), Offer Control teams, Global Sales Support (GSS) Central team and the extended bid team including Legal and Compliance (L&C), Structured Finance, Tax, Delivery teams etc. for complete bid preparation cycle.
• Prepare and share all bid documents & templates in line with Customer requirements
• Contribute to development and communication of the bid strategy to bid team, driving relevant key meetings such as kick-off meetings, offer strategy and solution sign-off meetings
• Helps identify and mitigate the Technical and commercial risks associated with offers.
• Accountable for entire Sales cycle process for the bids delivered under his/her domain of responsibility including Limits of Authority (LOA) document support and completion.
• After the bid submission, supports the Customer Team (CT) in offer defence, bid clarifications or negotiations with the customer (as and when requested).
• Use relevant tools during the bid preparation and approval cycle including CRM systems to ensure proper tracking of the offers.
• Ensures that all offers submitted and associated internal documents are properly archived following the Nokia standard guidelines for archiving. While these archives remain accessible to users who have been authorized access to such information.
• Ensures that all offers submitted are in line with updated Nokia LOA policy.
• Works hand in hand with different Business Groups (BGs), Regional Business Centres (RBC) to secure the required resources for related Presales activities.
• Plays a key role in ensuring consistency of technical and commercial strategy in line with Nokia solution strategy and guidelines.
• Supports other Bid Management teams within APJ for required bid management support in case of over-load.
• Prepares weekly/monthly reports related to the BM activities within his/her domain of responsibility.
• Ensures that all offer related data is updated regularly in Single CRM (sCRM), CSP and other GSS tools for offers managed by him/her.
• Support in coordination during negotiation (documented preparation and debriefing after each negotiation meeting) & G5 gate approval to ensure handover to Delivery (using the PTA as a checklist).
• Coordinate the Win/Loss analysis and sharing of Lessons Learned, after bid project conclusion
Key Interfaces;
• Enterprise Account Managers
• Enterprise Solution Managers
• GSS Enterprise Market Team Bid Managers
• Enterprise MU Leads & Enterprise Segment Leads
• BG Offer Controllers
• BG Pricing Managers
• Legal & Compliance Managers
• Regional Heads Market for Enterprise
Key Skills/Competencies required
• Minimum of 10 years of experience in Presales domain with a thorough understanding and experience of customer engagement typically within the offer development and negotiations cycle.
• Carries strong business acumen
• Proven ability to lead direct or virtual teams in a competitive sales environment
• Excellent communication skills (verbal and written)
• Full command on English language (spoken and written)
Technical Knowledge
• Understands key market evolution from end-user perspective, customer positioning, revenues and cost models
• Demonstrates a consistent understanding of how the organization generates profit and manages costs
• Has a global understanding of the Enterprise industry (practices, concepts, competition and regulatory environment)
• Has awareness of the key technologies used in the industry as well as of the Nokia Portfolio offering (products, solutions and services).
• He/She relies on the knowledge of various domain experts (e.g. solution architects, tendering managers, subject matter experts etc.)
Bid Management Skills
• Has a good understanding of BM job tools needed for documenting his/her activities (i.e. responsibility matrix, project schedule)
• The BM skills include but are not limited to: bid initiation and definition of needed resources, offer team building, offer planning, active support in risk management, team motivation, control of schedule milestones, aligning all the stakeholders, volumes of work, deadlines etc.
Key Attributes
• Able to work under pressure and cope with challenging deadlines
• Is able to work effectively in a dynamic and changing environment
• Has flexibility with regard to working hours
• Earns and maintains respect through demonstrating empathy, integrity and sound judgement
• Has analytical approach and is capable of reviewing complex proposals and driving improvements in quality and accuracy.
• Excellent oral and written communication
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Keyskills :
sales supportsalessales processrfp