Job Description:
**Due to the nature of the work and the customers we support, the successful candidate must be eligible to meet UK Government and contractual personnel security requirements, including the applicable residency requirements for the role, and have the right to work in the United Kingdom. Some roles may also be subject to nationality requirements where these are necessary to meet UK Government or contractual security obligations.**
Bid Manager is a key role in the pursuit process that has an objective to manage the pursuit to a successful outcome, applying project management methods and specific skills, approaches and tools.
The Bid Manager contributes to deal qualification and shaping activities, and engagement with the client. Performs an active role in the definition, communication, and execution of the sales strategy and the opportunity close plan. Provides leadership by applying internal DXC best practices and guiding the bid team and other stakeholders throughout the pursuit lifecycle. Balances between the objectives of increasing sales, protection of DXC’s business, and the requirements of internal and external stakeholders.
Scope of work and responsibilities
Deal Qualification, Shaping and Strategy Development
Objective: To help ensure the company can quickly but properly understand, assess, and qualify the sales opportunity.
Supports the opportunity owner in ensuring SFDC data quality, and that the key sections, including the Sales Tools, are populated, adequately representing the deal.
Objective: To successfully manage the pursuit process in compliance with company policies and processes, effectively using the available resources.
Accountable for the detailed bid plan, its estimation, communication, replanning, progress tracking, achievement of milestones. In cooperation with the opportunity owner, develops and executes the close plan.
Initiates and oversees the engagement of Supply Chain, HR, Legal, Pricing and other functional support. Adapts bid plan to resource availability as necessary, rearranging tasks and priorities to achieve the best outcome.
Accountable for identification, management and mitigation of pursuit risks. Resolves issues, removes barriers, takes prioritisation decisions. Escalates issues within the organisation as appropriate.
Responsible for managing the pursuit through the sales process, ensuring end-to-end compliance with the current company processes and corporate policies, and engaging stakeholders and securing their support for this purpose.
Objective: To build and lead a coherent pursuit team to achieve common objectives.
Management of Response Documents
Objective: To successfully manage the process of drafting, reviewing, finalising, and submitting quality proposal documents to clients.
Objective: To effectively engage with potential clients in the sales process.
Negotiations and Close Down Activities
Objective: To successfully manage the final stages of the sales process, leading to contract signature and start-up of the service delivery.
Leadership: Possesses a set of hard and soft skills required to build and lead
geographically dispersed, multi-disciplined bid teams, using and fostering the talents of each team member. Can demonstrate flexibility and resilience, adapting quickly to changing circumstances while keeping the team focused on the goals and deliverables. Rises to the challenges of roadblocks and red tape and shows leadership in navigating such issues. Effectively manages specific situations and requirements of bid team members and other stakeholders. Works well under pressure, to very tight deadlines but leads the team with empathy and understanding of each team member's situation.
Customer focus: Demonstrates focus on the customer. Understands business and technical objectives of the customer; can understand and articulate customer problems, objectives, and requirements. Builds customer trust and engagement.
Business acumen: Applies business acumen and commercial awareness to , demonstrates strategic thinking. Applies industry or regional knowledge and
experience to help strategy development, procurement engagement and response development.
Governance, tools, processes, and methodologies: Has detailed understanding of governance requirements. Has relevantengagement and responseexperienceandknowledge of the tools to be used by the pursuit team, relevant company processes and practices. Applies detailed knowledge of project management and bid management disciplines.
Communication: Strong communicator, orally and in writing, tailoring the methods and means to the audience. Able to persuade and convince. Has the ability to facilitate sessions including best practice events. Is a single point of contact for the bid for all stakeholders and customers.
Functional and technical competence: Possesses and applies broad knowledge of the technical, solution (offerings), legal, commercial, and financial aspects of a pursuit. Able to identify the required team member competences and address any gaps
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