Bid & Proposal Manager - Apac Region

1 week ago

Melbourne, Victoria, Australia KAPSCH Full time

Main Tasks / Responsibilities
As appropriate, the role will be responsible for the following indicative and non-exhaustive activities.

Sales & Business Development (Oceania Region)

  • Responsible as sales pursuit lead on major bids and tenders to identify key stakeholders, liaise with building rapport and influence in the customer bid teams
  • Identify tenders early and create a presales pursuit plan engaging with internal stakeholders to support, influencing tender decisions during the initial procurement phase.
  • Engage and build strong rapport with design & build contractors, consultants and key customers to provide sales & bid management directed at the bid
  • Identify early, prior to bid stage, bidwinning strategies to reduce barriers to sale and increase 'Get' probability in tenders, securing better win security of our offers.
  • Conduct presentations to customers and travel to meet clients where required to support presales activity.

Bid and Proposal Management

  • Manage crossfunctional bid teams and inputs from a variety of stakeholders, typically involving contributions from Sales, Solution Management, Finance, Legal, Risk Management, Delivery and Operations to prepare and submit highquality, punctual and professional responses to formal tender requests (bids) and other sales proposals.
  • Coordinate bid processes against target dates, bid resources, budgets, track deadlines, manage escalations and liaise with Senior Leadership Team through the Stage Gate process.
  • Lead the participation in tender procedures and tender submission;
  • Gains appropriate signoffs for all bids & proposals prior to submission
  • Lead the 'Value & Win' team, working closely with Area Sales Managers in relation to all new sales proposals to establish a win strategy early and identify our value proposition;
  • Manage opportunity passages through the Stage Gate process in the Red and Blue Pursuit teams in close coordination with the Area Sales Managers;
  • Document management of the complete proposal and tracking of the quotation through customer signature/rejection and transfer to Project Management if successful;
  • Ensure clear, structured and timely handovers of successful bids and proposals to the Delivery and Operations team for their implementation;
  • Track, manage and report on issues, both internally to management and externally to customers and partners;
  • Coordinate services provided by external support services engaged for specific bids or proposals;
  • Ensure cost efficient bid preparation and continuously reduce offer creation costs;

Offer Calculation

  • Work closely with other contributing divisions and teams to ensure bids and proposals are fully and accurately costed, cover all solutions offered and include appropriate pricing assumptions.
  • Challenge business and technical assumptions to reduce overall bid and proposal costs.
  • Ensure bids and proposals submitted comply with applicable targets and / or requirements regarding margins, cash flow management, supply lead times and related matters.

Pipeline and Pre-Sales Management and Reporting

  • Direct the day to day work of the internal sales teamin close consultation with the Vice President Sales & Solution Consulting including prioritising tasks and ensuring work completed is of the expected standards.
  • Liaise with Delivery & Operations and Solution Centre teams to manage and coordinate the presales schedule and keep up to date.
  • Lead the use of Salesforce to track, manage & report on all presales activities, in particular bids and included opportunities.
  • Develop tools, processes and templates to assist with smaller customer proposals and presentations;
  • Attend customer meetings and presentations to assist with presales support;

Technical Requirements
& Experience

  • 3+ years' experience in sales, bid and / or tender management, including leading or coordinating bid or proposal processes.
  • Outstanding interpersonal and communication skills to create strong and productive relationships with staff and clients;
  • Excellent written and verbal communication skills, and numerical skills.
  • Experience in engineering and/or infrastructure industry.
  • Experience in presales, business development and technical proposal writing is highly desirable.
  • Tertiary qualification in business or similar is advantageous but not necessary
  • Advanced knowledge and extensive experience in Microsoft Office software use, especially Excel, Word and PowerPoint.
  • Proficiency in the Kapsch solution portfolio.

-
Our offer
  • Excellent 2day parttime opportunity (spread of hours or days negotiable).
  • Flexible, hybrid and supportive Team Environment
  • Continuous Learning with our online platforms
  • Career Mobility
  • Paid Birthday Leave
  • Access to salary packaging
  • Christmas Special Leave
  • Company sponsored activities including Friday socials
  • End of the Year Activities
Kapsch is a values-driven organisation and we work closely as

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