Bid & Proposal Manager - Apac Region

7 months ago

Melbourne, 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 pre-sales 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, bid-winning 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 pre-sales activity.

**Bid and Proposal Management**
- Manage cross-functional 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 high-quality, 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 sign-offs 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 pre-sales schedule and keep up to date.
- Lead the use of Salesforce to track, manage & report on all pre-sales 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 pre-sales 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 pre-sales, 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 2-day part-time 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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