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PURPOSE OF ROLE
The F&A Bid Manager will support the sales lead in the development of responses for specific business opportunities, engaging with sales and delivery teams to support the development of timely, complete and accurate responses to RFIs, RFPs and other client requests.
The F&A Bid Manager will ensure an appropriately tailored value proposition and winning final proposal document is submitted to customers on time in both competitive and non-competitive tenders.
The role holder is accountable for managing and producing, within required timescales, high quality bid proposals that meet true client needs and differentiate us from competitors. He / she if also responsible for scheduling internal bid reviews and governance calls in a timely manner.
He / she may coach and develop other bid pursuit team members in the best practice authoring, editing, structuring and presentation of proposal documents.
SCOPE OF ROLE
The F&A Bid Manager is an externally focused role, accountable for managing the bid proposal production typically for large multi-country services deals as allocated (typically ranging from $5,000k to $12,000k in Annual Recurring Revenue).
They are also accountable for the internal bid reviews and governance calls for all of the team’s deals.
MAJOR RESPONSIBILITIES
Contributes to the bid development project plan, including setback schedules, to ensure all internal, partner and customer deadlines are met with sufficient time allowed for ensuring iterations and high quality work output. Ensure the team adheres to internal bid/proposal management processes, deadlines and requirements.
Helps assemble and supports the co-operation of virtual deal teams, including Sales professionals, subject matter experts, Consultants, functional experts, Solution Architects, Service Transition - and Service Delivery professionals.
Ensure team members agree to, and deliver to, their commitments within the plans.
Provision of guidance to response owners to help with the completion of tailored responses, which focus on client requirements and agreed win themes.
Facilitates team-working and constantly improves the quality and inter-working of the stakeholder groups within the bid process.
Identify and communicate the specific credentials and differentiators that will resonate with potential clients.
Interact with sales leads, pre-sales, service delivery and senior management both in own region and globally to ensure pursuit strategies and client needs are understood and reflected in the response documents.
Co-ordinate the gathering, analysis, writing and editing of all relevant information required to complete bid documents, working to the required timescales.
Scheduling, planning, preparation and note taking support for various meetings, conference calls, and workshops (including logistical arrangements).
Co-ordinate internal bid reviews and governance calls.
Respond effectively to multiple response requests, with challenging deadlines and requirements
Format and edit content provided by bid contributors to ensure consistent presentation and style of language used.
Create and update an answer database from past bid information in order to facilitate creation of future bid responses.
Refreshing and improving database answers on an ongoing basis. Identify and assemble important standard input (e.g. references, case studies, statistics etc.) for use in proposal content.
Identify issues and barriers to high quality proposal production and recommend solutions and improvements as appropriate.
Management of the document review process.
Planning and production of final hard and soft copy documents sent to client.
Act as a source of guidance for proposal writers, editors and other contributors to a successful proposal.
Essential Criteria:
Degree educated or equivalent
At least 3 years experience in sales processes and methods
Minimum 2 years demonstrable experience of writing successful F&A outsourced services proposals. Professional writing experience is desired.
Articulate and personable with very strong written and spoken English language skills (native English speaker is a plus)
Proven ability to resolve problems when leading projects
Can demonstrate project ownership and accountability; act on initiative
Advanced skills in MS Office packages (Word, Excel, PowerPoint)
Demonstrated evidence of strong organisational skills and ability to keep track of multiple, complex time phased activities across a range of writing activities.
Able and willing to be flexible around working hours and location, if and when necessary
Desirable Criteria:
A formal Proposal/Project Management qualification at Foundation level or above (or studying/willingness to study to achieve such a qualification) – eg Association of Proposal Management Professionals (APMP) Foundation or ISEB Programme & Project Management Foundation or equivalent
Experience in client focussed role; working in successful teams
Project management experience
Formal experience and skills of MS-Project and Visio or equivalent would be an advantage
Further language skills would be an advantage (e.g. French, Spanish, German)
Person Profile:
A flexible project manager who can work with staff at all levels and is prepared to take responsibility
A very strong, clear communicator, able to exchange information clearly in a multicultural environment
Proactive and strong at self management and able to work as part of a team
Able to prioritise and manage own load
Ability to support the development and improvement of bid management processes
With sales approaching $23 billion, Xerox (NYSE: XRX) is the world’s leading enterprise for business process and document management. Its technology, expertise and services enable workplaces – from small businesses to large global enterprises – to simplify the way work gets done so they operate more effectively and focus more on what matters most: their real business. Headquartered in Norwalk, Conn., Xerox offers business process outsourcing and IT outsourcing services, including data processing, healthcare solutions, HR benefits management, finance support, transportation solutions, and customer relationship management services for commercial and government organizations worldwide. The company also provides extensive leading-edge document technology, services, software and genuine Xerox supplies for graphic communication and office printing environments of any size. The 140,000 people of Xerox serve clients in more than 160 countries.
