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Senior Bid Manager

Job id:  14555
Job location: 

Frankfurt, RP, DE, 60322

Colt provides network, voice and data centre services to thousands of businesses around the world, allowing them to focus on delivering their business goals instead of the underlying infrastructure. 

Job location: Europe (UK- London,Germany- Frankfurt, Düsseldorf)

Job purpose: Leads and orchestrate multiple-disciplinary teams to deliver winning bids in line with customer requirements and Colt business strategy and goals as well as manages the commercial ecosystem E2E

 

Key responsibilities:

  • Actively contribute to the qualification process (providing input on Colt’s ability to deliver a winning solution at an acceptable return – "do we want it" and "can we do it")
  • Align Colt solution needed to win the deal, working with the customer to shape their requirements and to position Colt as their favoured supplier
  • Actively support the Account team in understanding and shaping customer’s complex business requirements
  • Actively contribute/influence the Sales Strategy and translate it into a Bid strategy to lead the Bid team and communicate at the bid kick off
  • Ensure rigorous bid governance aligned with Colt Sales Governance/ Methodology and industry best practices
  • Understand Colt’s strategic value-propositions and their positioning in the ICT market
  • Act as overall owner for the bid both internally and externally
  • Identify the required internal support from within Colt; engage relevant business management to secure the necessary resources, and brief all bid team participants clearly on the opportunity and bid approach as well as roles & responsibilities
  • Build the overall bid control plan, and manage the project / team to deliver against this
  • Identify where teaming arrangements may be required to capture the opportunity; lead the process of identifying potential partners and selecting / negotiating / contracting with such partners. Integrate partners' bid staff and solutions as appropriate within the overall Colt approach
  • Ensure full co-ordination between the relevant subject matter experts such that all elements of the solution and proposal are consistent
  • Challenge cost inputs/ our commercial risk and support the Deal Pricer with the basic commercial modelling
  • Support and/ or act for certain bids as a Commercial Manager to develop a winning contract negotiation plan and actively support it throughout customer-facing negotiations.
  • Clearly articulate the commercial model in customer facing documentation and proposals
  • Negotiate with the various internal stakeholders (sales, operations, legal, finance) to achieve a deliverable & commercially viable proposition
  • Improve the commercial ecosystem including financial, service and legal elements to reduce our cost to serve
  • Own and drive 'Risk Assessment and Management' to ensure that prices are relative to the risk & service offerings
  • Assess the risks to delivering a successful bid and ensure that risks and assumptions relating to the Colt offer and proposal are clearly understood, documented in the risk log and reviewed / signed-off as appropriate
  • Contribute to proposal strategy and content design / storyboarding workshops
  • Secure offer quality and compliance and thereby maximize our win chance
  • Lead discussion with the customer on RFX clarifications
  • Lead the bid presentation: Identify and brief the presentation development and delivery team(s)
  • Lead development of materials relating to the solution, ensuring consistency between content from different functional areas
  • Ensure that any changes during the lifecycle of the bid are fully reflected in the overall plan and are in line with approved negotiating limits
  • Ensure a smooth transition from the bid team 'contract award', to implementation team
  • Participate in the bid/proposal learning review process, contributing to client debriefs as appropriate and to lessons learned. Contribute to or lead implementation of recommendations arising from the learning review
  • Throughout the bid process, communicate progress clearly to relevant Colt senior management and stakeholders, ensuring that issues are escalated and addressed

 

Experience and background

  • Extensive experience in bids – purchasing and/or sales
  • Strong understanding of strategic proposal techniques and processes – able to articulate best practice clearly, credibly and convincingly
  • A good technical understanding of telecoms technology, Colt products, the competitive environment and where Colt is positioned
  • Able to quickly establish credibility and rapport with sales & business staff and to form teams across organisational boundaries
  • Strong project and programme management skill-set, mind-set and experience
  • Proven experience in running risk assessments and in complex commercial negotiations
  • Ability to identify where teaming arrangements are required; lead the process of identifying potential partners and selecting / negotiating / contracting with such partners
  • Clear understanding of bid management processes, including pre-proposal planning, strategy development and storyboarding – as well as overall bid/ project management
  • Build strong relationships & communicate effectively at all levels both internally & externally, including written, verbal & presentation skills
  • Ability work to tight deadlines, multi-task and operate effectively in pressured and dynamic situations
  • Willingness to travel and/or stay away from home from time to time
  • Capable of working alone or as part of a team, and ability to take the lead where appropriate
  • Degree level or equivalent
  • Excellent presentation and communication skills (both verbal and written)
  • Fluency in English (German language required for candidates from Germany)
  • Strong risk management skills
  • Excellent project management skills
  • Excellent contract writing and negotiation skills
  • Strong financial preferably Legal skills

 

 

What we offer:

Colt is a growing business that is investing in its people. We offer skill development, learning pathways and accreditation to help our people perform at their best, regardless of role and location.


In addition to offering competitive salaries and incentive plans, a range of benefits and local rewards packages are offered to staff. Colt recognises the importance of a work life balance.


Some benefit examples are:
•Flexible working and relaxed dress code
•Two days annually to spend on volunteering opportunities
•Access to a virtual business school for on-going learning
•Business mentoring
•Free drinks and fresh fruits
•public transport allowance
•option of parking slots in the city
•lunch vouchers


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