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  • Job reference: RMS0220517

Bid Director

  • Sector: ICT
  • Location: Derby, Derbyshire
  • Job type: Permanent
  • Date posted: 16/12/2019
  • Duration: permanent
  • Time left:
    d h m s
    (27/01/20)
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The Role:
Why do we have this role?
The company specialises in providing mission critical systems and data science led solutions, primarily in the transport industry. We have world leading solutions, and a world first in our new Traffic Management Solution. But exciting technology is not enough to guarantee commercial success in a competitive, complex multi-national market. We need to communicate to the market the game-changing technologies and innovative commercial approaches we offer, convincing clients of the added value we can bring to their business with that powerful combination.
Our bidding drives much of that communication and market influencing. The Bid Director will work with the Executive and Leadership Team to create winning strategies and bids, concentrating on business-critical growth (as opposed to BAU) opportunities. Such opportunities are likely to be novel (e.g. new solution, new market, or new commercial proposal), high value conceptual sales. The role reports to and will support the Account Director in the production of proposals and sales collateral.
This is much more than bid writing and process management. The Bid Director will need to understand our solutions, our organisation and business strategy as well as being able to engage with our market and clients, using that knowledge to shape Company thinking around win strategies, work out the elements which give us a competitive edge, develop the commercial approach for that opportunity, and lead the creation of an exciting bid which conveys the added value we offer.
It is vital that the role holder understands the business value proposition we are offering and its implications for both us and the client. We work in a fast changing political and commercial environment and our bids must reflect the latest nuances and thinking within that environment.
What are the key objectives?
End to end ownership, management and delivery of our strategic bids including:
* Develop bid strategy, taking input from Sales Directors to understand the opportunity and collaborating with the Executive and Function Directors to shape our proposal taking account of a range of parameters e.g. commercial, technical, market conditions, strategic importance of the opportunity, potential partnerships, etc.
* Develop in depth understanding of our market (clients, technologies, partners, competitors) using that knowledge to inform and shape our bids. Identify and maintain scrutiny of relevant sources of contract announcements including public and private sector portals.
* Lead the creation of proposals that articulate clear, client focused solutions and value propositions aligned with bid strategy agreed by the Executive. Inject vision, excitement and consistent messaging.
* Shape commercial options and potential approaches for each opportunity, informed by knowledge of client budgets, competitor positioning, understanding whether a disruptive approach gives advantage.
* Ensure other company contributors to bids understand the requirements from their contributions, guiding them and instructing them as necessary, demanding excellence, ensuring alignment with bid strategy, brand values and quality.
* Lead engagements with potential partners as part of bid development, seeking out and developing options, including commercial options, for the Executive to consider.

* Within the bid process, client engagement to ensure we understand the opportunity and client priorities.
* Manage the bid team, including production of routine business as usual proposals.
Top Internal Relationships
1. Executive Board
2. Sales and Marketing Director, Commercial Director and Bid Team
3. Vision Director
4. Whole Life Customer Engagement Director
5. Internal resources/specialists

Person Requirements
Profile
* Experience of an agile, fast-paced and hard deadline environment where excellence is the norm
* Comfortable with complex technology, excited by it and its potential to deliver change in a business environment; but understands that the technology itself is not the end goal - it's the business purpose that counts.
* Motivated by the opportunity to drive business growth. Has potentially changed career direction, responding to and excited by new and different experiences. Willing to try something new.
Competencies
* Completer Finisher, resilient, with experience of "managing/influencing" cross-functional teams and delivering projects/proposals under commercial and time pressure.
* Excellent communication skills, particularly in writing, able to shape and form a story and message. Able to break down issues into simple concepts.
* An innovative, challenging thinker who drives to understand the full picture, then uses the facts to develop options for bid strategies.
* Engaging, with leadership experience in a technology business. Can get things done in a cross-functional collaborative environment.
* Passionate about our mission and uses that energy to enable teams to succeed.
* Takes ambiguity and change in stride and able to coach and lead others through this.



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