Head of Bid Management

Responsibilities:

• Responsible from CIS, Europe and Americas region.
• Analyze each sales opportunity together with sales team, support on win strategy, win themes and support preparation of best fit comprehensive solution.
• In line with Bid Procedure and with company official formats, preparation of offers, create cost cases, collect approvals and manage CRM and workflows, submit proposal to sales team.
• Prepare the bid/proposal submission time plan and the work schedule with deadlines and communicate with the related stakeholders within the company.
• Gather and evaluate client business requirements, identify gaps in the demand/RFP documentation and formulate questions to Solution Design/Sales Teams for a proper and complete delivery. Understand customer's business, commercial and technology drivers, and translate them into the most appropriate RFP answer.
• For sourcing activities collect proposals from the region (at least 3 different proposals where appropriate), finding local suppliers, negotiating to gain procurement advantage, preparing comparison tables for sourcing operations, agreeing fixed TAV prices, checking discount rates, negotiate commercial items (advance bonds, term, penalty conditions etc.)
• Support and initiate Project procurements with PMO office.
• Understand the market, company project, company contacts and define which market strategies can be used to attract clients, make the risk assessments for the bid scope against any legal and financial gaps.
• Evaluate needs for Partners, downstream vendors and cooperation with local entities and trigger relevant activities.
• Registering main IT vendors partner portals, following partner renewals to be made on time.
• Registering vendor selection portals of customers, collect and update company registration documents.
• Formulate pricing and create cost case for the bid budget, including taxation, legal costs, payment terms, internal and external resources in cooperation with the related teams.
• Create the cash flow prediction plan of the bid budget.
• Manage and track CRM work flows , prepare and make the presentation of bid scope, risks and cost details.
• Prepare and review the proposal/bid packages for final submissions, according to the bid technical and financial requirements, in coordination with the related stakeholders.
• Ensure on time and complete delivery of the bid packages.
• Properly archive bidding documents.
• Proven people management experience, including direct leadership of multinational team, with the ability to foster collaboration, engagement, and performance in a multicultural environment.

• Graduate or postgraduate from reputable universities Engineering, Economics, Business Administration or other related field.
• Min. 10 years’ experience in aviation industry, experienced in Sales or Business Development Role in IT or have insights and understanding of bid processes, experience on technology projects and IT applications.
• Solid experience on team management.
• Commercial background with legal content in RFI, RFP replies or experience in handling public tenders is a plus.
• Proficiency in English, Advanced in writing, contract management and speaking.
• Ability to meet the requirements of multi-cultural environment with multiple demands and priorities.
• Solid understanding of business and financial concepts.
• Proficiency in Microsoft Office applications, especially Excel and Powerpoint.
• Strong negotiation and problem-solving skills.
• No travel restriction domestic and abroad.