Role open to candidates based in France, Luxembourg, Belgium, UK, Italy, Portugal, Spain, Netherlands or Germany.
The Role
The EMEA Sales Effectiveness Team (SET) is a centralised and critical strategic resource that is aligned with and supports the execution of ICT’s commercial strategy of:
1. Ambitious revenue growth (Bid Management/Revenue Enablement)
2. A high performing sales culture (Sales Coaching and Development)
3. The shift from product to proposition selling (Value Proposition and Differentiation)
The team is currently recruiting for the role of Bid Manager for our South Western Europe Division (SWD). This critical role will report directly to the Director of Bid Management and will partner closely with EMEA regional leadership, sales leadership and commercial teams to secure multi-million-dollar consulting and technology new business & renewals.
The successful candidate will help drive winning and profitable sales growth and high retention rates by acting as the ‘conductor of the orchestra’ for assigned pursuits/opportunities across ICT’s full portfolio of offerings. You will be working on several bids at any one time, with tight turnaround times from request to response. You will also coach/mentor teams to proactively identify opportunities to bid vs. waiting for inbound requests.
Key Responsibilities
4. Provides full ‘end to end’ deal pursuit support across the opportunity life cycle for assigned offensive/defensive ‘business critical’ bids. Identifies, gathers and co-ordinates the collection of all key inputs required to respond and compete effectively, whether the opportunity be generated through RFI, RFP or commercial lead generation.
5. Actively participates in the process of identifying the bid team, developing a winning strategy, key messaging, executive summary and differentiated insight, including challenge where needed to develop a compelling and client centric proposition.
6. Manages and coordinates inputs from a variety of stakeholders and experts to drive the bid strategy forwards, ensuring regular communication with all relevant team members and clarity of next steps, ownership, timelines etc.
7. Oversees and contributes to the development of high quality and compelling final response documents.
8. Ensures that the best practice bid process is followed, advocates best practice and helps free up the time of commercially focused pitch team members to sell/create client value.
9. Helps to improve win rates through participating in win/loss debriefs, therefore enabling the business to apply lessons learnt in an actionable way.
10. Partners with leadership to share best practices and content that helps product management and marketing teams develop key value propositions, campaign messaging and proposition innovation for regional/local sales campaigns.
11. Updates and contributes to the Sales Effectiveness Team’s bid content resource centre, facilitating greater self-service and ensuring quality, on brand materials are available.
12. Acts as coach/mentor resource for defined smaller client accounts. Checks in periodically /as requested to support account and team growth in the region to assist leadership.