SCOPE
The Bid Manager will be responsible for leading the bid process for new business opportunities, ensuring that proposals are competitive, compliant with Bid management process and company's strategic goals, typically with large clients or government entities. This role involves coordinating between different teams, including sales, solutions, finance, and sometimes legal, to prepare a competitive, compliant, and compelling bid that meets the client's requirements.
KEY RESPONSIBILITIES
Bid Process Management
- Manage the end-to-end bid process, from opportunity identification through submitting compelling proposals as per Orange Standards
- Plan, engage & manage required resources to ensure full compliance with Orange customers’ requirements
- Build up comprehensive bid responses with high precision and in adherence to Orange guidelines
- Initiate and maintain bid deliverables including bid dashboards, project plans, response plans, and team staffing plans
- Organize and chair Bid Launch meetings
- Ensure compliance with International Bid Process (Solution Review, Commercial Review, Pre-Submission DAC, Investment Committee)
- Manage proposal production and delivery process
Stakeholder Coordination & Team Leadership
- Ensure proper timely engagement and efficient coordination with all internal & external stakeholders including Presales, Solution Experts, PMO, Consulting, Service Management, Marketing, Delivery, Finance Decision Support, Taxation, Supply chain, Procurement, Legal & Compliance teams plus External Vendors/Suppliers
- Define and secure bid team resources across departments with appropriate escalation
- Provide customer-focused leadership to bid response teams and maintain team motivation throughout bid lifecycle
- Organize and facilitate regular bid team meetings, daily calls, and customer workshops
- Support Opportunity Owner in customer discussions and negotiations
Bid Qualification & Strategy
- Support bid qualification process in coordination with Opportunity Owner, Solution Director/Architect and Commercial Manager
- Contribute to identification of customer drivers, unique selling points, and competitive positioning
- Conduct SWOT analysis and competitor assessment
- Actively contribute to deal strategy definition, ensuring it is agreed, documented, and communicated to extended bid team
- Estimate resource requirements for win strategy development
Documentation & Compliance
- Maintain comprehensive and accurate bid documentation: records of communication, approvals, pricing and terms details in audit-ready format
- Ensure risks are assessed, documented and mitigated with rapid escalation when necessary
- Organize regular communication to management and approval reviews
- Maintain bid documentation for handover and lessons learned activities
Continuous Improvement
- Continuously refine and improve bid processes, templates, and best practices to enhance efficiency and effectiveness
- Drive internal improvement projects as required
- Contribute to knowledge management and best practices development
- Conduct lessons learned activities on completed bids
ESSENTIAL SKILLS
Project Management
- Ability to plan, execute, and oversee multiple bids simultaneously
- Proficiency in project management methodologies and tools
- Experience managing opportunities through formal international bid processes
Communication & Leadership
- Strong verbal and written communication skills for proposal development and client interaction
- Ability to present complex information in an understandable manner
- Proven ability to lead, manage and motivate extended bid teams
- Experience facilitating customer workshops and clarification meetings
Analytical & Strategic Skills
- Capability to analyze client requirements and market trends to inform bid strategies
- Strong problem-solving skills to address challenges during the bidding process
- Ability to conduct competitive analysis and SWOT assessments
- Strategic thinking for deal strategy development
Team Collaboration & Stakeholder Management
- Experience working with cross-functional teams across sales, finance, and technical departments
- Ability to foster teamwork and coordinate efforts among diverse stakeholders
- Proven capability to influence stakeholders across various organizational levels
Process & Risk Management
- Meticulous attention to detail in reviewing proposals for accuracy, compliance, and quality
- Experience with formal bid governance and approval processes
- Risk assessment and mitigation capabilities
- Understanding of bid process compliance requirements
Negotiation & Commercial Awareness
- Proficiency in supporting negotiations with clients and partners
- Basic understanding of commercial terms, pricing strategies, and contract structures
- Ability to advocate for company interests while maintaining client relationships