To lead cross-functional pursuit teams on large (typically >$1M ACV) deals, developing a compelling win strategy and proposals/submissions to beat competition. In the RFX scenario, the Strategic Bid Manager is responsible for the tendering process and content end-to-end. Pursuits/Tenders cover all areas of the Xerox offering portfolio e.g. MPS, CES and CCS.

The language requirement for this role is French (and English) The role holder must be fluent in all aspects of communication i.e. reading, writing and speaking in French language.

• Lead virtual pursuit and tendering teams, including Sales professionals, Service & Technical Architects, Commercial Manager, Service Delivery professionals & other SMEs from qualification to client submission (and any subsequent rounds of submissions/BAFO)
• Achieve win rate of 40% new business by value and 90% renewal by deal value
• Lead development of best-in-class proposals, including allocating specific tasks and responsibilities to virtual team members working with Bid Executives if appropriate to ensure quality control, consistency and clarity of key messages
• Develops and manages the pursuit project plan, working with Bid Support Exec if appropriate, including setback schedules, to ensure all internal, partner and customer deadlines are met with sufficient time allowed for ensuring iterations and high quality work output, and to ensure all compliance requirements are adhered to
• Ensure robust business case development using all tools & resources available to identify and achieve price to win.
• Ensures a robust contracting risk management process is utilized and discussed during each executive tollgate – in line in line with global BMPP and corporate requirements. Escalation of any issues as required
• Contribute relevant materials to Xerox bid management content and knowledge base once bid is concluded and facilitates tracking of relevant performance metrics and dashboard metrics throughout deal process (including final award)
• Contribute to ongoing process improvements related to the pursuit process and provides input to the development of best practice, repeatable bid management processes
• Drives improved profitability and bid cost reduction through re-use, best practice processes and knowledge sharing.
• Provides expert support and input to bid management issues.Ensure root-cause analysis is conducted and corrective action plans – where appropriate - are followed through with learning applied for future benefit
• Ensure resource requirements are identified and communicated to enable broader resourcing plans and deal prioritization. Prioritizes bid and project management resources
• Monitor and inspect bid status to ensure ongoing commercial viability of all bids and ensures appropriate contingency actions are in place

REQUIREMENTS:

• Experience in Bid Management advantageous, but customer facing essential.
• Experience in any of the following areas an advantage: service delivery management, sales / sales management, commercial management.
• Experience of bid management in other companies an advantage.
• Proven ability to develop relationships at all levels in an organization.
• Proven ability to resolve problems and break through constraints encountered when leading complex, high risk, high profile pursuits.
• Strong business acumen
• Effective under pressure, able to lead and coach others in pressure situations
• Experience of the selling cycle of services value propositions at C-level
• Demonstrated ability to work collaboratively, and lead, in a matrix management environment
• University degree.
• Relevant professional qualifications (e.g. PMI, Lean Six Sigma) an advantage