Manager Bids Management

Purpose:

The role is responsible to ensure that all bids align with the company's objectives, capabilities, and market demands, while also driving revenue and profitability. The role collaborates closely with cross-functional teams, including sales, product development, finance, and legal, to gather essential insights and ensure cohesive bid responses. They oversee the entire bid lifecycle, from initial analysis and decision-making to final submission and post-bid evaluation, ensuring compliance with customer requirements and regulatory standards. Additionally, this role involves analyzing market trends to develop competitive bidding strategies, managing stakeholder

relationships, and implementing continuous improvement practices based on feedback and lessons learned. Ultimately, establishes key performance indicators to monitor bid success,

positioning the organization for sustained growth in a competitive landscape. The ideal candidate should have Expertise in commercial bids management within a telecommunications or ICT vendor organization. Experience in managing large and complex projects, pricing and large bids, procurement for government or large enterprises, or within the commercial team

of a system integrator are essential.

Functional Context:

Ooredoo’s Business BU is a critical part of the company’s first line customer facing activities for all Business Accounts and has a significant role to play in long term business value creation through product design, achievement of sales revenue, profit and customer satisfaction, as defined in the annual business plans. The Commercial and Project Management department is an integral part of the Business Solutions Division. Its mandate is to enhance commercial focus and ownership during the proposal management process, ensuring that OQ can compete for more deals and improve the conversion rate with favourable conditions. The department oversees the delivery of larger, complex deals (known as Mega Projects) by adhering to rigorous project management practices that encompass the technical, commercial, and operational aspects of the customer-proposed

solution. The team is also charged commercial and project/program management frameworks and tools to ensure high-quality outcomes, mitigate risks, and provide progress reports to management. They produce high-quality RFx responses and proposals within deadlines, ensuring OQ's market competitiveness. Additionally, they manage client solution pricing, incorporating OQ products, managed services, bespoke solutions, advisory and consulting, partner offerings, support,

and various SLA levels. Achieving these goals involves extensive internal and external collaboration and stakeholder management.

Responsibilities

Implement the strategic vision for commercial bids management, ensuring alignment with organizational goals and market

opportunities.

• Oversee the entire bidding process, including opportunity assessment, bid/no-bid decisions, proposal preparation, and post-bid

evaluations.

• Conduct ongoing market research to identify trends, customer needs, and competitive positioning, informing bid strategies.

• Build and maintain strong relationships with key internal and external stakeholders to ensure clear communication and

alignment of expectations.

• Establish and monitor key performance indicators (KPIs) to assess the success of bids and drive continuous improvement.

• Identify potential risks in the bidding process and develop strategies to mitigate these risks, ensuring compliance with

regulatory and organizational standards.

• Regularly report insights and progress to senior leadership by collecting performance data, defining KPIs, utilizing analytical

tools, and providing actionable insights to enhance bid effectiveness.

• Oversee the drafting, reviewing, and finalizing of bid documents, ensuring they meet customer requirements and are errorfree.

• Guide the solution pricing analyst in developing, validating, and refining pricing models and cost estimates for competitive bids.

• Lead client negotiations alongside the contract team for the high value bids to secure commercially viable terms that meet

revenue and profitability goals.

• Ensure compliance with all regulatory and organizational standards throughout the bidding process.

• Ensure the maintenance of a centralized repository for bid documents, templates, and historical data to enhance efficiency in

future bid processes.

• Oversee the documentation of all bidding processes and decisions to establish a clear audit trail and facilitate thorough

reviews.

• Monitor and track the progress of ongoing bids, providing timely updates to stakeholders to ensure compliance with deadlines.

• Lead post-bid reviews to capture lessons learned, improve future conversion rates, and advocate for customer needs.

• Evaluate the performance of commercial activities against established KPIs and metrics.

• Continuously assess and optimize bid management workflows to identify bottlenecks, facilitating streamlined operations.

• Implement technology and tools to enhance collaboration, tracking, and reporting of bid statuses.

• Promote knowledge sharing within the team, encouraging the documentation of best practices and lessons learned from

previous bids.

• Collaborate with cross-functional groups, including sales, product development, and technical experts, to ensure

comprehensive insights for effective bid preparation.

• Oversee the coordination with the solution pricing analyst and finance team, ensuring that competitive and profitable pricing

strategies are effectively integrated into bid submissions.

• Engage with customers to clarify bid requirements and ensure alignment with their expectations.

Qualifications

Bachelor's Degree in Business Administration or Marketing or Engineering

Minimum Experience, Essential Knowledge & Skills

10 years' experience in a similar role.

Expertise in commercial bids management within a telecommunications or ICT vendor organization.

Experience in managing large and complex projects, pricing and large bids, procurement for government or large enterprises, or within the commercial team of a system integrator are essential.