Location: Dubai, United Arab Emirates
In fast changing markets, customers worldwide rely on Thales. Thales is a business where brilliant people from all over the world come together to share ideas and inspire each other. In aerospace, transportation, defence, security and space, our achitects design innovative solutions that make our tomorrow’s possible.
Thales has built a presence in the United Arab Emirates for over 35 years, and today has over 300 employees. Thales in the UAE is part of our Middle East business that has 1,800 people across Egypt, Iraq, Kuwait, KSA, Lebanon, Oman, Pakistan, Qatar and UAE. Together we delivered technology for the Dubai metro, the longest driverless metro network in the world and a fare collection system that processes up to 250,000 transactions per day. We make UAE a safer place by providing secure electronic payment solutions, cyber security systems and communications as well as security systems for Dubai International Airport and air traffic management and navigation systems for Abu Dhabi’s airport.
ROLES & RESPONSIBILITIES :
Working as part of the Project Management Team, the Service Bid Manager & Capture Leader requires to have behavioral & leadership competencies, to take all decisions within his/her authority to:
Drive through the technical and commercial response and improve sales success rates.
Perform bid management, communication and sales support functions such as:
Prepare inputs for bid reviews and approvals process, including bid/no bid decisions, through to lessons learn
Manage bid deliverables production
Collate and maintain risk registers in accordance with company standards
Monitor and report bid and production costs
Seek to continuously improve the bid process bringing in best practice and educating all involved stakeholders.
Manage the interface among engineering, procurement, finance, legal and those with sign-off responsibility.
Contribute in the maintenance of sales force; add to the database for case studies, past performances (lessons learnt) and CVs.
Owe, and constantly seek to improve, the company’s bid library and ensure education and dissemination of said library.
Work with the technical leads to translate technical specifications into winning bid material.
Ensure adherence to the company’s bid process in line with best practice.
Ensure that proposals are produced in a timely manner for submission.
Ensure that bid qualification is thorough and complete.
Ensure that proposals are compliant and respond to the specific requirements of client.
(*) Due to the changing nature of the industry, this position may require to fulfill other duties as assigned by Head of Services.
Service Bid Manager & Capture Leader shall perform the following elements:
Timing & Requirements – The position is accountable for the timely delivery of quality proposal within the approval cycle time. Bid preparation investment, in ranges from $200K to over $1 M are at risk, if the bid is disqualified or not delivered on time.
He is responsible to capture the opportunities be the contact point to the client prepare and present all bid phases from Opportunity review, BBR, CCR,Gate1,Gate2 as per Thales process. Prepare the final document for submission as an offer to the customer.
Process – Ensure complete adherence to win bid process including the management of risks via Risk Radar, the construction of estimates based on the approved WBS structure and the creation of level 2+ program plan for all bids. The position is responsible and accountable for: The results of annual corporate audits on our Win Bid process and the implementation of recommendations, the successful development and timely implementation of new processes identified in partnership with the business transformation team.
Resources – Put in place the organizational structure for each proposal and secure the necessary factory resources to support the bid. Negotiate with the factory and other Thales divisions, the skills and efforts required to satisfy the proposal deliverables at the lowest cost.
Guide and approve engineering and material cost optimization plan presented by the proposal manager and lead the discussion and negotiation at the Director and VP level. Bring staff competencies with regard to technical and business skills to a level ensuring improved communication of win bid strategies and increased flexibility in bid resource assignment. The position is accountable for the quality of information and timing of the Gate 2 presented to the Senior Management Team, HQ and the Division.
– Responsible and accountable for the successful negotiation of final contract terms and conditions, technical specifications and price with potential customers for contracts up to $100M.
People Management – Manage directly Commercial and Technical staff of 10 with responsibility for the equivalent of 23 FT factory hours, invested to realize the proposals. The position
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