Bid Manager
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Position Summary
JOB PURPOSE
Reporting to the Division Commercial Manager, the Bid Manager will be a crucial part of the order winning team for the Filtration and Energy Solutions (FES) division of the Parker Hannifin Filtration business. A successful Bid Manager must be skilled at finding imaginative solutions to enable the Sales team to win complex opportunities, whilst identifying and appropriately managing business risk, integrating and developing processes that meet business needs, managing complex issues within your functional area of expertise and leading multi-functional teams to implement the relevant transactional strategy.
In this role you will be responsible for the delivery of the commercial processes, including cost and bid compilation for the production of world class winning bids, reviewing and drafting contractual documentation and negotiating in accordance with corporate policy and applicable legal requirements. Assesses contractual and commercial risks and provides appropriate recommendations to the business. Ensures Compliance activities meet business needs. Manage and develop the bidding process in close liaison with Sales, Engineering and Project Management functions.
This role will suit someone who has proven customer facing experience, contract management and/or estimating experience, risk control and process compliance, and most importantly someone with a highly developed ability to produce winning bids that deliver results.
MAIN DUTIES
1. Manages the commercial process from bidding through iterative revision and completion. Optimises risk/reward balance and provides appropriate risk assessment advice to the stakeholders and leadership team;
2. Compilation of robust costings for the various bids supported by a mix of supply chain quotes, internal costings and underpinned by reference projects/bids and historical data, to produce a pricing strategy for approval by the relevant stakeholders;
3. Drafts, reviews and negotiates terms and conditions/commercial contracts and associated documents for major business prospects;
4. Management of the bid sanctioning process ensuring all stakeholders are engaged and appraised of the bid content in a timely manner prior to the formal sanction gates and milestones, and obtaining necessary approvals;
5. Leads the dissemination of agreements and contract close-down/exit activities;
6. Liaising with Sales team and Project Managers to address successes/failures and feed lessons learned back into the front end processes;
7. Regular communication between wider internal stakeholders to ensure the correct; prioritisation of bid support and raising awareness of upcoming projects;
8. Support all Trade Compliance activities to meet business needs;
9. Promote the One Team ethos;
10. Take on additional duties or projects as required by the business.
KEY ACCOUNTABILITIES
1. The delivery of competitive bid and hand over packages that win profitable business;
2. Negotiation of terms and conditions to within Parker contracting guidelines (or to an approved position as reviewed and approved by Parker Legal)
PLANNING AND ORGANISATION
1. Understand the tasks in hand and who is responsible for completing the necessary work.
2. Retain a clear understanding of applicable processes, corporate and commercial guidelines.
3. Prioritising tasks, identifying the steps needed to achieve the necessary goals.
4. Clear communication to ensure the correct and efficient transmission of information.
5. Time management, being aware of, and working to, planned target dates, following up for information from various stakeholders.
6. Quality and accuracy of work in support of successful projects.
7. Keeping of accurate records to satisfy future audit requirements.
8. Deployment of effective problem solving to overcome the completion of tasks.
9. Remaining flexible to be able to adapt to likely changes in project requirements, supporting stakeholders as necessary.
WORKING RELATIONSHIPS
MOST FREQUENT CONTACT
FREQUENCY
NATURE OR PURPOSE
Example: Sales Managers
Weekly
Exchange information on orders and key problems
Supervisor
As necessary
To secure approvals / guidance as necessary. Ensure that key projects / information / data / metrics is made available for decision making purposes, always looking to reduce the 'risk of surprises'.
Divisional Management Team
As necessary
Provide clear, accurate and concise information, requests for information, accurate submissions for approval, all while ensuring processes are followed.
Commercial Team
Daily
Exchange information on current activities / allocation of work / collaboration on complex tasks, support the sharing of workload.
Sales Team
Daily
Provide commercial support and guidance on open opportunities, ensuring processes are followed and necessary information is provided by the Sales Managers.
Engineering Team
Daily
Liaising with Engineering to understand design solutions, ensuring that all information is available in order to submit a compliant bid.
Projects Team
Weekly
Provide support and guidance on commercial matters often related to live contracts. Use judgement to seek management and legal advice as necessary.
Planning Team
Weekly
Provide clear and concise information to allow the generation of 'lead time' estimates.
Legal
Weekly
Use appropriate judgement to engage with in house counsel, providing concise and accurate information, along with well-reasoned justifications where necessary.
Finance
Weekly to Monthly
Liaise with Finance as necessary in all matters relating to cash collection, payment schedules, bank guarantees and project costs.
Other FES Departments/Teams
Weekly to Monthly
Liaise with other departments to secure information relevant to current work opportunities.
Parker Treasury
Weekly to Monthly
Engage with Treasury for review of financial guarantee requests and placement of such guarantees.
Parker Risk
Weekly to Monthly
Engage with Risk for review and acceptance of insurance obligations contained under potential contracts.
JOBHOLDER REQUIREMENTS
KEY COMPETENCIES
• Excellent written communication and verbal communication skills
• Excellent customer service orientation
• Strong interpersonal skills
• Strong prioritization skills
• Conflict management skills
• Decision making skills
• Analytical and research Skills
• Well-organized, detail-oriented, and ability to multi-task
• Ability to make oral presentations
• Ability to gather data, to compile information, and prepare reports
• Ability to ensure a high level of service and quality is maintained
• Ability to visualize and plan objectives and goals strategically
• Ability to research and analyze data effectively
• Ability to develop strategic plans to grow the business
• Track record of building and maintaining customer/client relationships
• Ability to work independently and prioritize duties with minimal supervision, in order to meet deadlines
• Strong computer skills including proficiency with Microsoft Word, Excel, PowerPoint, Access, Outlook, and web-browsers
• Proficient in Project Management tools (i.e., MS Project) or similar project tool (s)
• Willingness to travel to customer meetings if required