Head of Bid Management

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Job Role: Head of Bid Management

Reporting to: Divisional Sales Director

Location: London

Job Purpose:

Responsible for enhancing CBRE's ability to successfully deliver large (£10m+) and complex bid submissions for the division's Customers, and supporting on other opportunities as required. This will be delivered by analysing and continually improving the divisional bid management strategies and processes, and developing them to improve overall win likelihood. The Bid Director a key indirect leader to all divisional business development staff.

Building on CBRE's existing bid management processes and strategies, the Head of Bid Management will write, develop, and deploy bid processes, practices, and governance to maximise CBRE's bid quality. Where necessary, leading team and individual training.

The Head of Bid Management will oversee the project management of the successful bid process, from customer capture and research, through to successful creation of a PQQ and tender submission. The Head of Bid Management will manage bid management and writing resources in producing customer bespoke submissions that are delivered on time and to the highest possible standard, with fully researched win themes properly integrated into the solution and writing.

The Head of Bid Management is responsible for mentoring and developing bid focused staff and creating a divisional community of high performing support. It also includes supporting internal and external marketing activities, value proposition creation, specific client targeting and research, event organisation and marketing presence at industry exhibitions and events, developing best practice and sharing with the wider business.

Role Summary:

Bid Management

• Building upon CBRE's existing bid strategy documentation, develop processes and practices to maximise CBRE's chances of success in major (£10m+) Public and Private bids
• Develop specific practices, processes, governance, and content libraries for public sector business development, particularly through frameworks such as the Crown Commercial Services
• Identify, review, evaluate and understand the requirements of identified business opportunities (RFPs and Workshop sessions) and work to create successful win themes and strategies for response.
• Directly and managed via bid management and BD staff, deal promptly and professionally with all pre-qualifications, distribute documents between BUCs and BDMs as necessary and keep the opportunity lead fully updated on progress.
• Overall ownership of project management of RFPs and client workshops, from initiation to submission
• Supporting BDMs with creative and strategic input to RFP responses and manage the contributions of others supporting the bid to ensure timely delivery of best quality responses
• Develop and deliver exceptional RFP documents and presentations in line with Company standards, using the specialist support functions (procurement, HR, QHSE etc) as well as local operational managers.
• Manage communication between the client and CBRE throughout the bid process (where necessary)
• Attendance at tender site visits, client meetings and preparation of presentations and workshop materials, where necessary.
• Marketing and Events
• Raise the company profile by organising (and where necessary, representing CBRE at) industry events, networking events and promoting an image of professionalism at all times.
• Work closely with the central marketing team to provide draft press releases, content for the Weekly Round Up, ideas for article placement, new brochure content and other support for marketing collateral as necessary.
• Assist the Business Development team with preparation of materials for marketing events, presentations and client meetings.

Knowledge, Best Practice and Connection

• Become expert in CBRE's Value proposition and BD strategy, developing new content and best practice and sharing it across the UK and international business
• Attend the monthly UK Divisional Bid Management meetings and the monthly Pursuit Excellence calls with the global team.
• Maintain and prepare information for myKnowledge, Innovation register and other centralised useful information, feeding directly to the Strategic Development Manager.
• Develop appropriate systems and structure to ensure a consistent approach to tender opportunities.
• Develop and build professional customer relationships with existing, new and potential clients. Build relationships with operational managers and support functions. Maintain excellent relationships and after sales support to build mutual confidence in line with the agreed business strategy.

Bid manager and BD leadership

• One on one training and mentoring Bid staff to develop bid management, writing, research, and project management skills
• Organise and lead monthly meetings and regular catch ups with Divisional BUC's.

Learning and Development

• Keep the Division BD team and wider division up-to-date with industry developments, maintaining awareness of competitor activity and market trends.
• Facilitate internal and external training for BDMs and BUCs.

Reporting

• Maintain and prepare up-to-date input for internal Sales Reporting and other reporting requirements such as tender production costs.
• Attend Sales MMMs and other necessary meetings
• Provide detail of new wins to Strategic Development Manager for the FM Database/BatchGeo
• Maintain historical records and relevant contract documentation in the support of tenders and re-bids for the Business.

Person Specifications:

• Higher educational qualifications to degree would be beneficial
• Must demonstrate a good understanding of the requirements of customers in respect of the provision of Facilities Services.
• Must possess the ability to communicate effectively with staff, customers and suppliers at all levels.
• Must possess excellent IT skills e.g. reporting \ database management. Teamwork Must demonstrate the ability to develop good working relationships with colleagues
• Must possess the ability to plan ahead to achieve results
• Must have the ability to demonstrate a positive and self-motivated attitude towards the organisation and the achievement of objectives
• Must display the drive and determination to complete work effectively on time.
• Sales experience is desirable
• Experience of meeting tight deadlines
• Experience of preparing detailed written documents and reports to a high standard
• Experience of dealing with and co-operating with a wide range of people
• Excellent verbal and written communication skills. Must have an eye for detail and be conscious and methodical in approach.
• Must enjoy a fast-paced sales environment.

CBRE GWS

CBRE Global Workplace Solutions (GWS) works with clients to make real estate a meaningful contributor to organizational productivity and performance. Our account management model is at the heart of our client-centric approach to delivering integrated real estate solutions. Each client is entrusted with a dedicated leader and is supported by regional and global resources, leveraging the industry's most robust platform. CBRE GWS delivers consistent, measurably superior outcomes for our clients at every stage of the lifecycle, and across industries and geographies.

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