Bid and Proposal Manager              

Role Purpose

Drives the bid team and the business to develop compelling winning propositions that comply with our customers’ requirement yet do not compromise our high standards of corporate integrity.  Manages all bidding activities in accordance with Winning Business Best Practices from initial customer contact through to contract signature including the development of bid strategy, plan and budget to enable submission of bid responses to requisite time, cost and quality standards.

In addition, manages the timely creation of compelling bid documentation utilising storyboard and quality review events.  These roles support and co-ordinate the preparation, planning, research and management of the proposal deliverables and authoring activities.  Supports the overall Sales community by independently completing early bid phase (i.e. RFI/EOI/PQQ) submission documentation.

  Key Accountabilities

Leads the Bid: Leads and manages all members of the bid team to work together to achieve a successful outcome (win). Win Strategy Articulation: Understands the win strategy and through analysis, articulates this to the bid team to develop a solution that aligns to Fujitsu’s overall strategy and in turn maximizes our chances of success. Informs Qualification: Supports the Opportunity Owner in the qualification of each opportunity through the use of professionally facilitated lessons learnt, competitive analysis and win strategy development events. Bid Budgeting: Develops a bid budget for the lifecycle of the opportunity and thereafter monitoring/controlling expenditure against approved budget on an ongoing basis to remain within approved limits. Bid Planning: Develops a bid plan that supports the timely completion of all activities necessary to produce a compelling, assured and governed proposition and associated response documentation. Bid Resourcing: Identifies, organizes and controls resources required to support bid production ensuring the delivery of quality contributions from all team members. Bid initiation: Initiates the bid alongside the Opportunity Owner; through a formal kick off event that engages all bid team members and supporting stakeholders and delivers a consistent understanding of who the client is, what the opportunity is, who we are competing against, how we are going to win, challenges faced, team roles and responsibilities, the plan to execute the win strategy and behaviors that all bid team members and supporting stakeholders are to exhibit. Proposition Development: Manages the bid team to ensure the proposition and underpinning solution is developed to comply with the customer’s requirements and is aligned to the overall win strategy.  Ensures the production of all relevant assurance and governance collateral in a timely, engaging manner to support review and subsequent approval. Response Development: Ensures the creation of exceptional customer response documents through the holding of professionally facilitated storyboard events that both provide response structure and supports the articulation of win themes.  Monitors the development of the response to support the timely completion of quality review events to achieve scores of 4 or more when assessed against the Shipley best practice model or equivalent standard. Knowledge Management: Create and maintain Fujitsu’s knowledge base of articles to support the production of best in class proposal responses. Storyboard Development: Ensures the creation of exceptional customer response documents through the development of storyboards that both provide response structure and supports the articulation of win themes.  Monitors the development of the response to support the timely completion of quality review events. Proposal Development: Manages the completion of proposal deliverables and authoring activities to achieve the milestones specified within the bid plan. Provides guidance, support and coaching to authors, resolves problems and ensures that the deadlines defined by the Bid Manager are met. Escalates or resolves any issues that affect progress to the Bid Manager as soon as they become apparent. Visuality: Manages the visual design of the proposal and ensures that all proposal graphics are designed to a common format. Risk Management: Works with the Program Lead to identify, analyze, respond and manage bid risks, assumptions and dependencies throughout the lifecycle of the bid enabling the informed completion of Due Diligence as necessary to support customer engagement and subsequent contract negotiation. Contract Finalization: Co-ordinates the negotiation and contract finalization process, ensuring all activities are completed in a timely manner and in turn enabling the company to enter into an understood contractual agreement. Bid Closure & Handover: Manages the formal post contract handover to operations/assigned account team and ensures that a formal lessons learnt event is completed to improve future performance. Continuous Improvement: Ensure continuous improvement of bidding function through sharing of best practice, knowledge, experience and collateral.

   Key Performance Indicators

 Proposal Quality- The quality of submitted proposals is assessed based on several critical factors, including their completeness, clarity, adherence to compliance standards, and alignment with client requirements. Internal Client Satisfaction - Feedback gathered from internal clients, including Client Executives (CEs), Solutions Architects (Sas), and Subject Matter Experts (SMEs). Proposal Submission Rate - The combination of achieving a 100% on-time submission rate for bids and the total number of completed bids. Commitment to Team Development - Guiding and mentoring team members, sharing innovative strategies for proposal development, and introducing new techniques or technologies to enhance the bidding process collaboratively. Active participation in projects aimed at improving processes and tools.

   Required Qualifications

5+ years in IT services industry 5+ years in bid and proposal management - focused on IT Outsourcing business 5+ years of managing and successfully winning $5M+ pursuits  Bachelor degree a plus French and English speaking preferred  Excellent written and communications skills.  Ability to write new original proposal and sales content Deep knowledge of Bid and Proposal Management best practices (APMP and Shipley) Proficiency in project management (PMP training or certification), management of matrixed resource teams Excellent facilitator to Executive leadership and client leadership - articulate, professional, calm

    Role Specific Competencies

Competent in using MS PowerPoint, MS Excel, MS Project, Adobe PDF, Graphics Packages Expert level MS Word Winning Business Best Practices Communication Skills IT Industry Knowledge Knowledge Management Managing People Managing Tasks Marketing Communications Preparing Bids and Tenders Proposal Content Production Proposal Management Techniques Proposal Tools Mastery

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Fujitsu salaries are aligned to the specific geographic location in which the work is primarily performed. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. ​ It is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the circumstances of each situation. The pay range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to: specific skills, qualifications, experience, and comparison to other employees already in this role. The pay range for this position is estimated at $63,700.00 to $91,728.00 CAD. Additionally, this role may be eligible for a short-term incentive based on company results and individual performance.​
 As a technology company, Fujitsu recognizes that human resources are its most important capital. To create an environment where all employees can work positively and healthily, both in mind and body, we offer a full range of health,​ RRSP, and other benefits.