bid manager

Public Safety and Security (PSS), an Airbus Defence & Space Programme Line, offers advanced critical communications and collaborative solutions enabling its Mission and Business Critical customers to gather, process, and deploy intelligence. Its portfolio is tailored to the needs of professionals from Public Safety and Transport, Utility and Industry (TUI). It includes infrastructures, devices, applications and services based on TETRA, TETRAPOL and 3GPP Broadband technologies. As the European leader and a key international player, PSS has customers in more than 80 countries and employs around 1,200 people in 16 countries.

Bid Manager shall own and lead the bid project, including its required documentation and reviews. He/she is responsible for the preparation and timely submission of a committed bid to the customer in accordance with the customer’s expectations and company’s requirements and Process. In addition, he/she also needs to have capability to promote the full range of PSS Products, Solutions and Services portfolio, understanding the end users hot buttons, operational procedures and use cases, and assessing the evolution of customers’ missions.

Primary responsibilities

• managing the overall bid process from early opportunity identification to contract signature
• defining the bid strategy and ensuring that all internal activities, gate reviews, external milestones are successfully completed on quality and on time
• developing together with Sales, Product line and Operations as well as with the regional head of bid an attractive offer to meet the customer expectations as well as address customer hot buttons
• managing internal stakeholders and coordinating inputs from engineering, product line, logistics, finance, Tax, sales, legal and compliance, quality.
• arranging and leading review meetings as required between the relevant phase reviews
• ensuring the correct respect of profitability and cash related internal rules and apply the appropriate process in case of deviation
• analyzing risks to understand the financial exposure and response strategies
• participating in the customer presentations and negotiations with the Sales
• participating in the implementation of the PSS bid management transformation plan

Secondary Responsibilities

• Work in closed cooperation with Key Account managers to define sales strategy
• Collect and understand customer / end-users requirements
• Educate and promote PSS products portfolio and customers services values and USPs, against best-selling products, solutions and services from main competition
• Adapt and shape presentation content according to customer audience, customer expectations and PSS strategy
• Provide customers with solution options via technical whitepapers, presentations, and workshops. Run products demonstration to illustrate PSS solutions assets and operational benefits, and convince customers / partners to choose PSS products
• Shape coming RFP according to PSS portfolio assets and USP (Unique Selling Points) and services capabilities

General

• Contribute actively to PSS Bid community collaboration, team spirit, active listening and global performance and development
• Maintain sufficient knowledge and skills on new technologies (5G, IoT, Cloud Computing, mobile Apps...), new business models (SaaS, MVNO...)
• Speak up and listen up, always acting with integrity and respect while enforcing Airbus’ Code of Conduct and ethics and compliance standards and principles.

Personal & Interpersonal Skills

• English and Arabic speaking is mandatory, French is a plus
• Strong customer orientation, good customer relationship management
• Strong team player
• Has a strong business, technical, analytical, problem solving and verbal and written communication skills

Professional skills

• 5 years experiences in Bid Management, PMP and APMP certification is a plus
• Telco/IT engineering, with technical pre-sales international background ,and 3GPP based solutions experience is a plus
• M.Sc. Engineering in IT or telecommunication. Additional business education (example: MBA) is an advantage