Bid Manager - Printing
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At HP Inc., our products are inspired by our customers and reflect our passion to fuse form, function, style and reliability into great computers and printers. This focus, coupled with unmatched global scale, has made HP Inc. the world's leader in printers and PCs, with a product portfolio that encompasses personal computers, technical workstations, printers, graphics solutions, managed-print services and internet services. We attribute our success to the expertise, passion and commitment of our people.
Our vision is to create technology that makes life better for everyone, everywhere - every person, every organization, and every community around the globe. This motivates us - inspires us - to do what we do. To make what we make. To invent, and to reinvent. To engineer experiences that amaze. We won't stop pushing ahead, because you won't stop pushing ahead. You're reinventing how you work. How you play. How you live. With our technology, you'll reinvent your world.
For the Dutch Strategic Proposal Center, we are currently looking for a Bid Manager/Coordinator for the Printing Business Unit in the Netherlands.
As a Bid Manager/Coordinator, you will be responsible for the end-to-end RFx and Proposal management as well as coordinating bids with bid desks from assigned strategic partners. You will offer Tender Support activities to the Direct Managed Print Services (MPS) Sales team and the Indirect MPS Sales Team. The Bid Manager will be assigned to local and global bids, and serves as the single point of contact to the bid team for proposals and other client deliverables. Bid Managers are responsible for the effective operation of the bid team and document review process, including resolution and/or escalation of development issues and final document generation.
For Direct MPS Sales, the Bid Manager will perform all Bid Manager activities for Tenders and RFx where HP wants to submit directly, in support of the Pursuit Manager. The Bid Manager develops and manages the bid plan, which might include orchestrating the solution and proposal, ensuring compliance with customer requirements and company value propositions. The Bid Manager ensures that the technical, commercial and service parts of the proposal are optimized, consistent, timely delivered, fully approved and of excellent quality. Main bid management activities are: coordination Bid process and (virtual) Bid team, Bid Project Management, Bid Writing and Editing, Bid Production and Submission.
For Indirect MPS Sales, the Bid Manager will coordinate with assigned Print Partners in answering market consultations, and planning and delivering winning proposals. The goal is to increase the number of tenders where HP products and services are offered by making it easy to do business with HP, and to increase win rate by offering high quality proposals. Main Bid Coordination activities: coordinate action points for HP Bid team, point of contact for Bid-related questions from Partners, deliver and review texts (HP-specific texts), deliver technical specifications and other information for presentations, build and maintain relationships with Partner Bid Managers (including regular partner visits and organizing partner events), and fulfill Bid Management Consultant role for Partners.
The Bid Manager ensures a structured approach to deal management from qualified opportunity to win by minimizing the risk for HP and maximizing the chance of success. In addition, the Bid Manager develops and manages a comprehensive bid plan and ensures the support team is staffed, engaged, and equipped to fulfill its respective tasks.
The Bid manager advises on the winning configurations and pricing based on a deep understanding of HP's products and services. He has a deep knowledge of the competition and industry trends, and creates solutions that maximize revenues and profits within the competitive framework. He also supports Reseller by offering advice and co-write strategic tenders.
The Bid manager focuses on improving the quality of proposals by creating a repository of bid questions & answers, templates and standard texts, and developing a community of Tender specialists at the Partners. He analyzes opportunities for improvement through Win/Loss reviews, both for internal HP as well as HP Resellers.
The activities include, but are not limited to:
- Guard timelines for tenders
- Compiling questions/answers to be asked with regards to a tender
- Gather and check tender content from sales, presales and category
- Editing the proposal and customize the story line to a particular customer
- Maintaining a database with content to be leveraged in other tenders
- Maintaining a database with strategic questions to be asked in tenders
- Educate and support tender specialists at partners
- Coordinate tender submissions with strategic partners
- In-depth knowledge of competitive portfolio and strategic themes
- Keep track of industry trends
Education and Experience Required:
- First level university degree or equivalent experience; may have advanced university degree.
- 4-6 years of experience as a bid manager and/or direct sales, working on complex deals
- 5+ years of experience in the B2B Printing and/or ICT market
- Affinity with Print products
- Excellent communication skills and can effectively articulate technology and product positioning
- Excellent negotiation skills
- Excellent Dutch and English communication skills both verbal and written (part of the application interviews can be conducted in English)
- APMP Certification (Foundation/Practitioner) recommended
Excellent MS Office skills (Word, PowerPoint)
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