Senior Sales Operations Professional
Jacobs
Total years of experience :17 years, 10 Months
Supporting Jacobs UK bids
o Lead the consistent application of Jacobs Relationship Based Sales process to win work.
o Plan, organise and coordinate the production and delivery of Pre-qualification and compliant Tender responses.
o Translate win strategies into key themes and produce high-quality response documents with competitive and compelling sales messages to satisfy client business goals. Lead Storyboarding and Proposal review meetings.
o Work with Sales Leads to support strategic positioning and opportunity development. Collect company data, conduct client, competitor and market research and analysis as appropriate for opportunity strategy development and response documents.
o Responsible for all Information Management on Client Portal and Jacobs Knowledge Management systems (Share Point, Knowledge Centre). Develop and maintain sales qualification materials and supporting information.
o Apply lesson learnt to encourage continual improvement within the sales process.
• Ownership of the end-to-end bid process for delivering proposals (1 MAED to 200 MAED proposal value) in the areas of Command and Control, Geographic Information Systems (GIS), Satellite Imagery and Mobile Mapping.
• Serve as a single point of contact during the tendering process. Effectively coordinate, distribute and assimilate inputs throughout the bid lifecycle with internal (Senior Management, Sales, Product/ Marketing, Technical, Projects, Finance and Legal) and external (Customer, Partners and Suppliers) stakeholders.
• Implement the Sales Manager and Senior Management bid strategies. Lead the bid team in the planning and delivery of bid in line with agreed strategies. Understand the key technical and commercial requirements for the bid and communicate amongst relevant team members.
• Organise Bid/No Bid Quality Gate review with the CEO, CFO, Chief Engineer, Chief Projects Officer, Sales Manager, Legal Manager and System Architect(s).
• Chair the Quality Gate reviews till the awarding of the Contract.
• Identify potential suppliers and partners. Discuss, prepare RFQs/RFPs, Work share & Responsibility split and procure quotes and supporting documents based on tender requirements.
• Estimate manpower resources, operational, finance, insurance, risks and bid costs and prepare the commercial aspects of the bid, ensuring all requirements and services are included in the final price to the customer.
• Perform tender risk assessment coordinating internally.
• Build and finalize the Project Pricing (Bform) based on target price and budgetary information from internal / external stakeholders assuring minimum profitability to the company while submitting a competitive price. Ensure consistency on the pricing with respect to previous bids and contracts.
• Prepare or compile the Technical Proposal, Initial Project Schedule, Manpower Histograms, Organization Chart, Execution Statement, Technical Compliance Matrix, Responsibility Matrix, Bid Forms, etc. as per standards and requirements.
• Write the Commercial Proposal with the key terms and conditions minimizing the risks for the company. Communicate the key client requirements and solution benefits in concise and effective manner.
• Ensure consistency between the Commercial and Technical Proposals and articulate effectively how best our solution and company shall meet the client/project requirements.
• Design and structure the complete bid and constituent documents to be aesthetically pleasant and attractive.
• Propose cost optimization and alternative solutions to Senior Management.
• Proactively participate during the Post Tender Clarification, Presentation and Negotiation phases. Prepare Company Presentation and Pre-qualification responses.
• Review and contribute to the Contract Review and Finalization Phase.
• Undertake Company procurement: gathering quotes from at least 3 different suppliers, preparing the RFQ or Scope of Work, evaluating the offers from both technical and commercial aspects and finally preparing and releasing the Purchase Orders gaining approval from management.
• Initiate and maintain company registrations with various government authorities and agencies coordinating internally.
• Periodically update and maintain the Proposals Collaboration site - Sharepoint.
• Update the Quotation data bank and supplier costs for quick reference and capitalization.
• Periodically report to the senior management on the bids pipeline and statistics.
• Undertake client and competitor market research for developing the business case or strategy for new opportunities.
• Assisted sales team in preparing and delivering winning bids based on Tender Requirements, Contract Conditions, Scope of Work, Drawings etc. thus increasing potential client base.
• Prepared Technical & Commercial Proposals, Bid Presentation, Project Schedule, Organization Chart, Bid Forms and other documents.
• Estimated and finalized bid pricing by considering labour costs, equipment / tools, vendor costs, and operational/finance/insurance costs.
• Played a key role in the Presentation and Post Tender Clarification responses with the assistance of the Sales and Technical Manager.
• Submitted competitive and risk controlled bids with the directions of Bid and Technical Manager according to internal process of the company, strategy and customer requirements.
• Developed and drove the Bid Plan and Bid Deliverables.
• Facilitated the smooth functioning of the tendering team and organized Bid Reviews / Quality Gates and Bid Progress Meetings to evaluate various parameters of project requirements, competitiveness etc.
• Prepared Technical and Commercial Response documentation based on RFPs/RFIs, Project Terms & Budget, Tender Forms, SOW, Drawings etc.
• Estimated manpower resources, Project Capex, Operational and Bid Costs and determined the Project costing and Pricing within the targeted budget. Assessed project risks coordinating with Technical, Finance, Legal and HSE teams.
• Proactively drove the Post Tender Clarification responses in tandem with the Sales and Technical Manager.
o Led the Services Bid production on Etisalat’s domestic and international infrastructure projects, preparing
competitive bids in a timely manner, in accordance with company procedures.
o Liaised with internal team in developing bid strategies.
o Estimated bid pricing and prepared Commercial proposals.
o Wrote and contributed to technical bid documentation; developing the Technical Compliance, Project Management Plan, Implementation Schedule, Responsibility Matrix, Maintenance/Support and Training Proposal etc.
o Participated in post tender clarification, presentation and contract reviews.
o Played a vital role in enhancing standard contract terms on services and delivery aspects, Services Delivery & Acceptance Model, Change Management Procedure, and Snag Definition.
o Design and estimate Structured Cabling and Optical Fiber Infrastructure for Commercial, Retail, Educational or Residential buildings, campus or cluster.
o Cost the project analyzing the drawings, specifications, site conditions and design guidelines.
o Prepare Bid Documentation - System Description, Compliance, Project Management Plan etc.
o Drive the Enterprise Business - Internet Leased lines, IPLC, ATM, VPN, Data Center, VOIP and Mailing Solutions through the Channel Network.
o Handle Key Enterprise Accounts - sales, customer satisfaction & relationship management.
o Engage in market research, business development and competitor analysis activities.
Accomplishments:-
o Developed the Channel Partner Network for Enterprise business in six new towns.
o In coordination with the NOC/Access Design teams, have provisioned services on varied last mile access options - Metro Ethernet, Microwave, FSO, MMDS 5.8GHz Wireless, Leased lines.
Masters Program in Telecom Management
B.E - Electronics and Communication Engg.
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