Proposals & Marketing Manager
WTS Energy
Total years of experience :7 years, 5 Months
Handling a dual role of Bid Management and Marketing Management for HR outsourcing services at a global scale.
Successful in developing and implementing a structured system for Bid/Proposals management. In parallel, preparing and managing tender responses for oil and gas companies in the Middle East, African and European regions.
Building marketing strategies to boost the market presence in the form of press releases, social media marketing, online marketing, collateral, brochures and so on.
• Lead/drive overall RFPs/RFIs plan and proposal project management for procurement services opportunity from UK, US and Australia
• Collaborate and integrate RFP/RFI response process and associated documents on high time-sensitive schedules for complex global engagements, which include gathering and tracking opportunity information and metrics
• Coordinate development of win themes, overall solution and preparation of proposal material to provide professional and successful proposal.
• Create and circulate Bid Management Plan Schedule, Executive Summary, Business Improvement Plan, Risk Log and Stakeholder opinion to the team within the agreed timeline
• Drive integration of win strategy and win themes throughout proposal deliverables as trusted peer of Opportunity Owner
• Provide operational leadership for proposal development & supports delivery teams to meet the bid milestones& internal approval requirements
• Maintain control file of proposal related documents (versions, appendices, iterative responses)
• Responsible for hand-off of final proposal documents to SMEs/Proposal Writer for harvesting and scrubbing of re-usable content
• Interface with other Proposal Support roles (i.e., SMEs, Delivery, Pricing, Contracts, Legal) and other internal sources to help develop responses to client requirements
• Review proposal documents for compliance with client requirements and specifications i.e., map proposal response to questions posed by client or consultant
NOTABLE HIGHLIGHTS
• Contributed majorly to the design and development of the internal repository and in maintaining the version control of all the relevant documents
• Actively participated in assisting the sales managers in writing whitepapers based on the procurement trends seen in the market on a global scale
• Converted new clients into regular clients by exercising win-win technique and building trustful and credible relations with them
• Devised and formulated strategic sales pitches to capture the new prospects in the market
• Developed integrated sales solution that addresses client’s business needs (both industry and business) and delivered client values while supporting TATA Elxsi business strategies
• Understood and navigated TATA Elxsi to identify, acquire and lead a cross-functional team of critical resources to develop the best solution for the client
• Thoroughly understood and applied TATA Elxsi strategies and offerings of Industrial Design Services
• Promoted ID capabilities to develop a winning sales solution which addresses the client’s unique business needs
• Implemented TATA Elxsi’s methods and models in the sales solution and articulated their value to the client
• Negotiated and closed deals with clients, ensuring smooth transition to delivery and high client satisfaction
NOTABLE HIGHLIGHTS:
• Achieved more than the assigned sales target - 110% in 8 months
• Interacted with the Large/Medium Enterprise Accounts on a daily basis to ensure the smooth business flow
• Prepared sales pitches to promote the company’s offerings and expand the business relationship
• Prepared business plans for new services, coordinated the development of new products with the Products/Marketing Team based on the inputs from the field
• Researched, analyzed and monitored financial and technological factors so that market opportunities may be capitalized on and the effects of competitive activity may be minimized
• Developed and executed product/marketing programs across various segments, both short and long term, to ensure the profit growth and expansion of company services
• Developed and recommended pricing strategy for the Large/Medium Enterprise segment along with the commercial management to result in the greatest share of the market over the long run
NOTABLE HIGHLIGHTS:
• Boosted the account base by 40% in 1 year, compared to the previous fiscal year
• Increased the revenue of the company by 25% within a period of 6 months
• Managed the technical bid process right from the review phase to the successful submission
• Coordinated review of the bid deliverables like the design basis, technical specification, drawings, datasheets, request for quotations, review of vendor offers and technical bid evaluation
• Prepared and recommended procurement plans / bidding strategies to best suit overall project plan
• Generated Action List to maintain track of all the engineering activities within the bid period
• Coordinated with the Planning Department in finalising the project schedule using Primavera
• Assisted in the preparation of the Engineering Execution Plan
• Formulated the Weekly Progress Report for all the bid related activities
• Forecasted the man power required after the project award and maintained a histogram of the resources for the current and prospective projects
• Identified the risks and opportunities involved in the bid and providing inputs for the Project Risk and Opportunities Management matrix (PROM)
• Devised risk policies, managed risks and implemented effective mechanisms to mitigate them
• Coordinated with external agencies for techno-commercial negotiations, prepared tender / contract documents, cost estimates, including billing, variation/ deviation proposals and claims
• Interpreted contractual obligations & rights and evaluation of technical / financial problems for management reporting
NOTABLE HIGHLIGHTS:
• Successfully developed a local procedure (Level 2) for Bidding and Estimation for the Electrical & Instrumentation Department which was implemented by the Bid Support Team
• Instrumental in standardising all bid activities of the department by creating templates
• Actively involved in creating a Department Standard Template for populating engineering man hours
• Significantly contributed towards development of Procurement Tracking Register for monitoring of vendor packages and generating Action Lists for constant tracking and coordinating key activities
• Nominated as the Focal Point for all bid activities representing engineering