Group Manager I - Sales

Job Summary


Responsibilities

• End-to-end management of proposals including organizing planning tracking the bid and working closely with sales account services and other functions to prepare a compelling proposal response for RFPs where we do not have an already existing solution and requires complex technical solutions with multiple technology elements.
• Understand customer requirements, business problems and drive the pursuit discussions towards building a winning proposal.
• Develop a good understanding of the key elements that should be part of the overall solution narrative and enable the pursuit team to get enough clarity and inputs to create a compelling response.
• Organize pursuit discussions, war rooms and discussions with other support functions like HR, Legal and Finance to complete the proposal response on time with quality.
• Manage very senior stakeholders within the organization, working closely and confidently with them.
• Provide regular status updates to the sales leadership, highlight issues and challenges to ensure timely intervention.
• Final formatting and packaging the bid response documents for submission.
• Measures of Outcomes: RFPs responded; RFPs won; feedback from internal stakeholders; review and rework required on RFP responses.
• Outputs: Bid Management: Organize plan and track the proposal end-to-end; Proposal Writing: Prepare relevant customized responses for proposals; Work with Services, Sales and other functions to get the right content/inputs; Quality: Ensure all deliverables are reviewed and signed off by designated function heads and the final package is ready for submission before deadline; Stakeholder Management: Drive pursuit conversations effectively to build the required solution; Influence stakeholders and drive pursuits with clearly defined win themes and differentiators; Get things done by other associates who are not in the reporting line; Teamwork: Take initiative to get the proposal team aligned with the differentiators that are expected to be projected in the response; Drive proposal conversations towards common goal.
• Skill Examples: Ability to write sales content from scratch relevant and customized to client requirements; Ability to drive pursuit discussions to define win themes and differentiators to create a winning bid; Ability to organize plan and track bid management activities get the necessary inputs from different stakeholders and stitch together to form a compelling response; A strong Pre-sales background; Proposal writing skills; Certifications like APMP will be an advantage.

Key Skills

• Proposal writing
• Bid management
• Pre-sales
• Stakeholder management
• Pursuit discussions
• Win themes
• Differentiators
• Sales content creation
• APMP

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