Techno Commercial Head

Techno Commercial Head
Roles & Responsibilities:
● Support and drive the bid process
● Compile, edit, and proofread commercial proposals which contain technical content and
designs
● Ensuring that these are presented in a professional and concise manner Ensuring that
the most appropriate and relevant solutions for each bid are effectively pulled together
from all parts of the business
● Review and revise documents prepared by others and coordinate the preparation of
those materials into a completed bid document Determine the scope and timeline of
new bids. Lead and coordinate the preparation of the bid, ensuring that other
contributors provide information on time to the correct standard, answering the client’s
needs
● Develop knowledge of business, its products and services by reading and reviewing
previous bid and design documents and spending time on presales, technical and
commercial functions
● Develop computer-based document store and reference materials Review and improve
other customer materials and develop a consistent set of standards for other
commercial functions to follow
● Develop a set of standard templates for less complex bids
● Management of all aspects of the bid process to ensure deadlines are met
● The ability to co-ordinate and set goals for staff both internally and externally to achieve
desired results. The post involves the setting of time-sensitive tasks for members of staff
to produce work for the team in good time for the relevant document submission. The
allocation of work will be to members of staff both below and above the grading of the
post.
● The position requires that tenders and business proposals meet all relevant
specifications, are in line with the most recent research available and best practices, and
are compliant with client requirements.
● To provide technical and commercial writing skills to the team and have the ability to
produce cost information to help the Tender Steering Team make decisions.

1. To assist the sales lead in the bid qualification (bid go/no go) process for complex
opportunities
2. Manage virtual bid teams and inputs from a variety of stakeholders, typically involving
contributions from sales, marketing, proposal production, global solutions, IT, pricing,
finance, commercial, legal and delivery.
3. Leverage value drivers fitting with client and opportunity situation, develop value
messaging and positioning based on joint value creation and develop a proposition plan
mapping value drivers/targeted units/phasing/resources (including use of partners).
4. Ensure overall consistency of the bid strategy and anticipate critical success factors.
5. Preparing and reviewing the commercial aspects of the bid, ensuring all services are
included in the final price to the customer
6. Risk tracking and management throughout the bid process
7. Address complex issues involving interactions up to client executive and internal
executive level.
8. Manage the escalation process with large bids, including communication with Sales
Operations and Sales Management team.
9. Managing the production of the written proposal - both in terms of content and
presentation (such as preparation of a management summary), sets guidelines for
proposal responses in terms of win themes, word count etc.
10. Drive the quality of the proposition both written and presented orals.
11. Managing the bid budget
12. Ensuring timely delivery of compliant and commercially sound bids
13. Understanding and resolving complex technical, strategic and business issues
14. Arranging all post bid reviews with customers
15. Updating deal tracking registers
16. Must be an excellent communicator
17. Assist in developing customized solutions and responses for prospective clients through
response to RFXs. The solution should entail, at the minimum Customized value
proposition clearly articulating value-adds Migration timelines, project plans
18. Staffing plan, Organization design, Pricing inputs
19. Work with onsite sales & SAM (Sales Account Management) teams to manage &
own/lead responses to customer/ client requests for information, proposals
20. Provide presentations; conduct research and competitive analysis associated with new
opportunities