Job Information
BlackBox Pursuit / Capture Manager in United States
Job Description: Bid Manager
We are looking for a dynamic leader to join our team! You are a Team Leader who loves to win by qualifying opportunities and developing winning strategies that benefit the customers and our company. You are energized by facilitating the pursuit of large and complex business deals while coaching your pursuit team members (e.g. sales, sales engineering, etc.) as they develop relationships at key buying influences including the “C Suite” level. As the Pursuit/Capture Leader for Black Box you will:
Assemble and manage the bid/pursuit team to prepare and submit a winning proposal, while taking ownership of the end-to-end proposal development process.
Bring the best thinking and align resources to improve win rates and ultimately win profitable business for Black Box.
Drive the team and processes employed to identify:
the business issues of our customer,
how Black Box can uniquely solve the issues
the value of the Black Box solution
Remain involved through the presentation and negotiation stages, ensuring.
All documents and deliverables are developed to support BAFO and Contract finalization.
All lessons learned are fed back and implemented.
Website: www.blackbox.com
Location: Remote
RESPONSIBILITIES
Strategy Leadership:
Qualify the opportunity in terms of the Black Box objectives, capabilities, resources and current position in the overall competitive landscape.
Make recommendations whether to pursue or decline the opportunity/pursuit.
Consult with key stakeholders to build an effective team which can meet the potential customer’s objectives.
Lead the pursuit strategy to properly position Black Box to differentiate us from the competitors.
Conduct competitive assessments.
Facilitate, lead and coach oral preparations by developing orals strategy and coaching on presentation skills.
Consult with key stakeholders and devise key messages and win themes which illustrate the strengths and benefits the team/firm brings to bear to address the client’s needs.
Drive realistic expectations, but cultivate a ‘meet and exceed’ environment.
Pursuit Deliverable Management:
Develop the Pursuit strategy and identify actions that need to be taken to implement the strategy and plan.
Coordinate and lead status and progress meetings to ensure Pursuit Plan remains on tract.
Review proposal development to ensure win theme and strategy are integrated.
A detailed understanding of business issues and how they impact a company’s ability to grow profitably in their market space.
Mastery of key elements of the pursuit process.
Expert communication and influence skills. This will be key to your Team Leadership success.
Proven effective in working across organizational boundaries (e.g. corporate divisions and/or multi-nationally based divisions).
Strong demonstrable leadership experience, in particular in large complex matrixed organizations.
Ability to interface with Black Box leadership and speak truth to power.
Ability to manage a “war room” and balance efforts between strategic initiatives and tactical activities.
Skilled in conflict and change management.
Due to the nature of the work, tight deadlines, etc. flexibility is required.
Experience & Education:
University/Bachelor’s degree required. Advanced degree preferred.
Minimum 3 years of complex and large sales experience.
Shipley / APMP training and/or certification in Bid Management is desirable.
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