Job Description Position Title, Responsibility Level Function Bid Management Reports to VP Sales Permanent/ Temporary Permanent Span of Control Location India Summary of expectations from this role Bid Management will be responsible for cultivating EXL’s presence in the market and growing business development opportunities with clients with whom EXL has or not had previous significant contact or is a prospective client or an existing client. It is expected that the successful candidate will bring significant experience and relationship in Customer Experience for Retail, Manufacturing, Media, Travel and Healthcare markets. The successful candidate should be motivated by winning financial incentives as well as career growth
- Key responsibilities include: The candidate will be responsible for Bid Manage pursuits Manage the response process against RFI / RFP’s and ensure that all the milestone and deliverables get met in timely manner Identify inter dependencies and develop and overall bid project plan with tasks and milestones, deliverables and associated time lines Validate timely approval from heads of aligned functions Organize and initiate solutions workshops Facilitate pricing development work with pricing team and secure necessary approvals Provide best in class bid support to the sales team Support in winning bid for the business unit in end to end bid management of medium to large deals Ensure that the win rate is maximized through the appropriate and timely engagement of sales commercials and subject matter experts in the bid process Ensure consistent application of the organization bidding guidelines to all assigned pursuits Manage and coordinate stake holder relationship the Sales and Marketing and Delivery organization Part of highly competent team of qualified self-managed professionals from diverse academic and professional back ground High visibility combined with the opportunity to make an immense and significant impact on global service line Ability to play and active role in contributing to the growth and future of the business vertical. Ability to interface and network with the leadership and key decisions makers This job may involve some international travel for client meeting and due-diligence & migration of new processes. Hence, the candidate must possess a valid passport
- Primary Internal Interactions Below: Operating Leaders Above: Solutions Leader, Global Business leaders, Global operating leaders, Executive Committee members, Sales leader Support: Training, FP&A, HR & Process Excellence and Client Relationship Managers Primary External Interactions Clients: Various levels (, Process Managers, Client’s Project management Office, Client’s Leadership, DFOs) Organizational Relationships Reports To : Solution Leader Supervises : VP Skills Technical Skills Efficiency in computers – MS Office and Accounting Process Specific Skills The candidate should have a broad and deep experience bid management process and RFI/ RFP submissions Obtaining proposal management experience Demonstrate previous exposure to contracts and an understanding of basic contract language Providing proven leadership and management experience Having extensive sales experience Possessing experience interacting with executive level staff Business Skills Big-deal experience – Person should have proven experience in closing deals with ACV > $5M and TCV > $20M. Effectively identify and translate client needs into EXL services. Develop an understanding of customers’ business needs, matching them with EXL’s capabilities, and developing winning proposals for EXL. Work effectively across the EXL organization and partner with the appropriate team members to demonstrate the depth and breadth of EXL’s solutions. Ability to communicate confidently at the C-level to build meaningful internal and external relationships. Broad functional knowledge within the specific sector and able to connect with a variety of executive level stakeholders on their specific pain-points. Soft Skills (Minimum) Strategically minded and able to create a consultative and solution-minded sales environment. Aggressive, high-energy style who is motivated by winning. A “quick study” and “self-starter” – leads with an impatience for the status quo and a true sense of urgency…a forward thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business issues Demonstrated ability to work in a multicultural global environment. Strong Communication & Interpersonal Skills Advanced presentation skills, coupled with solid executive presence and the ability to establish immediate credibility Good people management skills - highly professional in dealings with clients and co-workers Ability to deal with unexpected and/or delicate situations calmly and with sound judgment Ability to manage multiple projects and meet deadlines under pressure Ability to communicate effectively at all levels Demonstrated ability to work in a multicultural global environment. Education Requirements Minimum – MBA or equivalent professional qualification Work Experience Requirements 10+ years of post-qualification experience Minimum 10 years in Bid Management preferably in a 3rd party BPO environment Annexure: Acknowledgement (acknowledge that the information contained in this document is factual and complete) ___________________________________ ___________________________________________ ____________________________ Candidate Supervisor/Manager Date
