Manager

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

• 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.

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

Acknowledgement (acknowledge that the information contained in this document is factual and complete)