Work winning (bid) Manager (w/m/x)

Your Impact:

We are an international engineering company providing services in the field of technical consulting, design, and investment project management.  
Our Global Design Center (GDC) Poland is made of skilled experts and professionals that support local and international projects from offices located in Krakow and Warsaw. They cover the following markets: Advanced Facilities, Water&Environment, Transportation, Energy&Power, Cities&Places, Digital.
 
By working together in international teams and with different perspectives, we gain the experience that is our collective strength. In Jacobs, every day is a chance to make the world a better place – let’s design your career with us!

As Work winning Manager, you facilitate and lead the application of the end-to-end Relationship-Based Sales (RBS) process to help position Jacobs to win specific projects, programs and develop meaningful client relationships. You focus on specific opportunities, client accounts or new services that contribute overall growth for our region partnership with our Outside Sales Market Directors. Advocating and implementing our bespoke process. Autonomy is a given, but the ability to manage competing priorities and deadlines in a fast-paced environment is important to being successful. You collaborate and challenge the Sales Lead and Capture Manager/Operations in developing distinctive value propositions that enhance our customers’ competitive position. Leverage global network to identify and put forward Jacobs’ unique capabilities and resources. Organize, direct, and motivate multidiscipline opportunity teams to develop sales deliverables for specific proposals to grow the business.

Jacobs’ Relationship-Based Sales methodology:

• Champion and lead the implementation of our Relationship-Based Sales (RBS) methodology
• Work with Sales Leads and Capture Managers/ Operations to develop B&P estimate, gain approval, regularly monitor B&P spending, and report any significant variances of the specific opportunities.
• Develop understanding in review of client terms & conditions, pricing strategies and Jacobs’ financial metrics. 
   

Sales and Marketing Materials & Knowledge: 

• Develop and maintain qualification materials including project descriptions, experience matrices/overviews, safety and quality statistics, capability statements. Work with Operations to capture and develop performance proofs and client testimonials relevant to the opportunity/proposals.
• Collaborate with Sales Lead and Capture Manager/ Operations in developing distinctive value propositions that enhance our customers’ competitive position relating to Opening Game.
   

Jacobs’ Brand Representative:

• Lead by example, be proactive in ensuring health and safety of opportunity team throughout. Be an advocate of our BeyondZero culture and company values.
• Provide support to Global Sales e.g., timely preparation of press releases, providing input to our Annual Report, and support of Global Sales initiatives as appropriate.
   

Opening Game/ Market & Account Strategy

• Partner with Market Sales Director, Head of Sector and S&T in key Opening Game activities, e.g. client, competitor & market research, development of Market Roadmaps. 
• Support Sales Leads and Client Account Managers (CAMs) in key Opening Game activities.
• Leverage global network to identify & convey Jacobs’ unique capabilities & resources.
• Collaborate with S&T and Outside Sales to develop Capability Statements and White Papers.
   

Middle Game (Opportunities)

• Organise, direct, and motivate a multidiscipline opportunity team to develop Middle Game win plans and strategic sales actions and deliverables, or stimulate the assignment of teams for assigned opportunities.
• Conduct Opportunity Go/No Go and strategy reviews.
• Develop Win Plan (Gaps to Value Proposition), SWOT analysis, and Executive Summary.

End Game (Bids & Proposals)

• Arrange or lead the planning and of all elements of End Game, e.g. analyse client request, develop response plan (B&P budget, response team, compliance check-list, response outline, schedule), initiate Go/No Go, conduct Pink Team, conduct kick-off meeting, manage and work with team to develop response sections, refine Executive Summary, conduct in-progress reviews, prepare Red Team package, incorporate Red Team input, schedule Pricing Reviews, ensure on-time delivery of response.
• Analyse client requests & develop response plan.

Here’s what you’ll need:

• At least 5 years of experience in similar position (major opportunity/ bid / proposal management) preferably from a large Engineering company
• Engineering or business development related degree
• Excellent communication skills (in English language – written and spoken)
• Experience at leading and working with teams in fast-paced environments on large and/or complex projects
• Strong interpersonal skills to lead and facilitate meetings and build relationships across Growth & Sales and operations
• Strong leadership skills, a passion to win, plus excellent writing ability
• Proactive attitude, ability to motivate yourself
• Strong organisational skills with the ability to manage multiple tasks simultaneously
• Strong attention to detail as well as the ability to establish and meet deadlines/budgets

We offer:

• Unique company culture fostering individual career growth and work-life balance
• Full-time employment contract with salary corresponding to qualifications
• Hybrid or stationary working model – depending on your preferences
• Flexible working hours (we start between 7:30-10:00am)
• “Short Fridays” (we work 6h on Friday)*
• Flexible benefits package (Lux Med medical care, psychological care, life insurance, My Benefit cafeteria system, including Multisport card co-financing, car park sharing system)
• Membership in Jacobs employee networks (Women’s Network, OneWorld, PRISM, Careers Network, Green Team, Toastmasters, Collectively and others)
• Continuous development opportunities, including a range of professional trainings and certifications (e.g. ACCA, CIPS), Graduate Development Program,
• Learners’ Community, self-learning platform

We know that if we are inclusive, we’re more connected, and if we are diverse, we’re more creative. We accept people for who they are, regardless of age, disabilities, gender identity, gender expression, marital status, mental health, race, faith or belief, sexual orientation, socioeconomic background, and whether you’re pregnant or on family leave. Find out more about life at Jacobs.  
As a Disability Confident employer, we will interview all disabled applicants who meet the criteria for a vacancy.  
If you require further support or reasonable adjustments with regards to the recruitment process (for example, you require the application form in a different format), please contact the team recruitmentpoland@jacobs.com