Bid Proposal and Pricing Manager

3 months ago

Sterling, United States ORBCOMM Full time

A little bit about the role:

We are looking for a detail-oriented, self-starting Bid Proposal and Pricing Manager who can support planning, project and product management, contract business terms and pricing management for new and existing customers.


You will review requests for information/bids/proposals (RFIs/RFPs), develop proposal plans, outlines, and schedules; and lead and develop winning proposals. Provide the necessary leadership to ensure that the proposal product is fully responsive to the acquisition requirements and that it is prepared in a way that communicates a winning solution with clear discriminators. This role acts as a liaison between company stakeholders including business development leads, SMEs, and the executive team.


You will be responsible for proposing competitive pricing while maximizing the company's revenue growth and profitability by optimizing pricing strategies and introducing new methods. In this role you will need be passionate about sales and pricing projects and will be responsible for the entire pricing lifecycle: from management, to analysis, to optimization and data mining.


Roles and Responsibilities:

Proposal Management:

  • Assumes responsibility for developing and leading and ensuring proposal schedule, compliance, quality, production, and delivery.
  • Initiate proposal plan for each opportunity, capturing writing assignments and deadlines.
  • Lead the bid kick-off meeting and follow up meetings as necessary, assigning tasks and deadlines.
  • Project manages each response, tracking concurrent work across the team and actively communicating with contributors.
  • Work with stakeholders/SMEs, as needed, to complete necessary forms, required data, and fine tune documents for consistent message across the proposal.
  • Reviews proposal draft and final versions for responsiveness, thoroughness, accuracy, financial considerations, quality, and effective design and layout.
  • Facilitates strategy sessions and works with team members to develop solutions and identify strengths, discriminators, and value substantiation.
  • Maintains comprehensive knowledge of past successful proposal activity and uses repositories (such as Loopio) to identify past content potentially relevant to current proposal efforts


Pricing Management:

  • Implement pricing strategies for all markets, product types and customer segments.
  • Participate in the design of new tools and strategies for profitable pricing and a centralized pricing structure.
  • Work closely with the product and sales teams and business leadership in the development of the medium- and long-term product and service pricing strategy that will win business and grow revenue.
  • Service Pricing Business Intelligence: Participate in monitoring market prices for services similar to ORBCOMM. Collects data, verifies the competitiveness of our prices on an ongoing basis, and implements appropriate corrective measures (price adjustment plan, etc.) in collaboration with the global sales team.
  • Participate in the implementation of a pricing management system: Understand and support the creation of models and algorithms to automate pricing decisions, in collaboration with Sales and Revenue Operations team.
  • Manage Deal Desk which includes streamlining the deal process, optimizing deal structures, and facilitating cross-functional collaboration.
  • Serve as a trusted advisor to sales, consulting on deal structure, pricing, discounts, and business terms. Ensure deals are profitable and align with company policies, legal requirements, and revenue recognition guidelines. Provide sales training and resources related to quoting, pricing, policy, and related processes.
  • Develop a formal approach to discounting and special terms for non-standard deals, ensuring mutually beneficial outcomes for both parties.
  • Collaborate with cross-functional teams, including sales, finance, accounting, legal, and revenue operations, to build productive relationships and align deal desk efforts with overall business objectives


Desired Qualifications and Experience:

  • Bachelor's Degree +7 years relevant experience or 10 years relevant experience.
  • Financial acumen, ability to translate corporate financial goals into consistent deal support strategy.
  • Financial deal analysis to include margin, profit, NPV, ROI and cash flow calculations
  • Strong organizational and management skills to oversee multiple projects at once.
  • Ability to excel in deadline-driven environments.
  • Ability to quickly identify problems and solve them independently.
  • Strong verbal and written communication skills.
  • Proficiency with Microsoft Suite (Word, Excel, PowerPoint).


Additional Preferred Qualifications:

  • Experience at an IoT product and service company and/or transportation organization.
  • Experience using Salesforce
  • Experience with online bid portals for submission
  • Experience with content management tools such as Loopio


About ORBCOMM Inc.

ORBCOMM is a pioneer in IoT technology, empowering customers with insight to make data-driven decisions that help them optimize their operations, maximize profitability and build a more sustainable future. With 30 years of experience and the most comprehensive solution portfolio in the industry, ORBCOMM enables the management of over a million assets worldwide for a diverse customer base spanning transportation, supply chain, heavy equipment, maritime, natural resources and government. For more information about how ORBCOMM is driving the evolution of industry through the power of data, visit www.orbcomm.com.


Interested?

At ORBCOMM, we believe that our people are our strength. Our success stems from our ability to attract and retain the best people who deliver a high level of performance and skill.


If you are looking for a significant career opportunity and the chance to work for an established, successful and high growth company, ORBCOMM is the ideal place for you.


We are committed to employment equity. ORBCOMM would like to thank all applicants in advance and advise them that only candidates selected for an interview will be contacted.


ORBCOMM is committed to providing accommodation for persons with disabilities. Accommodation is available upon request for candidates taking part in all aspects of the selection process.

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