Commercial Manager

2 weeks ago

Cary, United States Trilliant Full time

Trilliant offers a universal communications platform that is at the convergence of the smart grid, smart city, and global Industrial Internet of Things (IIoT) applications. We bring together multi-technology solutions, global capabilities, and mission-critical communications to deliver future-proof solutions.


We are a device-agnostic, integrated, multi-technology communication platform that provides flexibility to balance technological capabilities with economic needs. Trilliant is committed to best-in-class solutions that empower our customers and their customers to connect to the world of things.


We are an equal-opportunity employer offering comprehensive benefits and compensation packages with a selection of insurance programs. We have dynamic and collaborative work environments with some of the brightest employees in the world. We invest in people and provide opportunities for our employees to grow hand in hand with our business.


The Commercial Manager is responsible for leading, facilitating, and executing the Bid Process. The individual will create consistently professional work and must demonstrate a proven ability to foster synergy across a diverse team of senior executives, sales professionals, and subject matter experts. Building and maintaining strong relationships across multiple functions supporting proposal development including Sales, Marketing, Product Management, Solutions and Engineering is an important element of proposal development. The Proposal Manager is responsible for helping to maintain current and consistent proposal responses that accurately represent Trilliant solutions.


The Commercial Manager will analyze the RFP/RFI requirements against the proposal outline to ensure both compliance and responsiveness to the customers' issues and needs. Establish timelines and assign tasks for the timely completion of bids. Schedule and lead kick-off and bid status calls. Liaison with other departments (e. g., Solutions, Product Management, Services, Legal, and Engineering) to obtain information and create content for use in RFP responses. Track wins/losses and conduct a Proposal Postmortem to analyze wins and losses to improve future proposals.


Participation in proposal development team planning and execution, reviewing request for proposal (RFP) requirements, conducting analysis on RFP, and assessing strategy for responding to requirements. Additional requirements include performing all tasks related to the Trilliant Win Plan; leading proposal teams, preparing support artifacts, managing the content library, and managing proposal development activities. In addition, the candidate will be responsible for assessing and ensuring compelling, complete, and compliant proposal responses reflect win strategy elements and align to evaluation factors. Projects range in value from small projects for less than $1M to large deals in the range of $100-500M.


Job Responsibilities:

  • Lead and manage the overall proposal development process from the Pre-Proposal Phase through the proposal Phase.
  • Oversee/produce schedules, dashboards, outlines, compliance matrices, proposal kickoffs, and technical solution sessions
  • Assist in the development of business documents such as commercial agreements, pricing spreadsheets, revenue, and cash flow projections.
  • Proactively drives target costing for every proposal to sub-suppliers (internal and external).
  • Oversees the validation of terms and conditions (commercial, technical, legal, pricing) in each offer and compares with customer’s T&Cs.
  • Ensure win strategy, technical solution, win themes, discriminators, compliance, and clear understanding of the requirement are well-articulated and consistent throughout final proposal documents
  • Facilitate proposal reviews (e.g., Bid Kick-off, Initial Draft, Red Team) and make recommendations for content improvement and compliance
  • Oversee the development of high-quality, high-impact artwork and graphics for proposals
  • Collaborate with executives, management teams, functional units, sales personnel, partners, and subject matter experts to provide proposal leadership, support, and overall direction
  • Maintain tight, proactive communication with proposal and business unit leadership to ensure all necessary resources and activities are available to achieve a successful proposal submission
  • Manage multiple proposal tasks with sometimes rapid turnaround deadlines
  • Develop pricing models and work closely with the Sales and executive team to develop a pricing strategy
  • Record all negotiation results from suppliers and customers and, upon receipt of order, participate in project management hand-over meetings to ensure that all technical and commercial objectives are understood by the project management or order handling personnel.
  • Support other commercial operations activities (e.g., content databases, SharePoint library management, pipeliner CRM maintenance) as needed.
  • Experience with RFP and content management tools to manage proposal content and create high-quality RFP responses and proposal documents.
  • Experience supporting a wide variety of solicitation size, complexity, and submission window.
  • Considered a Subject Matter Expert in Proposal Management.
  • smart grid/smart city/IIOT proposal management experience for communications, software, and services procurements.


Job Requirements:

  • Evidence of a successful track record of high quality, high scoring proposals
  • Excellent writing, organizational, and communication skills
  • Ability to assign and track information requests made to numerous subject matter experts.
  • Ability to work to meet deadlines (extra hours at times)
  • Ability to develop and/or assist technical and capture personnel in developing compelling themes, discriminators, and messaging
  • Ability to work well both in a team and independently
  • Ability to manage multiple projects simultaneously
  • Ability to manage geographically disparate teams
  • Ability to create original content using interview and research techniques
  • Ability to develop financial models to support bid pricing analysis, execute strategy, and manage approval process. Fluency with Microsoft Office (Word, Excel, PowerPoint, Outlook, OneNote) and SharePoint
  • Demonstrated experience in proposal writing covering all typical solicitation sections (e.g., Management, Technical, Staffing)
  • Ability to remain upbeat, positive, and constructive within a dynamic environment operating with high pressure deadlines.


Education/Certifications:

  • Bachelor’s Degree with at least 7 years related proposal management, support, and/or writing experience.
  • Formal proposal training and/or certifications (e.g., APMP)


Trilliant Values:

PASSIONATE- We find the right solutions for customers and exceed their expectations.

ACCOUNTABLE- We work smart and tackle problems with urgency to get the job done.

CONFIDENT- We look to the future and partner with each other to deliver world-class solutions.

ENERGIZED- We are excited and support the growth and direction of Trilliant.

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