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Bid Proposal and Pricing Manager

2 months ago

Ottawa, Ontario, Canada ORBCOMM Full time
About the Role

We are seeking a highly skilled and experienced Pricing and Business Development Manager to join our team at ORBCOMM. As a key member of our organization, you will play a critical role in supporting our planning, project, and product management initiatives, as well as our contract business terms and pricing management for new and existing customers.

Key Responsibilities

The successful candidate will be responsible for:

  • Proposal Management:
    • Develop and lead proposal schedules, ensuring compliance, quality, production, and delivery.
    • Initiate proposal plans for each opportunity, capturing writing assignments and deadlines.
    • Lead bid kick-off meetings and follow-up meetings as necessary, assigning tasks and deadlines.
    • Project manage each response, tracking concurrent work across the team and actively communicating with contributors.
    • Work with stakeholders and subject matter experts to complete necessary forms, required data, and fine-tune documents for consistent messaging across the proposal.
    • Review proposal drafts and final versions for responsiveness, thoroughness, accuracy, financial considerations, quality, and effective design and layout.
    • Facilitate strategy sessions and work with team members to develop solutions and identify strengths, discriminators, and value substantiation.
    • Maintain comprehensive knowledge of past successful proposal activity and use repositories 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 to develop 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. Collect data, verify the competitiveness of our prices on an ongoing basis, and implement appropriate corrective measures 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.
    Requirements

The ideal candidate will possess:

  • A Bachelor's Degree + 7 years of relevant experience or 10 years of 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).
Preferred Qualifications

The following qualifications are highly desirable:

  • 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.