Bid Proposal and Pricing Manager

1 week ago

Ottawa, Ontario, Canada Orbcomm Full time
About the Role

We are seeking a highly skilled and detail-oriented Bid Proposal and Pricing Manager to join our team at ORBCOMM Inc. As a pioneer in IoT technology, we empower our customers with insights to make data-driven decisions that help them optimize their operations, maximize profitability, and build a more sustainable future.

Key Responsibilities

The successful candidate will be responsible for:

  • Developing and leading proposal schedules, ensuring compliance, quality, production, and delivery.
  • Initiating proposal plans for each opportunity, capturing writing assignments and deadlines.
  • Leading bid kick-off meetings and follow-up meetings as necessary, assigning tasks and deadlines.
  • Project managing each response, tracking concurrent work across the team and actively communicating with contributors.
  • Working with stakeholders and SMEs to complete necessary forms, required data, and fine-tuning documents for a consistent message across the proposal.
  • Reviewing proposal drafts and final versions for responsiveness, thoroughness, accuracy, financial considerations, quality, and effective design and layout.
  • Facilitating strategy sessions and working with team members to develop solutions and identify strengths, discriminators, and value substantiation.
  • Maintaining comprehensive knowledge of past successful proposal activity and using repositories to identify past content potentially relevant to current proposal efforts.
Pricing Management

The ideal candidate will also be responsible for:

  • Implementing pricing strategies for all markets, product types, and customer segments.
  • Participating in the design of new tools and strategies for profitable pricing and a centralized pricing structure.
  • Working 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: Participating in monitoring market prices for services similar to ORBCOMM, collecting data, verifying the competitiveness of our prices on an ongoing basis, and implementing appropriate corrective measures in collaboration with the global sales team.
  • Participating in the implementation of a pricing management system: Understanding and supporting the creation of models and algorithms to automate pricing decisions, in collaboration with Sales and Revenue Operations team.
  • Managing Deal Desk, which includes streamlining the deal process, optimizing deal structures, and facilitating cross-functional collaboration.
  • Serving as a trusted advisor to sales, consulting on deal structure, pricing, discounts, and business terms. Ensuring deals are profitable and align with company policies, legal requirements, and revenue recognition guidelines. Providing sales training and resources related to quoting, pricing, policy, and related processes.
  • Developing a formal approach to discounting and special terms for non-standard deals, ensuring mutually beneficial outcomes for both parties.
  • Collaborating 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:

  • 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).
About ORBCOMM Inc.

ORBCOMM is a pioneer in IoT technology, empowering customers with insights 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.

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