Global Head of BIDs Director

at  Cubic Corporation

Business Unit:
Cubic Transportation Systems
Company Details:
When you join Cubic, you become part of a company that creates and delivers technology solutions in transportation to make people’s lives easier by simplifying their daily journeys, and defense capabilities to help promote mission success and safety for those who serve their nation. Led by our talented teams around the world, Cubic is committed to solving global issues through innovation and service to our customers and partners.
We have a top-tier portfolio of businesses, including Cubic Transportation Systems (CTS) and Cubic Defense (CD). Explore more on Cubic.com.
Job Details:
Job Title: Director Bids and Proposal
Job Summary: Responsible for leading large Bids and Proposals teams providing professional and effective management of responses to tenders, requests for proposals, requests for quotations, requests for information, and major contract variations. This position is distinguished by having direct daily interaction with senior regional leadership to manage a large portfolio of pursuits and larger cross functional teams. The Senior Manager creates best-in-class service delivering exceptional quality responses based on high quality solutions efficiently and on time to secure new business and supporting organic growth of contracts with existing customers. Champion of the capture, bids, and proposals processes within CTS. Responsible for generation of offers covering Capital and service delivery from $30m to >$1B. This position typically works under limited supervision and direction. Incumbents of this position will regularly exercise discretionary and substantial decision making authority.

Essential Job Duties and Responsibilities:

• Lead and manage the cross-functional team, provide clear direction on goals and objectives. Provide regular feedback and manage performance to achieve individual and team goals (target driven). Foster a culture of ownership, innovation, and continuous improvement. Responsible for developing the next generation of talent, coach and mentor talent.
• Develop and implement strategies, processes and best practice to streamline and optimize the bid and proposal lifecycle, from opportunity identification and post-award activities.
• Collaborate closely with the business development, marketing, technical and subject matter experts to develop compelling customer solution that meet the customer needs and differentiate our offerings. This can be during the capture phase, pre-qualification and bid submission.
• Provide strategic oversight and guidance on bid/no bid decisions, ensuring alignment with the organization goals, capabilities and risk management criteria.
• Conduct thorough revies and evaluations of bid opportunities, RFP/RFQ documents, and client requirements to develop winning bid strategies and value propositions.
• Manages department to deliver bid submissions to critical deadlines, adhering to the governance requirements of the business.
• Responsible for multi-million dollar to multi-billion dollar bid portfolios often with large teams.
• Proposed the Bids & Proposals Budget and manages spend within the agreed target, and providing monthly reporting.
• Establish and maintain a centralized repository of bid content, templates and resources to enable efficient, current and consistent collateral.
• Assists planning team and operational heads to plan the resources necessary to deliver bids in a professional and organized manner.
• Continuously improves the Capture, Bids, and Proposal processes. Ensures that feedback is obtained from customers on both winning and losing bids and incorporates feedback as appropriate into process improvements and subsequent bids and proposals.
• Undertakes the role of Bid Manager on significant bids acting as a role model to other members of the team.

Capture, Bid, and Proposal Activities:

• Produces high quality, competitive responses, proposals, and solutions from interest to submission for a wide range of opportunities.
• Key member of management team planning business development activities starting at the interest phase.
• Collaborates with the Business Development team to identify and assess technology partners and long term strategic partnership.
• Ensures that the bid and proposal process is planned, delivered and submitted in a timely and professional manner.
• Liaises with the Commercial team to ensure that robust commercial and financial arrangements are delivered for both Cubic and supply chain partners.
• Identify and manage risk throughout the capture, bid, and proposal process, and during handover to Operations.
• Leads activities through internal governance, liaising with Senior Management to provide confidence in the solutions offered.
• Ensures that robust costing models are compiled with support from the Finance team.
• Develops professional collateral and proposals consistent with the corporate brand.
• Drives innovation and the production of competitive, high quality tenders by challenging solution and delivery models.
• Maintains accurate and comprehensive internal bid documentation.
• Liaises with innovation and engineering teams to ensure that customer requirements are integrated into Cubic engineering direction.
• Ensures that standards, training requirements and regulatory requirements of tenders are fed back to the Program Management Office.

Post Bid and Proposal Activities:

• Ensures comprehensive handover of the project from the bid to Operations assuring that Cubic delivery team personnel understand the requirements of the specific contract that they are charged to deliver and that internal governance is complied with.
• Ensures that effective lessons learned reviews on submitted tenders are held and to develop on existing processes as part of a wider continuous improvement process.

General Support:

• Delivers improvements to the Business Development and tendering processes to deliver higher Win and re-bid rates.
• Contributes to the development of strategic objectives of Cubic Transportation Systems and works on implementing them.
• All activities to be completed in accordance with Cubic’s approved processes including the Quality Management System and Occupational Health, Safety and Environment policies.
• Complies with security in accordance with established policies and procedures.
• In addition to the duties and responsibilities listed, the job holder is required to perform other duties assigned by their Manager from time-to-time, as may be reasonably required of them.

Minimum Job Requirements:

• B.A. or B.S. degree or higher in Computer Science/Engineering /ITS/English/Economics/Business Administration and a minimum of 10 years’ related experience including managing teams through a bid management and/or proposal management process.

Masters degree in related discipline and APMP or PMP certification desired. Experience delivering bids and proposals in a global organization of at least $1Billion desired.

• Demonstrable win rate for delivering successful bids and proposals.
• Must have a proven track record of effective bid management and administration at a senior level.

Demonstrable knowledge of commercial, finance and market related requirements for tenders. Proven track record of management of multi-disciplinary teams including senior personnel. Must be computer literate and have a good knowledge of Microsoft Office. Must have experience in dealing with procurement and contracts. Experience of delivering bespoke complex technical engineering solutions, ideally in the transport sector desired. Experience delivering products to market especially in a high technology, global, and/or transport organization desired. Understands and has experience in public sector procurement preferred. Incumbent will be a self-motivated focused leader with the ability to motivate team members and engender commitment to deliver results. Excellent inter-personal and presentation skills and the ability to build strong collaborative relationships across departmental boundaries. Must be highly organized with the ability to react quickly to a changing landscape. An effective communicator, verbally and on paper, able to communicate effectively up to and including board level. Numerate, commercially and technically astute with sound judgment and a penchant for detail. Resilient with the ability to manage multiple initiatives simultaneously and capable of working effectively under pressure to immovable deadlines. Customer focused, enthusiastic and flexible with an ability to find solutions to problems.
The description provided above is not intended to be an exhaustive list of all job duties, responsibilities and requirements. Duties, responsibilities and requirements may change over time and according to business need.
Worker Type:
Employe

• Lead and manage the cross-functional team, provide clear direction on goals and objectives. Provide regular feedback and manage performance to achieve individual and team goals (target driven). Foster a culture of ownership, innovation, and continuous improvement. Responsible for developing the next generation of talent, coach and mentor talent.
• Develop and implement strategies, processes and best practice to streamline and optimize the bid and proposal lifecycle, from opportunity identification and post-award activities.
• Collaborate closely with the business development, marketing, technical and subject matter experts to develop compelling customer solution that meet the customer needs and differentiate our offerings. This can be during the capture phase, pre-qualification and bid submission.
• Provide strategic oversight and guidance on bid/no bid decisions, ensuring alignment with the organization goals, capabilities and risk management criteria.
• Conduct thorough revies and evaluations of bid opportunities, RFP/RFQ documents, and client requirements to develop winning bid strategies and value propositions.
• Manages department to deliver bid submissions to critical deadlines, adhering to the governance requirements of the business.
• Responsible for multi-million dollar to multi-billion dollar bid portfolios often with large teams.
• Proposed the Bids & Proposals Budget and manages spend within the agreed target, and providing monthly reporting.
• Establish and maintain a centralized repository of bid content, templates and resources to enable efficient, current and consistent collateral.
• Assists planning team and operational heads to plan the resources necessary to deliver bids in a professional and organized manner.
• Continuously improves the Capture, Bids, and Proposal processes. Ensures that feedback is obtained from customers on both winning and losing bids and incorporates feedback as appropriate into process improvements and subsequent bids and proposals.
• Undertakes the role of Bid Manager on significant bids acting as a role model to other members of the team