Location: Surbiton
Salary: Up to £70,000 DOE + car allowance
Working hours: 0900 to 1700 Monday to Friday
Benefits: Health cover, 25 Days Holiday + BH, Flex Benefits (EMCOR UK discount scheme)
About EMCOR UK:
At EMCOR UK, we revolutionise facilities management by combining our engineering heritage and innovation capability. We prioritise people in everything we do, collaborating closely with our customers to understand all their needs, from the big picture to day-to-day operations. Our purpose is to “create a better world at work”. Using our unique insight platform, "One Data World," we harness data-driven intelligence to make informed decisions, adapting our services to meet our customers’ evolving requirements. This allows us to cultivate an enhanced workplace experience for their teams whilst optimising efficiency, meticulously managing every asset, and minimising their impact on the planet. All supported by our commitment to safety, compliance, and assurance. Our partnering approach empowers our customers to shape a better future. Whether guiding their path to net zero or redeveloping their facilities for enhanced efficiency, we create better places for work whilst taking away the burden of facility operations, freeing up our customers to concentrate on their business.
Job Purpose:
To be a key member of the BD team, meeting the growth and financial targets for EMCOR UK by securing new and retention opportunities with clients. Responsible and accountable for delivering a compelling proposal that is fully aligned with the Win Strategy and is approved by the business for submission.
Principal Accountabilities:
* Provide end to end ownership of allocated bids, managing a hands-on process from inception to delivery.
* Ensure that value propositions, sales strategies and brand methodologies are communicated through all stages of a bid process to maximise the brand's external positioning and perception.
* Support the Solutions Lead in developing Capture plan and win strategy.
* Contribute to the written proposal, working with bid writers and SMEs, both in terms of content and presentation.
* Ensure all client questions have been answered, reviewed and approved.
* Liaise with the client during the bid stages as required.
* Respond to client clarification questions promptly and submit questions as needed.
* Share information from the client with the bid team to inform proposals and approach.
* Manage framework portals and the flow of information with multiple bids.
* Support the Solutions Lead with internal governance, approvals and presentations.
* Review and interpret customer’s requirements and ensure the win strategy, win themes, basis for qualification and competitive analysis are appropriate for the type/size of opportunity.
* Lead a coherent, aligned and high-performing bid team.
* Manage key stakeholders across the organisation and adhere to BD process and governance.
* Produce fully costed bid budgets and appropriate bid plans including implementing planning and control mechanisms for multi-party bids.
* Ensure bid responses are produced to the highest standard and reviewed by Subject Matter Experts at appropriate times throughout the review lifecycle.
* Produce and manage the bid schedule to include, as a minimum, all mandatory solution, proposal, and business reviews in line with Sales and Governance Process, the Delegation of Authority (DoA) and/or Executive Sponsor.
* Put in place all required bid facilities for co-location and/or ad-hoc working (e.g., rooms, IT requirements per individual and on-site, shared working environments etc.).
* Manage the bid budget.
* Lead the bid and proposal Kick-Off meetings and onboard all bid team members.
* Embed lessons learnt from similar previous bids to benefit the current bid.
* Support the Solutions Lead to articulate the customer Hot Buttons, the Value Proposition and Win Themes.
* Engage with the Supply Chain team for any teaming/supplier required – appropriately initiating Make/Buy process, if needed.
* Support the Solutions Lead to define the Win Strategy and estimate the Price to Win.
* Manage solution requirements and flow down requirements to appropriate team members.
* Manage Risks, Issues and Opportunities (RIOs).
* Manage bid/solution costs by coordinating bid estimators/finance team and provide target costs derived from the Price to Win estimate and acceptable profit constraints.
* Internal and external stakeholder management and engagement in line with the bid RACI and in response to ad hoc requirements.
* Lead the bid presentation for all Gates, with inputs from all contributors.
* Set up and manage Smartsheet pack.
* Action design and management to completion.
Person Specification
Skills
* Experienced management level FM professional with commercial TFM bid management experience.
* Strong management qualities and demonstrate the ability to work autonomously, with a rounded understanding of TFM services.
* A diligent and organised professional of degree standard with exceptional organisational and written skills - APMP or PRINCE2 qualification essential.
* Bid management experience – track record of bidding large, complex public sector TFM opportunities desirable.
* Technical writer with a clear understanding of FM solutions. Creative flair and an ability to differentiate proposals in a complex and diverse marketplace.
* A clear understanding of complex, international organisations, as is a thorough understanding of an outsourced solution or managed service bid process.
* Interpersonally the individual will be driven, motivated, and ambitious to succeed, both in a commercial capacity in their role and in their own career development.
* Proven capability of project managing the delivery of work winning, multi-million pound product or complex services opportunities; this includes the ability to work under pressure and adhere to strict deadlines.
* Confidence to deal with all levels of management seniority up to MD/main board directors and the ability to adapt communication and messages to different audiences.
* Demonstrates strong commercial acumen and ability to gather information to support commercial decisions.
* Solid understanding and management of internal governance procedures.
* Highly competent in MS Office software and relevant tools such as Project, Visio, etc.
* Experience of using InDesign or Illustrator software.
Behaviours
* Passionate about the client’s success.
* Dynamic and proactive individual.
* Growth Mindset.
* Outcome Focused.
* Strives for excellence.
* Logical thinker.
* Persuasive with different types of stakeholders.
* Engaging and influencing customer leadership team at board level.
* Coaching and consultative approach to stakeholder and team management.
* Adaptable to different working styles and corporate cultures.
* Ability to manage a workload remotely, with flexibility to travel/work from and/or away from home.
At EMCOR UK, we embrace and celebrate diversity in all its forms. We welcome applicants from all backgrounds and experiences, regardless of age, race, gender, sexual orientation, religion, disability, or any other characteristic that makes you unique. We believe that a diverse and inclusive workforce fosters creativity, innovation, and better problem-solving.
We encourage applications from all candidates and are committed to providing equal opportunities for employment and growth, supported by our inclusive policies and practices.
Join us in our endeavour to build a culture of mutual respect and equity, a place where every voice is heard, and every individual is championed.
Join us in building a better world at work.
25 Days holidays + Bank holidays
Holiday Buy Scheme - up to 5 days a year
Industry leading Maternity & Paternity Policies
Refer a Friend scheme – worth £500 per referral
GEMS – Internal recognition scheme with vouchers for Amazon and retail/dining
Extensive Learning & Development opportunities, including opportunities for progression.
Access to Flex Benefits: Discount Shopping, Gym, Mobile, Family Activities, Insurance, Dining Experience, Car Leasing and Breakdown Cover.
Bike To Work Scheme
Paid volunteering and charity days
Medicash - Health cash plan - Benefits covered include dental, optical, physiotherapy and a health & wellbeing.
Employee Assistance Programme - Offering guidance and advice on Personal, Health, Legal and Financial queries.
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