Senior Commercial Bid Finance Manager Facilities Management

Salary: £96,000 per year

Senior Commercial Bid Finance Manager Facilities Management – Remote working – to £96,000 plus package

A leading Facilities Management service provider is urgently seeking a senior commercial bid finance manager to join their thriving international organisation. You need to have previous international bid experience and a solid track record in the FM sector. This role involves bid modelling, number crunching and client presentation skills.

1. Purpose of the Job

 Commercial lead for high-level business development and retention activities at a global level for our key strategic clients.
 Responsible for developing the commercial proposal, bid pricing approach, client presentation, contract review, negotiation and handover (end to end process)
 Ensure sales propositions and tender responses are competitive, aligned to customer needs and commercially sound.
 Develop, operate and maintain standard pricing models
 Working closely with the country and regional finance teams, to ensure that the pricing is accurate, competitive and deliverable.
 Actively participating in presenting to, reviewing, and negotiating with clients as part of a wider bid team
 Responsible for consolidating and completing the global pricing model
 Average annual turnover per RFP – £50m / £150m
 The current pipeline in this area is valued at €1billion, with the BD team working on projects each year of c €2 billion, achieving a c 30%-win rate
 Working alongside Senior Commercial Finance Director, SVP Business Development and Business Development leads to formulate pricing strategy and support the associated mark up of client legal documents in addition to coordinating solutions, financial approvals and validation from regions.
 In addition, the role has client focus through the bidding process requiring robust relationships to be built quickly based on honesty and knowledge; requiring strong influencing and coaching skills supported by listening and communication skills.

2. Dimensions

Characteristics
• Critical level position
• Self-starter, someone who can operate autonomously from functional peers when required but also a team player who can thrive in a fast paced and dynamic bid environment.
• Impact beyond revenue/profit that the position is managing.
• Works with CSIC (CS Investment Committee) and GIC (Group Investment Committee)
• International and/or multi country/regional experience – management of complexities, divergent interests, cultured in different geographies
• Higher volume of relationship management and at higher levels within the organisation to work effectively across borders
• Executes globally one version of the truth for us & client
• Is seen by the client as the “added value of global business”

4. Context and main issues
 Contributes to delivery and achievement of the Global Segment’s strategic objectives, priorities, and financial targets by focusing on Commercial Finance and Business Development activities
 Solutioning mindset, able to assimilate information quickly and then find solutions.
 Engages early in the business development process for large, complex client agreements, in order to proactively ensure optimal profitability and risk mitigation for us prior to CEO/CFO review and approval.
 Ensures full alignment with Group Finance policies, processes and procedures
 Functions in a matrix environment (Group, Segment, Regions and Service Operations etc.)
 Aligns Segment and Finance strategic priorities for commercial finance activities at global and regional levels, ensuring the needs of the segment are met

5. Main assignments
 Contributes to the development and continually improving a standardized Commercial Business Development Framework to be deployed across Strategic Accounts globally
.
 Continuous development of new standard pricing models
 As part of the bid team, contributing to the negotiation strategy around key legal schedules, including mark up.

 Establish program management for each bid including financial management processes, plans, procedures, tools, for example;
o Establish governance structure and ensure governance is effectively providing the decision making support and transparency required for the bid process
o Manage and co-ordinate in-country finance resources from respective business units
o Manage internal approval process
o Identify, analyze, track, manage, escalate, and resolve risks that impact the bid team’s ability to meet the client timelines and/or requirements.
 Client relationship management – identify and understand the client goals and expectations in coordination with the BD lead(s), address any misalignment, and monitor and control the sales process to meet/exceed the agreed expectations
 Establishing and developing close relationships with Business Development, Operations, Supply chain, Transition, Benchmarking, HR, Legal and Technology teams.
 Contribute alongside the Bid team to the overall pricing strategy and how we can maximize its financial returns over the life of the contract with an appropriate level of risk
 Conduct stakeholder management activities relating to the Client and our internal bid team, local country, and contract teams
 During the negotiation phase provide guidance, challenge and support on revisions to the bid response, including any associated updates to the internal papers
 Segment finance support for solution and contract design activities including deal structure, CAPEX needs, costing assumptions, SLA’s, and value-sharing & pricing, as well as monitoring of contract design & management progress on existing segment business
 Assists in building a culture of accountability and financial acumen across the segment: ensuring the Group Financial policies are known, understood and applied; and ensuring managers understand and apply the key financial performance ratios (net income, cash conversion, ROCE
 Maintains efficient ways of working with all Finance stakeholders to ensure consistency and that all segment needs for financial support and direction are met

6. Accountabilities – Give the 3 to 5 key outputs of the position vis-à-vis the organization; they should focus on end results, not duties or activities.
 Pricing – pricing responses are completed on time to a high quality
 Commercial Strategy & Solution Development – Able to clearly articulate the pricing and commercial aspects of a bid
 Contributes and actively participates in contract development, review and negotiation
 Transition/handover – successful deployment of new accounts onto the accounting systems including internal and external reporting
 Develop a good working relationship with both client and colleagues in the countries

7. Profile, experience, competencies and skills

Experience:
 Experience within a senior finance role related to business development and deal validation for complex business development
 Experience working internationally
 Track record of delivering successful results, and finding pragmatic solutions, in complex bid and commercial situations.
Competencies:
 Strong commercial acumen, including operational and financial planning as well as contractual/risk management discipline
 Comfortable with data analytics, modelling and working on multiple variations of scenarios, in a timebound environment.
 Process and progress driven, based on factual analytics, combined with very transparent skills (up, transversally and down) of simple financial reflexes
 Pro-activity and reactivity, combined with a strong sense of constructive challenge, thereby assisting commercial and operational teams in building solutions
 Excellent organizational skills and ability to respect deadlines
 Flexible and pragmatic, able to deal with complexity and competing priorities
 Experience in change management with demonstrated forward thinking
Skills:
 Ideally a qualified accountant with a minimum of 5 years’ experience working in an FM environment.
 Strong interpersonal skills, cultural awareness, and demonstrated ability to influence decisions at the executive level
 Quick learner on business development process, deal structure, pricing, and validation.
 Advanced excel modelling skills and highly numerate
 Good communication skills, both written and verbal are essential.
 Fluent English speaker essential. Other language skills advantageous.