工业制造行业负责人
Pursuit Leader - Industrial Manufacturing Sector
Arcadis 是全球领先的公司，为自然和建筑资产提供可持续的设计、工程和咨询服务。
我们拥有超过 34,000 名员工，分布在 30 多个国家，致力于提升生活质量。每个人都有重要的角色。凭借众多求知若渴的头脑，我们可以共同解决世界上最复杂的挑战，实现更大的影响力。
职位描述：
我们正在招聘一位经验丰富的 Pursuit Leader 加入我们成熟且经验丰富的工业制造行业团队。该职位将专注于工业制造团队的投标管理流程，要求具备汽车、航空航天、化工、生命科学或一般制造行业的私营部门投标经验，并了解投标交付模式。
您将负责整个投标流程——客户对接、跨多个专业领域的计划和管理工作，以及识别并实施获胜策略。除了管理战略投标，您还将积极与 Arcadis 增长团队合作，识别发展和支援领域，并积极参与行业内的举措以提高中标率。
岗位职责：
- 与客户和分包商代表对接，共同创造机会，了解具体需求，以推动成功的中标策略。
- 在行业内规划、协调和管理投标活动直至完成，包括制定中标提案、短名单面试和投标收尾工作。
- 识别投标团队并确定必要的资源，确保我们拥有最佳团队。
- 通过系统化的方式从广泛的信息来源和业务领域中收集技术、商业和财务信息，促进提案的开发和完成。
- 撰写、审核和编辑提案的技术部分，开发符合客户需求并与已确定的中标策略（例如关键信息和中标主题）一致的内容。
- 制定面试和演示用的文案和材料。
- 制定并有效管理投标的商业策略。
- 识别商业策略（利润率、盈利能力），并能够与财务和法务部门协调。
- 主持研讨会和提交评审。
- 识别投标流程、系统和工具的持续改进，以提高效率。
查看英文原文
Arcadis is the world's leading company delivering sustainable design, engineering, and consultancy solutions for natural and built assets.
We are more than 34,000 people, in over 30 countries, dedicated to improving quality of life. Everyone has an important role to play. With the power of many curious minds, together we can solve the world’s most complex challenges and deliver more impact together.
Role description:
We are recruiting for an experienced Pursuit Leader to join our well-established and experienced Industrial Manufacturing Sector. This role will focus specifically on our Industrial Manufacturing team’s bid management processes, such prior experience with private sectors such as automotive, aerospace, chemical, life sciences or general manufacturing tenders and knowledge of bid delivery models is a must-have requirement.
You will be responsible for the end-to-end bid process – client engagement, planning and managing activities across a range of disciplines and identifying and delivering win strategies. In addition to managing strategic pursuits, you will work proactively with the Arcadis Growth team to identify areas for development and support and actively engage in initiatives within the sector to improve the win rate.
Role accountabilities:
- Engage with client and subcontractor representatives to co-create opportunities and understand specific needs to drive successful win strategies.
- Plan, coordinate and manage pursuit activities within the sector to completion including, develop winning proposals, short list interviews and pursuit close out activities
- Identify pursuit team and identify necessary resources ensuring we have the best team
- Facilitate the development and completion of proposals through the gathering of technical, commercial, financial information from a wide range of sources, and business areas, in a structured manner
- Author, review and edit technical elements of proposals, developing content that is tailored to the client's requirements and aligned to identified win strategy (e.g., key messages and win themes)
- Develop messaging and materials for interviews and presentations
- Develop and effectively manage commercial strategies for the pursuit
- Recognize commercial strategies (margin, profitability) and ability to coordinate with finance and legal
- Facilitate workshops and submission reviews
- Identify continuous improvement of pursuit processes, systems and tools to contribute to improved efficiencies
- Conduct post selection debriefs with client and pursuit team to drive lessons learned/ best practice sharing
- Collaborate with Account Leader on client interactions
- Communicate and align client understanding with client representatives and account team members
- Lead pursuit teams in key discussions including development of commercial strategy
- Author technical elements of proposals and develop content that is tailored to the client's requirements and aligned to the win strategy
- Development and effective management of pursuit budget
- Maintain CRM and pursuit data within Oracle Sales Cloud and activate pursuit Collaboration Hub site
- Ensure commercial excellence across all pursuit stages
- Capture lessons learned and identify opportunities for continuous improvement of pursuit processes
- Ability to coordinate with finance and legal teams
- Participate in debriefs and feed lessons learned into other pursuit opportunities
Qualifications & Experience:
The key factors needed for this role will be your ability to establish relationships with your stakeholders quickly, influence your peers in best practice bidding techniques and operate in a collaborative and diplomatic manner. The following will also be required:
- Professional degree in Architecture, Engineering
- Minimum 10 years proven track-record managing pursuits within an Industrial Manufacturing sector
- Ability to influence others at all levels of business and building and maintaining professional relationships
- Ability to work independently and as part of team
- Understanding of commercial strategies (margin, profitability)
- Ability to coordinate with finance and legal teams
- Ability to work under pressure and meet rigid deadlines
- A natural communicator with excellent written and oral presentation skills
- Excellent time management skills and able to prioritize a busy schedule and workload
Why Arcadis?
Why Arcadis?
We can only achieve our goals when everyone is empowered to be their best. We believe everyone's contribution matters. It’s why we are pioneering a skills-based approach, where you can harness your unique experience and expertise to carve your career path and maximize the impact we can make together.
You’ll do meaningful work, and no matter what role, you’ll be helping to deliver sustainable solutions for a more prosperous planet. Make your mark, on your career, your colleagues, your clients, your life and the world around you.
Together, we can create a lasting legacy.
Join Arcadis. Create a Legacy.
Our Commitment to Equality, Diversity, Inclusion & Belonging
We want you to be able to bring your best self to work every day. Our ambition is to be an employer of choice and provide a great place to work for all our people. We are an equal opportunity employer. We are dedicated to a policy of non-discrimination in employment on any basis including race, creed, color, religion, national origin, sex, age, disability, marital status, sexual orientation, gender identity, citizenship status, disability, veteran status, or any other basis prohibited by law.
Arcadis offers benefits for full time and part-time positions. These benefits include medical, dental, and vision, EAP, 401K, STD, LTD, AD&D, life insurance, paid parental leave, reward & recognition program and optional benefits including wellbeing benefits, adoption assistance and tuition reimbursement. We offer nine paid holidays and 15 days PTO that accrue per year. The salary range for this position is $100,000 - $150,000. Actual salaries will vary and are based on several factors, such as experience, education, budget, internal equity, project and location.
Originally posted on Himalayas