Senior Bid & Commercial Manager

Job PurposeThe Senior Bid & Commercial Manager is responsible for leading the end-to-end bid, proposal, and commercial management lifecycle for strategic business opportunities. The role ensures the development of competitive, customer-focused, and compliant proposals while providing robust commercial, financial, and profitability analysis to support executive decision-making. The position acts as the focal point between Sales, Presales, Solution Architects, Delivery, Finance, and Management, ensuring bids are commercially viable, financially sound, and aligned with company growth objectives.Key AccountabilitiesManage the complete bid lifecycle from opportunity qualification through proposal submission and post-submission clarifications.Lead bid planning activities, establish timelines, assign responsibilities, and ensure on-time delivery of high-quality submissions.Facilitate bid kick-off meetings, review sessions, governance checkpoints, and approval processes.Coordinate bid inputs across Sales, Presales, Delivery, Finance, Legal, and Partner organizations.Act as the primary point of coordination throughout the bid process.Analyze RFPs, RFIs, RFQs, tenders, and customer requirements to identify key evaluation criteria and win themes.Develop compelling, customer-focused, and compliant proposal responses.Prepare executive summaries, value propositions, commercial narratives, and bid response documentation.Maintain proposal templates, reusable content libraries, and bid knowledge repositories.Ensure proposal quality, consistency, branding compliance, and differentiators are effectively articulated.Lead pricing strategy development and commercial modeling activities for complex opportunities.Build and review pricing models, cost structures, profitability analyses, and financial projections.Evaluate bid feasibility, margin performance, commercial risks, and return-on-investment considerations.Prepare P&L summaries, revenue forecasts, budgeting models, and profitability assessments.Support executive Go/No-Go decisions through risk-adjusted commercial evaluations.Collaborate closely with Finance, Offering Managers, Solution Architects, and Delivery teams to validate assumptions and commercial strategies.Monitor and analyze the bid pipeline, including opportunity value, probability-weighted revenue, win/loss ratios, and forecasted performance.Develop and maintain executive dashboards and reporting solutions using Power BI, Excel, and other Business Intelligence tools.Track profitability of awarded projects and compare estimated versus actual margins.Perform trend analysis to identify pricing opportunities, market dynamics, and business performance indicators.Deliver analytical insights and recommendations to senior management and leadership teams.Ensure compliance with bid governance frameworks, approval workflows, commercial policies, and review gates.Conduct bid quality reviews and commercial risk assessments.Lead post-bid reviews and lessons-learned activities to improve future bid performance.Maintain pricing benchmarks, proposal assets, and commercial knowledge repositories.Partner with Sales, Presales, Solution Architects, Delivery Managers, Finance, and Executive Leadership throughout the bid process.Coordinate with subcontractors, technology partners, and external vendors during joint pursuits.Provide coaching, mentoring, and support to bid teams and junior team members.Drive cross-functional alignment on commercial positioning, pricing strategies, and solution approaches.Minimum QualificationsBachelor's Degree in Business Administration, Finance, Engineering, Computer Science, Information Systems, or a related discipline.MBA, Finance, Commercial Management, or Strategic Management qualifications are considered an advantage.Professional certifications in Bid Management, Proposal Management, Project Management, Finance, or Business Analytics are preferred.Minimum Experience+10 years of experience in Bid Management, Proposal Management, Presales, Commercial Management, Financial Analysis, or Business Development.Proven experience managing large and strategic customer bids within IT Services, Systems Integration, Cloud Services, Managed Services, or Professional Services environments.Strong experience developing pricing strategies, commercial models, profitability assessments, and financial analyses.Experience working across Sales, Presales, Delivery, Finance, and Executive Management functions.Experience leading proposal governance and bid management processes.Team leadership or bid team management experience is highly desirable.Job-Specific SkillsBid Lifecycle Management.Proposal Development.RFP, RFI, and RFQ Response Management.Tender Management.Bid Governance.Proposal Writing and Executive Summaries.Opportunity Qualification.Go/No-Go Assessment.Pricing Strategy Development.Commercial Modeling.Financial Analysis.Profitability Analysis.Margin Management.P&L Analysis.Financial Forecasting.Budgeting and Cost Estimation.Investment Evaluation.Business Case Development.Power BI.Advanced Microsoft Excel.Dashboard Development.Pipeline Analytics.Revenue Forecasting.Win/Loss Analysis.Performance Reporting.Business Analytics.Cloud Services.IT Systems Integration.Managed Services.Professional Services Commercial Models.Digital Transformation Services.Technology Solution Pricing Models.Microsoft Excel.Microsoft Power BI.Microsoft Word.Microsoft PowerPoint.CRM Systems.Bid Management Platforms.Proposal Management Tools.Stakeholder Management.Executive Communication.Commercial Acumen.Strategic Thinking.Negotiation Skills.Analytical Problem Solving.Leadership & Mentoring.Attention to Detail.Cross-Functional Collaboration.Time Management.Decision Making.Presentation and Facilitation Skills.Business & Commercial AcumenResults OrientationLeadership & InfluenceStrategic ThinkingCustomer FocusCollaboration & TeamworkCommunication & PresentationAnalytical ThinkingProblem SolvingContinuous ImprovementAccountability & OwnershipQuality Orientation