Oliver Wyman is a global leader in management consulting. With offices in 60+
cities across nearly 30 countries, Oliver Wyman combines deep industry
knowledge with specialized expertise in strategy, operations, risk management,
and organization transformation. Oliver Wyman is a wholly owned subsidiary of
Marsh & McLennan Companies - www.oliverwyman.com
We are currently looking for a Bids & Business Development Manager to join
our Riyadh office - Public Sector RFP/ Tenders experience is preferred
The Opportunity:
The Business Development Manager role is newly created and will focus on
identification of efficient go-to-market processes, their implementation, and
supporting High Impact Opportunities through the complete sales cycle.
Supporting the IMEA region, the role will focus on winning opportunities with
Pubic-Sector and State-Owned Enterprises across multiple sectors (energy,
transportation, health, financial services - non exhaustive).
This role is joining a growing BD team, and there is much to do beyond
individual opportunity support. The team are looking for someone who can bring
a breadth of experience, knowledge and personal drive to the role to help the
firm/team grow.
Covering the full pursuit lifecycle, responsibilities will include:
* Market Strategies - Developing market/industry/account go-to-market strategies that will help accelerate growth within the region - including identification and packaging of propositions
* Identification of process requirements - both internally and externally - that can help OW go-to-market more effectively in the region
* Opportunity identification - Working with firm leadership to identify opportunities that need assistance; and tailoring BD support packages based on what is required
* Pre-RFP opportunity management - Supporting client teams to create and implement pre-RFP engagement strategies
* Qualification - Challenging client teams on qualification; both on the decision as to whether to bid, but also the type of bid that should be submitted based on competitive standing
* Supporting proposals and pitch development - Providing insights on best practice, challenging the teams thinking, and ensuring there is a focus on the client need through a distinct set of key messages. Candidate should be able to act as the final line of quality control to ensure that the materials sent to clients are reflecting the firm in the best light
* Commercial support - Building competitive and sustainable commercial models; sharing best practice on different commercial levers (e.g. use of risk-share based pricing)
* Post-award support - Internally, working with relevant OW departments (Legal, IT Security, Human Capital etc) to ensure a smooth contracting and onboarding process. Externally, connecting with the Clients' Commercial/Procurement/Accounts Payable teams to build relationships to ensure there is a sufficient handover from bid to engagement teams. Such external relationships should also help early identification of potential opportunities
* Conducting After Action Reviews - As part of a learning organisation, we want to know why we win/lose opportunities, and feed this intel back to the business so we can all improve
The role will be expected to support on developing:
* Training/coaching sessions to upskill all OW staff beyond the Partner group
* Client Impact Team (CITs) account management best practice
* Relationships with Talent Management team to ensure resources are effectively deployed to support the highest priority opportunities
* Knowledge of the market, and how our competitors' strengths and weaknesses effects OW's go-to-market strategy
* Relationships with third-party suppliers who OW can partner with (either as prime/subcontractor) to improve our go-to-market position
* Materials to aid BD (e.g. development of marketing materials; collation of client testimonials; proposal of the future)
* Examples of best practice that can be shared with other pursuit teams to influence win rates beyond those opportunities the team is directly supporting
This combined role reports to the Oliver Wyman Business Development Lead. A
high level of direct interaction is expected with the Partners, managers and
consultants working within the market, as well as the global Knowledge
Services team, and all other support functions.
While the role is primarily focused on supporting the IMEA market, there is an
expectation that where demand requires it, assistance will be offered to
support other markets.
Who we 're looking for:
* You'll have a minimum 7 years' experience of business development and bid management; preferably with experience of working in a professional services/consultancy environment and leading on bids of $2m+
* You'll have a deep understanding of what makes a successful pursuit process and the willingness to act as an internal advisor and ability to effectively challenge senior leaders within the firm
* We're looking for someone with a high level of intellectual curiosity - you'll be interested in solving business issues
* Education to at least Degree level with both Arabic and English fluency being essential
* Knowledge of Microsoft Office, especially Excel
Why join Oliver Wyman?
Working as part of our global, entrepreneurial company, you 'll do meaningful
work from day one. We're looking for individuals who challenge the norm, and
constantly strive to build something new for the firm and the world around us.
There's no "one size fits all." We hire exceptional people and help them
thrive through a built-in support network, flexible career paths, and no
artificial barriers to advancement.
At Oliver Wyman we do not unlawfully discriminate against anyone and we are
particularly mindful of the requirements to prohibit discrimination based on
nine protected characteristics namely: age, disability, gender reassignment,
race, religion or belief, sexual orientation, sex, marriage and civil
partnership and pregnancy and maternity - we want you to bring your authentic
self and be someone who enjoys working within a diverse and talented team.
Additionally, we pay close attention to work/life balance and family life,
military status and personality types .
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