Your impact
Jacobs’ Relationship-Based Sales methodology:
- Champion and lead the implementation of our Relationship-Based Sales (RBS) methodology
- Work with Sales Leads and Capture Managers/ Operations to develop B&P estimate, gain approval, regularly monitor B&P spending, and report any significant variances of the specific opportunities.
- Develop understanding in review of client terms & conditions, pricing strategies and Jacobs’ financial metrics.
Sales and Marketing Materials & Knowledge:
- Develop and maintain qualification materials including project descriptions, experience matrices/overviews, safety and quality statistics, capability statements. Work with Operations to capture and develop performance proofs and client testimonials relevant to the opportunity/proposals.
- Collaborate with Sales Lead and Capture Manager/ Operations in developing distinctive value propositions that enhance our customers’ competitive position relating to Opening Game.
Jacobs’ Brand Representative:
- Lead by example, be proactive in ensuring health and safety of opportunity team throughout. Be an advocate of our BeyondZero culture and company values.
- Provide support to Global Sales e.g., timely preparation of press releases, providing input to our Annual Report, and support of Global Sales initiatives as appropriate.
Opening Game/ Market & Account Strategy
- Partner with Market Sales Director, Head of Sector and S&T in key Opening Game activities, e.g. client, competitor & market research, development of Market Roadmaps.
- Support Sales Leads and Client Account Managers (CAMs) in key Opening Game activities.
- Leverage global network to identify & convey Jacobs’ unique capabilities & resources.
- Collaborate with S&T and Outside Sales to develop Capability Statements and White Papers.
Middle Game (Opportunities)
- Organise, direct, and motivate a multidiscipline opportunity team to develop Middle Game win plans and strategic sales actions and deliverables, or stimulate the assignment of teams for assigned opportunities.
- Conduct Opportunity Go/No Go and strategy reviews.
- Develop Win Plan (Gaps to Value Proposition), SWOT analysis, and Executive Summary.
End Game (Bids & Proposals)
- Arrange or lead the planning and of all elements of End Game, e.g. analyse client request, develop response plan (B&P budget, response team, compliance check-list, response outline, schedule), initiate Go/No Go, conduct Pink Team, conduct kick-off meeting, manage and work with team to develop response sections, refine Executive Summary, conduct in-progress reviews, prepare Red Team package, incorporate Red Team input, schedule Pricing Reviews, ensure on-time delivery of response.
- Analyse client requests & develop response plan.
Here's what you'll need
- At least 5 years of experience in similar position (major opportunity/ bid / proposal management) preferably from a large Engineering company
- Engineering or business development related degree
- Excellent communication skills (in English language - written and spoken)
- Experience at leading and working with teams in fast-paced environments on large and/or complex projects
- Strong interpersonal skills to lead and facilitate meetings and build relationships across Growth & Sales and operations
- Strong leadership skills, a passion to win, plus excellent writing ability
- Proactive attitude, ability to motivate yourself
- Strong organisational skills with the ability to manage multiple tasks simultaneously
- Strong attention to detail as well as the ability to establish and meet deadlines/budgets
We offer:
- Unique company culture fostering individual career growth and work-life balance
- Full-time employment contract with salary corresponding to qualifications
- Hybrid or stationary working model – depending on your preferences
- Flexible working hours (we start between 9:00-10:00am)
- “Short Fridays” (we work 6h on Friday)*
- Flexible benefits package (Lux Med medical care, psychological care, life insurance, My Benefit cafeteria system, including Multisport card co-financing, car park sharing system)
- Membership in Jacobs employee networks (Women's Network, OneWorld, PRISM, Careers Network, Green Team, Toastmasters, Collectively and others)
- Continuous development opportunities, including a range of professional trainings and certifications (e.g. ACCA, CIPS), Graduate Development Program,
- Learners’ Community, self-learning platform
