We are seeking a talented individual to join our Sales Enablement team at Mercer. This role will be based in Mumbai. This is a hybrid role that has a requirement of working at least three days a week in the office
Manager - Proposal Specialist
Sales Enablement Center of Excellence (CoE) provides Proposal & Bid Management support to various Mercer business across UK, Europe, Ireland and US & Canada, and as a part of its extended scope, the CoE will also be providing support to the Pacific Mercer IMPACT Team. The CoE team comprises of bid managers, content managers and graphic designers who work together towards winning more business for Mercer.The purpose of this role is to provide bid support and independently manage production of high-quality responses to RFIs, RFPs, re-tenders, DDQs and Pitch presentations as required by the Pacific Mercer IMPACT Program Manager.
We will count on you to:
- Deliver bids end-to-end, drive the bid strategy and manage communication with all relevant stakeholders. The incumbent will be a collaborator, a great communicator who will work with sales leaders, consultants, SMEs, Compliance teams etc. to aid revenue generation for Mercer Pacific. You will help define and shape our responses, resulting in impactful and high-quality content to communicate winning differentiators. You will also collaborate with the business on strategic sales initiatives as well as working on operational improvements to benefit the bid management function.
- The candidate is expected to demonstrate experience in managing bids independently, preferably for international stakeholders and in Financial Services; delivering high value bids and demonstrating a strong understanding of the bid life cycle. The candidate is also expected to understand cultural sensitivities of the Australian market and business needs of the operating companies to deliver high quality bids. You will be required to:
- Build knowledge and understanding of the Australian Investments and Mercer Superannuation business, service offerings and strategic priorities
- Develop competence and familiarity with the Mercer bid management methodology
- Ensure Project management of RFI/RFP/DDQ submissions and other client/ prospect Pitch materials – developing and driving project timelines, coordinating with internal/ external stakeholders and facilitating meetings
- Review RFPs and other client material to gain complete understanding of client requirements
- Assemble a bid team with the relevant knowledge and skills to prepare a winning bid
- Manage virtual bid teams and inputs from a variety of stakeholders, ensuring they are fully briefed and understand the client bid requirements/ key deliverables and develop a win plan for each opportunity
- Liaise with key members of the project team to obtain the information required to compile the bid to develop unique, compelling client value propositions and proposal messaging as per inputs from sales and delivery teams against agreed timelines
- Assess and address the technical and commercial risks relating to the bids
- Work closely with the pursuit team to resolve open items during the proposal and pitch presentation development process
- Facilitate strategy discussion with the pursuit team to identify client-centered value propositions and supporting Mercer differentiators
- Gather and organize information and staff resources necessary to formulate winning executive summaries that speak to “why us”, and not the competition
- Ensure that the response reflects the agreed Win Strategy with clear messaging and play an active role in developing key aspects of the response, including the Executive Summary
- Work closely with graphic designers to create optimal visuals and graphics in accordance with Mercer brand guidelines that support messaging, including cover designs and other graphics and illustrations
- Hold master drafts of proposals and presentations, incorporating edits and changes and sending out revised drafts to the pursuit team
- Perform final reviews of proposals and pitch presentation drafts along with the sales teams
- Assist with the development of templates, improved systems and processes for measuring bid success
- Carry out content management activities, including collecting and updating content for proposal database and extracting best practice content
What you need to have:
- Post Graduate/ Graduate in Commerce, Finance, Science, Technology or Engineering would be preferred. Other postgraduate degrees may also be considered.
- 6 - 8 years of experience in a pre-sales/ bid management environment
- Experience of working as a part of bid teams for asset managers, investment banks or other BFSI companies preferred
- Very strong written and verbal communication required
- Highly proficient in Microsoft Word, PowerPoint and Excel
- Exceptional customer service focus
- Advanced business writing ability with outstanding grammar and proofreading/ editing skills
What makes you stand out?
- Experience on sales lifecycle and content management tools like QorusDocs, Qvidian, Loopio, SharePoint, Seismic etc. would be preferred
- Demonstrated understanding of Australian financial markets is preferred
- Experience of directly dealing with senior internal stakeholders preferred
- Strong analytical and problem solving skills
- CFA level 1
Why join our team:
- We help you be your best through professional development opportunities, interesting work and supportive leaders.
- We foster a vibrant and inclusive culture where you can work with talented colleagues to create new solutions and have impact for colleagues, clients and communities.
- Our scale enables us to provide a range of career opportunities, as well as benefits and rewards to enhance your well-being.
Mercer, a business of Marsh McLennan (NYSE: MMC), is a global leader in helping clients realize their investment objectives, shape the future of work and enhance health and retirement outcomes for their people. Marsh McLennan is a global leader in risk, strategy and people, advising clients in 130 countries across four businesses: Marsh, Guy Carpenter, Mercer and Oliver Wyman. With annual revenue of $23 billion and more than 85,000 colleagues, Marsh McLennan helps build the confidence to thrive through the power of perspective. For more information, visit mercer.com, or follow on LinkedIn and X.Marsh McLennan is committed to embracing a diverse, inclusive and flexible work environment. We aim to attract and retain the best people and embrace diversity of age, background, caste, disability, ethnic origin, family duties, gender orientation or expression, gender reassignment, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin color, or any other characteristic protected by applicable law.Marsh McLennan is committed to hybrid work, which includes the flexibility of working remotely and the collaboration, connections and professional development benefits of working together in the office. All Marsh McLennan colleagues are expected to be in their local office or working onsite with clients at least three days per week. Office-based teams will identify at least one “anchor day” per week on which their full team will be together in personMercer, a business of Marsh McLennan (NYSE: MMC), is a global leader in helping clients realize their investment objectives, shape the future of work and enhance health and retirement outcomes for their people. Marsh McLennan is a global leader in risk, strategy and people, advising clients in 130 countries across four businesses: Marsh, Guy Carpenter, Mercer and Oliver Wyman. With annual revenue of $24 billion and more than 90,000 colleagues, Marsh McLennan helps build the confidence to thrive through the power of perspective. For more information, visit mercer.com, or follow on LinkedIn and X.Marsh McLennan is committed to embracing a diverse, inclusive and flexible work environment. We aim to attract and retain the best people and embrace diversity of age, background, caste, disability, ethnic origin, family duties, gender orientation or expression, gender reassignment, marital status, nationality, parental status, personal or social status, political affiliation, race, religion and beliefs, sex/gender, sexual orientation or expression, skin color, or any other characteristic protected by applicable law.Marsh McLennan is committed to hybrid work, which includes the flexibility of working remotely and the collaboration, connections and professional development benefits of working together in the office. All Marsh McLennan colleagues are expected to be in their local office or working onsite with clients at least three days per week. Office-based teams will identify at least one “anchor day” per week on which their full team will be together in person.
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