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Job description / Role
Reporting to: Business Development Director, Serco Middle East
Division / Function: Growth
Base location: Rolex Support Office, Dubai
Date: 10th June 2018
Job ID: N/A (Current holder in post)
Job Family: Business Development
Grade: 18
Key purpose
The key purpose of this role is to support and in some areas lead SME's Growth community and the Sectors with business growth initiatives including:
- To support Sectors with the development and implementation of roadmaps for strategy implementation.
- To lead SME's solution development function.
- To support with the development of new products and service offerings.
- To support the implementation of SME's Strategic Account Program for both existing and new clients.
- To lead SME's Client Insights program.
- To support the business with pipeline management and sales performance reporting.
- To provide ad-hoc support to SME's Growth community and to the Sectors on sales support activities.
The role reports to the Business Development Director, Serco Middle East.
Reason for role
- This role was created to ensure that SME's growth community and the Sectors have the necessary tools and support to growth the business. The role will ensure that there is structure (planning, development and reporting) across all sales activities within the Division.
Structure and reporting relationship
- The role holder reports to the Business Development Director.
Based on the specific requirement of the role
Main responsibilities
General
- To actively support the Growth community and the Sectors with business growth initiatives beyond only bidding in line with the Divisional strategy and business objectives, and in accordance with regional and Group governance processes.
Growth Strategy Implementation
- To support the Sectors with the development and implementation of a roadmap for strategy implementation, acting as a PMO and support function.
- To work with account leaders and front-end BD team on a framework to manage/monitor/report on existing and targeted accounts, leveraging the previously used blue sheets.
- To develop presentations, collateral and other materials to support the Sectors with their strategy implementation.
- To support the Sectors with solution development for their opportunities.
- To provide input into the reporting requirements of the Growth function.
- To support the function with pipeline reporting, monitoring and analysis.
- To support the Growth Support Director in strategy implementation strategy activities when and as required.
Solution Development
- To identify effective, efficient and repeatable business strategies and solutions, through proactive collaboration with Serco business units and other divisions.
- To act as a bridge between the front-end BD team and the Bidding engine, to:
- Identify gaps within Serco's current solution development process and target key areas for improvement;
- Identify best practice solutions and innovations from across Serco Group and even Serco's competitors;
- Ensure BD team engage with clients pre-RfP release to help shape the RfP in Serco's favour and to promote Serco's capabilities;
- Support BM team in preparing solutions and define the strategy in advance of Gate 3;
- Collate, store and update Serco solution processes, collateral and tools to support the solution development of the bid teams.
Strategic Account Management
- To support the MD Growth, Business Development Director, MDs and Client Directors in:
- Implementing SME's Strategic Account Leadership Program for both existing and new clients.
- Developing client presentations, reports and other collateral.
- Supporting with solution development for key opportunities.
- Lead SME's Client Insight Program.
Market Insights and Intelligence
- To support the Business Growth Analyst in the delivery of the Market Insights and Intelligence function.
- To provide ad-hoc market analysis and reporting support.
- To lead the Market Insights and Intelligence Function in the absence of the Growth Support Analyst.
Bidding
- As needed by the business, to lead complex bids (in the capacity of the Senior Bid Manager) through the development of innovative solutions to meet Client requirements and SME's business objectives.
Essential qualifications
- The ideal candidate will be of graduate calibre preferably holding a Bachelor's degree. They should have bidding, business development and commercial experience having worked on complex business opportunities / bids.
- They should be a strong team manager and have practical experience of leading a team to successfully deliver in complex and demanding environment. They should have previously worked in a diverse, multi-cultural multinational corporate organisation and with experience in cross-functional leadership.
Requirements
They will have experience of
- Managing complex business opportunities
- Developing and implementing change programmes and business enhancement initiatives
- Developing complex technical, commercial and financial bid solutions
- Undertaking market research
- Working with key internal and external business stakeholders
- Managing complex Governance processes
- Operating in the GCC
- Client engagement and presentation.
- They should possess a commercial and pragmatic approach to providing strategic growth solutions with the ability to liaise in a professional and persuasive manner with staff at all levels in the organisation portraying a high level personal presence and credibility.
- They should be confident operating within a client-facing environment and possess strong relationship building skills.
- Excellent negotiation, communication (written and verbal) and analytical skills with ability to assimilate information quickly in a commercial manner is essential.
- They must be fluent in English (reading, writing and speaking).
- Arabic would be advantageous although not essential.
- They should have excellent proven project management and organisational skills; be detail oriented with the ability to handle multiple priorities and meet demanding deadlines and schedules.
- They must have the ability to collaborate effectively with cross functional teams and work in a geographically dispersed environment.
- Good judgment and decision-making skills are essential.
Essential technical and professional skills and knowledge
Key competencies
- Ability to develop technical, financial and commercial bidding solutions.
- Ability to improve business processes and roll out change programmes.
- Adaptable and flexible approach to team engagement.
- Strong proposal and business case writing skills.
- Strong verbal and numeric skills.
- Ability to think strategically and balance long- and short-term operational priorities.
- Ability to manage multiple competing priorities within own workload effectively.
- Ability to solve problems and complex issues in a timely manner.
- Understand and interpret customer needs.
- Good team worker, reliable and able to rapidly establish a high degree of trust, rapport and gain co-operation from the bid team.
- Strong attention to detail; maintaining high standards for delivery, quality and accuracy.
- Confident and articulate in all communications i.e. face-to-face, telephone and written communications.
- Confidence to deal with all levels of seniority and the ability to adapt communication and messages to different audiences.
- Self-motivated, self-disciplined and having the ability to work to tight deadlines, including some late working.
- Demonstrates strong commercial acumen and ability to gather information to support commercial decisions.
- Highly competent in MS Office software and relevant tools such as Project, Visio, etc.
Essential experiences
- 10 years + experience across key skills identified
- Must possess creative skills associated with strong technical, commercial and financial background
- Good understanding across all sectors to be able to measure performance and challenge decisions.
- Excellent interpersonal skills, with the confidence to approach people at all levels of seniority.
- Self-motivated and enjoy working to targets.
- Good relationship and networking skills.
- Articulate, confident communicator and presenter.
- Excellent people management skills.
- Thrive in a pressurised target driven environment.
- Commercial knowledge to analyse market data and identify new opportunities.
- Strong team player, but equally good at taking initiative.
- Ability to operate within the ethics and values of the Serco Group.
- Able to operate at a senior/strategic level in wider Serco Group.
Additional dimensions, KPIs or special features of the role
- The role is focused on supporting the Divisional growth efforts, across different areas.
- The performance of the role is based on the quality of the support provided, timeliness of deliverables, contribution to the overall business opportunities generation and conversion, and on internal Customer Satisfaction levels.
Any other role specific leadership attributes
- Strong Leader with the ability to train and empower more junior members of staff;
- Ability to engage with stakeholders (internal and external) at all levels within the business.
Serco is committed to Equal Employment Opportunities and is committed to ensuring the safety of all of its employees through its Zero Harm initiative.
About the Company
Serco is a FTSE 250 international service company which combines commercial know-how with a deep public service ethos.
Serco customers are looking for expertise in managing their people, processes, technology and assets more effectively. We advise economic decision makers, design innovative solutions, integrate systems and - most of all - deliver quality services directly to the public.
Serco supplies to governments, government enterprise, agencies and companies who seek a trusted outsourcing partner with a solid track-record of service excellence. Serco people offer operational, logistical and technical expertise in the Transport, Justice and Immigration, Defence, Education and Healthcare industries as well as in the commercial sectors of Facilities Management.
Serco Middle East have been in the Region since 1947, starting out delivering Air Traffic Control Services in Bahrain; a service we are proudly still running today and have expanded to include many other Airports in the region.
We have expanded significantly since that time across the UAE, Saudi Arabia and Qatar. We have been supporting the RTA to operate the Dubai Metro since 2009, are preparing to launch the flagship Saudi Arabia Passenger Rail service from Riyadh to Qassim in 2016. We deliver Facility Management services to both Cleveland Clinic and Healthpoint Hospitals in Abu Dhabi, large-scale medical facilities in Saudi Arabia and a range of educational and commercial properties in the UAE. We also deliver postgraduate education to Officers in the Qatar Armed Forces through the Joaan Bin Jassim Joint Command and Staff College in Doha.
Focusing on our core values, and creating a positive environment for employees to thrive, we look forward to a bright future as we continue to grow with the region.