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Job description / Role
Serco are currently seeking a Propositions and Solutions Development Manager who's main purpose will be to;
• Develop a portfolio of rich propositions (in collaboration with the Business Units, Business Development, Solutions Architects) that meet market needs, outperform competitor offerings, and deliver value for customers.
• Work with Business Units to shape and design new market facing value propositions and capabilities
• Develop Value Propositions and Solution Concepts at the opportunity identification and early bid stages
• Articulate value propositions that meet customer requirements
• Support with the development of new products and service offerings, as well as strengthening our existing USPs.
Reporting to the Proposition and Solution Director, the successful applicant will be responsible for;
• Market Need - assessing and validating the market need and competitor positioning
• Customer Segments - building and maintaining a detailed understanding of specific customer segments and their P&L drivers, both in the short and long term, including: customers (profile, type, and needs), markets, environment, competitors (product, pricing, strategies) and cost drivers
• Designing and managing the project plan - for delivering each proposition; managing to time, scope, quality and budget and reporting on these at an agreed frequency
• Distilling it down and designing the top-down ‘wrapper’ - or ‘packaging’, with the support from internal and external marketing experts.
• Market Testing – testing proposition externally with customers
• Continuously monitor market movements - trends, and competitor activity, feeding insights into propositions
• ROI – calculating and articulating anticipated outcomes and return upfront
• Building bottom-up repeatable solutions - including the technology model, commercial model, staffing model and financial model
• Business Improvement – identifying areas for improvement and redesigning existing services to ensure they meet/exceed the identified market need
• Acting as the Solutions Architect / Lead on deals when required
• Go to market – supporting internal and external marketing experts with the marketing campaign plan; assisting and advising on customer segmentation, Sales database analytics and channel optimisation
• Customer pitches and presentations – as a subject matter expert (SME) on propositions developed in this role, assist and accompany Business Development Directors on presentations to customers
• Engaging appropriate stakeholders and SMEs – at senior levels, in other functions (e.g. legal, finance or commercial), in other parts of the Serco Global business or in other organisations
• Intellectual Property – ensuring that that the proposition and its components are made available as widely as possible to Serco’s global community, using appropriate knowledge management platforms, whilst also ensuring that key IP remains appropriately protected
Requirements
Essential Qualifications
• Bachelor’s degree
Essential Experience;
• 10 years experience with Bidding & Business Development
• Experience in developing compelling value propositions and bringing them to market
• Strong team manager and have practical experience of leading a team to successfully deliver in complex and demanding environment
• Previously worked in a diverse, multi-cultural multinational corporate organisation
• 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
• Possess a commercial and pragmatic approach to providing strategic growth solutions
• Excellent negotiation, communication (written and verbal) and analytical skills with ability to assimilate information quickly in a commercial manner is essential
• Proven project management and organisational skills; be detail oriented with the ability to handle multiple priorities and meet demanding deadlines and schedules
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.