Job Description

Company: Oliver Wyman

Description:

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 -

We are currently looking for a Bids & Business Development Manager to join our Dubai 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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