Inside BDM & Tender Manager (DACH)

📋 Description

• • Drive strategic and operational business development within the DACH region (Germany, Austria, Switzerland) by systematically identifying, developing, and capitalizing on growth opportunities.
• • Take full ownership of the management and coordination of all tender processes relevant to the DACH region, including liaising with international customer organizations where they have business relevance for DACH, without assuming global responsibility.
• • Ensure a consistently high success rate in tenders, meticulously considering margin, risk, and compliance aspects to safeguard the company's financial health and operational integrity.
• • Actively contribute to achieving the region's revenue, profit, and growth targets through proactive engagement and strategic planning.
• • Guarantee the professional, timely, and high-quality preparation of all bid and tender documentation, ensuring accuracy and adherence to company standards.
• • Maintain a structured, holistic approach to customer and opportunity management, ensuring complete and up-to-date documentation of all activities, opportunities, forecasts, and claims within the CRM system (Salesforce).
• • Consistently apply valid pricing and condition structures in accordance with company policies and system specifications (Vistex), ensuring commercial alignment and efficiency.
• • Uphold commercial compliance and adhere to internal governance and approval processes, mitigating risks and ensuring adherence to regulatory requirements.
• • Continuously develop and optimize tender, bid, and business development processes, fostering a culture of improvement and efficiency.
• • Contribute to the future strategic leadership of the function, potentially taking responsibility for building and leading a dedicated Tender Management team within the DACH region.
• • Analyze market, customer, and competitor information to systematically identify strategic business potentials, providing critical insights for strategic decision-making.
• • Develop, qualify, and prioritize strategic opportunities in close collaboration with sales and key account management, ensuring alignment with overall business objectives.
• • Create comprehensive business cases, economic feasibility studies, and robust commercial calculations to support strategic initiatives and investment decisions.
• • Develop and coordinate pricing and condition models in alignment with current company policies, ensuring competitive yet profitable strategies.
• • Monitor relevant revenue and business developments, deriving appropriate measures for sustainable business growth and market penetration.
• • Take overall responsibility for the management and coordination of all tender processes relevant to the region, ensuring seamless execution from initiation to submission.
• • Analyze tender documents meticulously, considering margins, risks, and contractual aspects to ensure favorable outcomes and mitigate potential liabilities.
• • Coordinate all internal interfaces, including Sales, Key Account Management, Channel, Product Management, Finance, Legal, Operations, and Supply Chain, fostering cross-functional collaboration and alignment.
• • Prepare complex, customer-specific proposals and compile all commercial and formal bid components, including pricing conditions, rebate agreements, and potential price adjustments.
• • Ensure the timely, complete, and high-quality submission of bids, meeting all deadlines and formal requirements.
• • Prepare for contract negotiations by developing solid commercial decision-making bases, empowering effective negotiation strategies.
• • Review and coordinate contract terms and conditions, considering internal approval processes to ensure legal and commercial compliance.
• • Conduct structured win/loss analyses and systematically follow up on tenders, extracting valuable lessons learned to improve future performance.
• • Build, maintain, and continuously develop transparent tender and opportunity documentation, creating a reliable knowledge base.
• • Generate forecasts, opportunity reports, and performance analyses to provide clear visibility into business performance and pipeline status.
• • Analyze relevant KPIs, such as tender success rates and margin development, and derive concrete optimization measures to enhance efficiency and profitability.
• • Conceptually develop and implement a standardized, scalable Tender Management framework for the DACH region, ensuring consistency and best practices.
• • Establish structured processes, tools, and governance structures for tender management, creating a robust operational foundation.
• • Develop a medium to long-term tender strategy for systematic market development, including segment prioritization, pre-market engagement, and renewal tracking.
• • Identify future resource needs and participate in the prospective build-up of a dedicated tender team, ensuring adequate capacity for future growth.
• • Provide technical leadership and development for future team members in the area of Tender Management (prospectively), fostering talent and expertise within the organization.