Tender Manager, CSI, AP
At DHL, people mean the world to us. That’s why our goal has always been to attract and retain the best talent the world over. We provide challenge and opportunity for personal and professional development. We recognize the difference you bring to our business, and together we share the pride of building THE logistics company for the world.
DHL’s Customer Solutions & Innovations (CSI), one of the business units of DHL, is a globally dedicated organization which simplifies the DHL customer experience by providing a single customer interface and developing innovative industry-tailored solutions for DHL’s largest global customers. Come discover the unique, international spirit of DHL where your commitment is recognized and rewarded.
Job Purpose
Win Multi-BU tenders and bids by fully understanding the customer, preparing accurate and compelling proposals, leveraging optimal solutions and capabilities, and managing the end-to-end process of the tenders in scope.
Your Tasks
1. Pre-Sales
- Proactively and timely manage the CSI Tender Management project pipeline through regular dialogue with the commercial teams
- Assess tender opportunities to be either of Single BU (SBU) or Multi BU (MBU) type together with the commercial teams and update ACE (Salesforce.com) accordingly
- Ensure effective and global visibility to the pipeline and RFQ calendar incl. informing divisional tender teams about upcoming single BU tenders
2. Sales (MBU Focus)
- Drive the formation of the core MBU bid response team within the DPDHL global organization
- Participate in project related meetings with Customer Teams to obtain detailed customer requirements as well as to provide information to manage projects
- Drive pre-RfQ work together with the commercial teams and the commercial teams of the BUs incl. data analysis, win plan, alternative solution identification, learning’s former tender reviews, etc.
- Lead development of competitor assessments for bid opportunities, create strong ‘win’ strategies
- Manage end-to-end MBU tender projects in order to provide in time, high-quality input to the tender response
- Deliver strategic, customer-centered winning proposals ensuring that offers are developed based on the customer needs using the full range of DHL product and service offerings
- Support the divisional TRB processes to effectively position the opportunity for approval
- Partner with the commercial teams during the negotiation process e.g. by coordinating the provision of additional specifications of detailed solution documentation in close alignment with the BU and other stakeholders (Legal, IT, Solution Design, etc.)
- Conduct RFQ debriefs upon customer award/non-award conclusion and share with BU/CSI management
- Support handover of implementation to the BUs based on the RfQ knowledge and former experience
- Project governance for complex MBU implementations incl. risk assessment, and feedback into the bid response
3. Others
- Drive best practice sharing for tender management through regular reviews and alignment with commercial and commercial operations teams on a global level
- Continuously remain up to-date on current DPDHL product offerings
Education / Qualification / Certification / Requirements:
- Bachelor Degree/Tertiary Education in related discipline and 5-7 years experience in related field or Master Degree and generally 3-5 years experience in related field
- Strong negotiation, business/proposal writing, presentation, stakeholder management and virtual team management skills
- Experience in one or more DPDHL Business Units (3 or more years) or equivalent external experience
- Pricing or RFQ/tender response (3 or more years)
- Project Management
- Lead 5 or more large (>10 million EUR) opportunities with global and multi BU scope
- International exposure and cultural sensitivity
- Team player
- Excellence in MS-Office (Excel, Word, Access and PowerPoint)
- Organizational skills
- Goal oriented
- Commercial feel
- Ability to work under high pressure and tight deadlines
- Quality driven
- Strong interpersonal skills to challenge internal stakeholders
- Business fluent English language skills
