Bids Manager

Primary Accountability - WINNING BIDS
The Bids Manager is directly responsible for:

• Achieving and sustaining a minimum 75% bid win rate across pursued opportunities.

• Converting qualified tenders and proposals into awarded contracts and signed revenue.

• Driving consistent year-on-year growth in contract awards and bid-sourced revenue.

• Ensuring Panache outperforms competitors in strategic government, enterprise, and donor-funded procurements.

• Owning the success or failure of bid submissions and implementing corrective strategies to improve win probability.



Key Responsibilities
A. Bid Winning Strategy & Opportunity Selection
• Define and execute a bid strategy focused on maximizing win probability, not just submission volume.

• Lead go/no-go decisions to ensure Panache pursues high-probability, high-value, and strategically aligned opportunities.

• Analyze historical performance, competitors, and scoring criteria to prioritize bids Panache is most likely to win.

• Pre-position Panache with clients, partners, and stakeholders before tenders are released to improve winning chances.

B. End-to-End Ownership of Bid Outcomes
• Own the full lifecycle of bids - from opportunity identification to submission, negotiation, award, and contract signing.

• Coordinate cross-functional teams to ensure proposals are compelling, persuasive, compliant, and differentiating.

• Ensure every submission is optimized for maximum evaluation score and competitive advantage.

• Track bid results, analyze losses, and implement win-rate improvement actions.

C. Proposal Excellence & Competitive Differentiation

• Lead the development of high-impact, winning proposals — not generic submissions.

• Ensure proposals demonstrate clear value, ROI, innovation, risk mitigation, and delivery credibility.

• Build strong win themes, executive summaries, solution narratives, and evidence-based positioning.

• Maintain proposal quality standards that maximize technical and commercial scoring.

D. Commercial & Pricing Leadership for Winning

• Define pricing and commercial strategies designed to win while protecting margins.

• Analyze cost structures, competitor pricing, and value positioning to maximize scoring and affordability.

• Ensure bid financials are competitive, defensible, and aligned with profitability targets.

• Balance win probability vs margin optimization strategically.

E. Compliance, Governance & Risk Control

• Ensure 100% compliance with tender requirements, donor rules, procurement laws, and submission criteria.

• Eliminate technical disqualifications, documentation errors, and avoidable compliance failures.

• Manage legal, contractual, delivery, and financial risks associated with bids.

F. Market Intelligence & Competitor Advantage

• Track competitor behavior, pricing patterns, partnerships, and bid strategies.

• Build intelligence on who wins, why they win, and how Panache can outperform them.

G. Partner & Consortium Strategy for Higher Win Rates
• Select and manage partners based on how much they increase the probability of winning.
• Structure consortia that strengthen technical credibility, evaluation scoring, and delivery confidence.

• Leverage vendor relationships and certifications to improve bid competitiveness.

H. Performance Management, Reporting & Continuous Improvement

• Maintain dashboards tracking: o Bid pipeline value

- Submissions vs wins
- Win rate percentage
- Revenue secured from bids o Average contract value

• Conduct win/loss reviews and implement targeted improvements to increase success rates.

• Report regularly on bid performance, revenue conversion, and forecasted awards.

I. Leadership, Capability & Winning Culture

• Lead and mentor Bid Officers and Proposal Teams with a results-driven, win-focused culture.

• Train teams on winning proposal techniques, compliance excellence, storytelling, and competitive positioning.

• Enforce high urgency, accountability, discipline, and outcome ownership.



Core Competencies
• Relentless outcome focus on winning

• Strong commercial & pricing acumen

• Elite proposal writing & persuasive communication

• Competitive intelligence & market positioning

• Stakeholder influence & negotiation

• Analytical thinking & decision discipline

• High accountability, urgency, and ownership mindset


Success Indicators (Win-Anchored)
• ≥ 75% bid win rate sustained annually

• Strong growth in annual revenue secured through bids

• Increased average contract value and deal size

• Reduced bid effort on low-probability opportunities

• Zero avoidable bid disqualifications

• Strong brand perception as a high-win-rate ICT partner

• Measurable contribution to Panache’s revenue growth and market dominance