Bid Principal in England

This role is pivotal in meeting the overall growth strategy for TPX. The post holder will be responsible for the achievement of sales effectiveness and win rate targets that contribute to the achievement of DT growth targets. As a Bidding Principal, you’ll hold end-to-end accountability for the sales process. This includes the successful submission of winning tenders, the development of opportunities from leads all the way through to winning bids, accountability for the end to end pipeline, responsibility for the creation and maintenance of effective knowledge management and reference examples, and the development of best practice bidding processes.

The role also includes individual responsibility for leading the capture process, producing win themes and sales strategies, top‑scoring content; and managing the end to end bid process to ensure a winning submission is submitted within the bid time frame. Most of our clients are in the UK public sector, with stringent requirements around compliance, and we operate in a highly competitive market, where differentiation comes with the slimmest of margins. Most of our delivery teams are engaged in client‑facing activity throughout the week. You’ll be adept at rapidly immersing yourself in often lengthy bid documentation; using your public‑sector commissioning/procurement experience to flag areas of concern or clarification early; and synthesising key requirements to bring client‑facing colleagues up to speed quickly and easily.

The post holder will have a detailed working knowledge of the bid process and the related fields of digital transformation and IT consultancy, gained through extensive experience. Along with the other bid principals, you will hold a shared responsibility for the management of the sales pipeline. Working with sales support, the growth teams and delivery to ensure effective pipeline hygiene management and sales progression. You will also be responsible for the implementation of effective sales and bidding processes, ensuring that all opportunities are properly qualified and signed off through appropriate governance processes.

The post holder will also be responsible for the development and maintenance of an effective knowledge management system, ensuring that all references, case studies, methodologies and proof points are up-to‑date and easily accessible for bidding purposes. The post holder will be responsible for developing and defining these best practice processes and ensuring the team adopts them. You’ll work at pace, and thrive in a busy digital consulting environment with pressing deadlines. You’ll oversee the production and submission of bids/tenders, collaborating with colleagues across the business to engage their expertise. You’ll work proactively to develop capture plans, great content, model answers and also support the wider development of colleagues outside the bid team so we build a network of future contributors. You will draw on your extensive professional experience in sales enablement, digital transformation and IT consultancy to deliver integrated professional leadership.

• Responsible for achievement of sales effectiveness and win rate targets that contribute to the achievement of DT growth targets.
• Responsible for end to end pipeline management, including sales progression and pipeline hygiene.
• Responsible for the development, definition and implementation of new systems and best practice processes to ensure successful sales enablement, bidding success and appropriate governance.
• Responsible for the development and maintenance of effective knowledge management.
• Responsible for the leadership, development and management of key members of the bid team, including bid managers, co‑ordinators and sales support.
• Responsible for planning and managing all aspects of bids from qualification, capture and through to final submission (which may include a presentation stage), delivering agreed fit for purpose proposals on time and to extremely high quality and winning standards.
• Support the business development function through proposals and shaping of solutions/approaches.
• Organises the agreement of competitively positioned commercials, the technical solution and the corresponding solution delivery model.
• Oversees our commercial and pricing approach into all of our bids.
• Takes responsibility for the co‑ordination of bid pricing schedules in accordance with the sales lead and the agreed commercially reviewed figures.
• Writes, edits and reviews bid responses, or sections of bid responses, drawing on contributions as well as collateral.
• Ensures our brand values and high standards are embedded across all bid activity, including visual collateral that simplifies our win theme/approach etc to our clients.
• Continually seeks innovative ways to improve bid team productivity, enhancement of collateral and procurement success rates.
• Continuously maintain and update skills and knowledge to stay current within your relevant field of expertise.

• Budget: Managing complex budgets ranging from £50k to £50m.
• Accountability: Responsible for win/loss ratio contributing to TPX’s overall growth targets.
• People Management: Responsible for the leadership, coaching and development of key members of the bid team.
• Policy and Process Development and Implementation: Responsible for the development and implementation of new and effective sales policies, processes and tooling, based on best practice process.
• Problem Solving and Time Management: Sales and bidding situations can require bid teams to navigate complex problems, including commercial and quality challenges. These can include navigating win price or key areas of knowledge management/case studies references. Bids can also be highly stressful environments, requiring effective time management practices.
• Change Management Requirements: We are improving our growth‑related sales practices, and this includes refreshing our bid governance, templates and training materials. You must be comfortable, and experienced in, helping to design and deliver new people‑centred bidding practices which supports developing team members.
• Internal / External Interactions: You’ll be required to work with people from across the business as well as partners/subcontractors. You should be skilled in adapting your communication and coaching style to effectively engage and bring out the best in all stakeholders.
• Capture Planning and Proposal Submission: You must be able to demonstrate experience of running capture plans from early stage opportunities through to bid submission. You must also have experience of a variety of different tender types. Including but not limited to, helping to develop proactive but simple presentation style proposals, short, word or character limited responses in rapid timescales (DOS Framework for example) all the way up to longer term competitive dialogue type procedures.

• Professional knowledge and experience: Significant and broad knowledge of sales enablement, digital transformation and IT consultancy, gained through extensive experience and to deliver integrated professional leadership.
• Extensive knowledge of wider market trends and their potential impact on future sales opportunities.
• Extensive experience operating as a senior bid professional with recent experience of developing top quality approaches to digital transformation and IT.
• Deep understanding, achieved through extensive experience, of the UK public sector procurement and buying landscape is essential.
• Highly capable of multi‑tasking and prioritising tasks with the ability to work under pressure and deliver to regular tight deadlines.
• Excellent organisational and analytical skills with a keen eye for detail.
• Excellent verbal and written communication skills.
• Understands and makes recommendations on relevant propositions and collateral to share with clients.
• Provides coaching for early client conversations, oral presentations and negotiations.
• Facilitate capture, kick off, storyboarding and win themes sessions and provide independent review and challenge of win themes, proposals and other bid materials.
• Understands how to run internal pitch team briefs and debriefs and conduct retros with the bidding team.
• Brings the best out of TPXimpact by connecting teams to deliver high quality, winning bids.
• Demonstrates a track record of winning.

• 30 days holiday + bank holidays.
• 2 volunteer days for causes that you are passionate about.
• Maternity/paternity – 6 months Maternity Leave, 3 months Paternity Leave.
• Life assurance.
• Employer pension contribution of 5%.
• Health cash plan.
• Personal learning and development budget.
• Employee Assistance Programme.

We are committed to having a positive impact on the clients and the communities we serve. We actively encourage applications from all genders, ethnicities, disabled people, members of the LGBTQIA+ community, and those from lower socio‑economic backgrounds.