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UK&I Transport Capture Director

NE Nokia Enterprise
2000000CQJ Requisition #

About the role:

Highly experienced professional responsible for engaging with customers at all levels including and in particular CxO level to develop large Services led cases and translate customer needs into business opportunities for Nokia. Develop cases from early phases, opportunity detection and creation till closure. Will have a high degree of understanding of Transport sector customers business drivers and technology as well as the wider business context. Able to develop a long sales cycle with consultative selling approach, clear engagement and win plans, to structure partnership (consortium or SPV), multi competences virtual teams to develop new services business and bring them to closure. Extensive experience in the UK Railway sector including Network Rail, High Speed 2, Train and Freight Operating Companies as well Transport for London. In depth knowledge of Government strategy within the Rail Industry is desirable.


Essential Duties & Responsibilities

The Senior Capture Manager is responsible for directing and managing strategic rail and transportation pursuits in collaboration with Transportation Sales Account Management, Delivery Leads, and Proposal Development. The individual will lead strategic captures including development of technical solutions and win strategies; develop and execute capture plans, as well as refine bid strategies to enhance proposal readiness. Will operate effectively within the UK&I Enterprise Sales team adhering to Nokia processes, procedures, and policies. Assess capture performance to measure effectiveness. Anticipates and resolves problems that might affect results. Responsible for all the end to end management of strategic pursuits to include entire bid lifecycle such as win themes, bid strategy, pricing, teaming, competitive analysis, solution development, and proposal storyboards.

·     Gathers, assesses, and validates customer needs, both business and technical, working with Nokia Business Group Pre-Sales

·     Participates actively with the pursuit team in opportunity qualification by supporting or leading capture plan and Nokia Gate reviews

·    Understands every aspect of a business opportunity including the scope of the project, how many resources will be needed, the impact on schedules, competitive pricing and budget concerns.

·    Identifies, negotiates, and leverages teaming agreements and strategic alliances

·    Solution Planning and design

·    Works with Nokia business group offer leads to determine appropriate technical solutions to meet the Customers requirements and bid strategy to win the opportunity

·    Understands Nokia’s offerings and maps against assessment of client’s requirements/needs—identifies gaps and strategies to close

·    Provides solution advice: drives proposals, presentations and other customer communication during pursuit

·    Identifies probable competition and evaluates relative strengths

·    Anticipates, understands, and plans for competitive threats

·    Partners effectively with others in the account team to ensure problem resolution and customer satisfaction

·    Fosters pursuit team collaboration

·    Works closely with business groups, delivery leadership, legal, and pricing functions, to ensure effective, efficient, and integrated implementation of capture management strategies

·    Ensures effective interface between the Sales Team function and all internal and external stakeholders (subcontractors and business delivery units)

·    Communicates capture strategy to the sales team and makes sure it is implemented effectively.

·    Active Participation and supports bid management in the bid review process

·    Transfers knowledge to the pursuit team understands the roles and proactively engages with other teams and resources within Nokia as well as external partners

·    Works closely with the account managers and operations staff in developing win strategies, themes, and discriminators

·    Recruits subcontractors to help the company successfully bid on projects.

·    Closes the deal or makes the final sale and brings in new business for the company for the best possible price.

Required Skills & Qualifications

·    Bachelor’s degree in Communications, Electronics, Computer Science, Information Science, or a related field.

·    Or an equivalent; or ten to fifteen years related experience and/or training; or equivalent combination of education and experience

·    10+ years of Sales, Business Development and Senior Capture Management Experience

·    Experience in capturing large complex opportunities at significant financial scale (complex rail communication opportunities would be an advantage)

·    HS2 Rail Comms Experience highly desirable and would be a distinct advantage

·    Knowledge of Rail EPC, Negotiated Procedure and other Procurement methodologies desirable

·    Proficient in capture methodologies such as Shipley

·    Experience of CDM 2015 and Rail HSE Procedures & Requirements

 About You:

·    Exceptional leadership and management skills.

·    Superior organisational and time-management skills.

·    An expert decision-maker with sound judgment.

·    Should have excellent written and verbal communication skills.

·    Excellent analytical skills are essential.

·    Must be a good delegator and a good multi-tasker.

·    Must have strong negotiating skills.

·    Must have exceptional computer skills. 

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