Sales Manager - Tendering

Sales Manager - Tendering

We are seeking a highly driven and detail-oriented Sales Manager - Tendering to own the end-to-end bid management lifecycle across defence, government, and enterprise opportunities. This role is critical in ensuring timely, compliant, commercially optimized, and high-quality proposal submissions that improve win rates, protect margins, and support annual order booking objectives. The ideal candidate will have strong experience in defence tendering, techno-commercial proposal management, and cross-functional stakeholder coordination. You will act as the central point of ownership for all bid-related activities, ensuring proposal quality, submission discipline, and effective collaboration across technical, finance, sales, business development, legal, and operations teams.

Key Responsibilities

• Bid Management & Proposal Ownership

• ● Own the end-to-end lifecycle of RFI, RFQ, RFP, tender responses, and techno-commercial proposal submissions

• ● Ensure all proposals are complete, compliant, accurate, and aligned with customer requirements

• ● Manage proposal timelines from customer requirement freeze through final submission

• ● Ensure zero misses on customer submission deadlines

• Cross-Functional Coordination

• ● Coordinate with technical, finance, sales, business development, legal, budget owners, OEM partners, and operations teams to gather inputs and drive proposal completion

• ● Manage bid schedules, dependencies, reviews, and approvals across stakeholders

• ● Ensure timely closure of action items and maintain proposal delivery discipline

• Commercial Structuring & Margin Protection

• ● Drive commercial structuring and pricing strategies to maintain target gross profit margins

• ● Standardize costing assumptions, exclusions, commercial terms, and risk notes

• ● Support bid/no-bid qualification decisions and response strategies with sales leadership

• Proposal Excellence & Win Rate Improvement

• ● Improve proposal turnaround time (TAT) while maintaining quality and compliance

• ● Develop compelling, customer-focused proposals with a high probability of success

• ● Track proposal outcomes and maintain bid performance metrics

• ● Monitor competitor pricing intelligence, market trends, and bid learnings to strengthen future submissions

• Process Governance & Knowledge Management

• ● Maintain proposal repositories, templates, compliance matrices, and submission checklists

• ● Ensure proper version control and documentation governance across all bid activities

• ● Continuously improve bid processes to reduce rework, errors, and submission risks

• ● Establish best practices for proposal development and review cycles

• Operations & Trial Support

• ● Extend documentation and proposal-related support to operations teams during customer trials, demonstrations, and evaluations

• ● Ensure technical and commercial documentation is maintained accurately throughout the customer engagement lifecycle

• Qualifications & Skills

Education

• ● Bachelor's Degree in Engineering, Business Management, or a related discipline
• ● MBA preferred

Experience

• ● 6–10 years of experience in Bid Management, Proposal Management, Tendering, or Defence Sales Support roles

• ● Mandatory experience in defence, government, aerospace, homeland security, or strategic technology sectors

• ● Proven track record of managing complex techno-commercial proposals and tender submissions

• Technical & Functional Skills

• ● Strong understanding of RFI, RFQ, RFP, tendering, and proposal management processes

• ● Experience in techno-commercial proposal preparation, costing, pricing, and bid strategy

• ● Strong commercial acumen with experience protecting margins and managing risk considerations

• ● Excellent proposal writing, documentation, and compliance management skills

• ● Experience managing multiple high-value bids simultaneously

• Stakeholder Management

• ● Strong cross-functional coordination and stakeholder management skills

• ● Ability to influence teams and drive execution without direct authority

• ● Excellent communication, presentation, and negotiation skills

• Mandatory Knowledge Areas

Working knowledge of:

• ● Defence Acquisition Procedure (DAP 2020)

• ● Defence Procurement Manual (DPM 2009)

• ● Government procurement and tendering frameworks

• ● Defence and public sector bidding processes

• Key Success Metrics

• ● Proposal submission turnaround time (TAT)

• ● Bid win rate and conversion ratio

• ● Proposal quality and compliance adherence

• ● Gross margin protection on awarded contracts

• ● Zero missed submission deadlines

• ● Stakeholder satisfaction and coordination effectiveness

• ● Accuracy and completeness of techno-commercial proposals

• Must-have skills

• Bid ManagementProposal ManagementTendering

• Good-to-have skills

• RFI,RFP,Q,RFP

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