Bid Manager

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Date: 02-Oct-2022

Location: Hornell, NY, US

Company: Alstom

Leading societies to a low carbon future, Alstom develops and markets mobility solutions that provide the sustainable foundations for the future of transportation. Alstom’s products portfolio ranges from high-speed trains, metros, monorail, trams and e-buses to integrated systems, customised services, infrastructure, signalling and digital mobility solutions. With Bombardier Transportation joining Alstom on January 29, 2021, the new Group’s combined revenue amounted to €15.7 billion for the 12-month period ended March 31, 20201. Headquartered in France, Alstom is now present in 70 countries and employs 75,000 people.


Job Title (Job Code):         Bid Manager (PB-BM-02_001)



  • Manage the Tender Quality Costs Delivery Performance (QCDP) commitment for no critical or low critical bids.
  • Deliver a winning proposal, with a defined scope, accurate QCDP commitments, in a timely manner and within the defined tender budget.


Organisation structure (job belongs to..)

Region/Bid Management


Reports directly to:

Bids Director or Projects & Bids Director (Site, Cluster, Region or Platform)


Other reporting to:



Direct reports:




Network & Links 


  • Tender team,
  • Involved units,
  • Platform,
  • Metiers,
  • Support functions (Financing, Tax, Legal, Insurance, Tender Support & Control, Marketing & Pricing, Design & Styling etc.)


  • Partners & Customer if applicable



  • Pretendering (when relevant):
    • Co-ordinate internal activities to identify and understand Customer's needs
    • Promote the Company and its product
    • Co-ordinate internal activities to influence Customer Specification
  • Ensure compliance with applicable Alstom rules & instructions
    • PMT-PRO-001, Code of Ethics & Compliance, EHS, Railway Safety, Quality, Project Management Manual (PMM), etc.
  • Work in close relationship with Tender Leader and the full tender team including Sub-System bid managers
    • Determine the complexity of the tender based on reliable information using criticality matrix
    • Build in liaison with the Tender Leader the schedule to prepare the offer
    • Prepare & Issue the Instructions for Quotations (IFQ)
    • Support Tender Leader in defining bid commercial strategy
    • Support T Tender Leader with Partners
    • Support Tender Leader to perform Win No Go, Tender Review Meeting (TRM), Tender Transfer Meeting (TTM), Win Loss Analysis (WLA) and consolidation of inputs from Support functions
    • Support or act in lieu of Tender Leader for Customer interaction during tender phase (Q&A collection, administrative documentation etc)
    • Support Tender Leader to perform the Detailed Requirement Capture (Commercial part)
    • Support Tender Leader in the updating of the information in Wall.C
  • Manage the budget according to Tender Costs Authorization Process
  • Manage the tender team
  • Define the bid operational strategy
    • Analyze in detail the request for proposal (RFP) and define the bid operational strategy taking into account the commercial strategy defined together with the Tender Leader and Platform
    • Obtain market & target prices
    • Ensure Product Organization is clearly defined and agreed with Platforms and Region
    • Propose the Tender Project Organization and Work Breakdown Structure and have it validated
  • Propose the offered solution
    • Perform the Detailed Requirement Capture and Issue Contract Data Requirements List
    • Agree with the Platform and the Tender Leader how gaps are addressed
    • Ensure offered solution compliance versus Customer requirements and internal product strategy; Identify deviations
    • Prepare compliance matrix
  • Manage QCD optimization (in liaise with Bid Costing Manager if any) and obtain clear commitments from different actors
    • Identify, analyze and evaluate QCD gaps & manage the QCD review
    • Define interfaces and allocate between actors the cost targets, contractual obligations
    • Check, challenge and properly consolidate documented commitments
  • Prepare risks & opportunities reviews
    • Organize risks reviews and ensure the elaboration of mitigation plan
    • Prepare and maintain updated risk & savings registers,
  • Prepare the documentation necessary to submit to Customer
    • Prepare the technical description of offered solution
    • Prepare the technical clause by clause and/or list of derogations
    • Prepare the project master schedule
    • Prepare the price list and bill of quantities (if any) in line with Tender Leader and Finance Tender Manager instructions
    • Prepare administrative documentation upon delegation by Tender Leader
  • Keep records of all documentation produced for tender preparation (RFP, Q&A, Presentations, letters, contract …) and traceability until contract signature
  • Participate to the contract negotiations
  • Attend Customer negotiation meetings
  • Verify feasibility of evolutions requested versus the offered and approved reference
  • Update QCD data and obtain revised QCD commitments from different units, validate QCD commitment for each release of the tender
  • Ensure that all Customer questions have been answered, in line with commercial strategy
  • Review of the final contract documents before contract signature
  • Contribute to REX through the Win-Loss Analysis in liaison with Tender Leader and Market Pricing & Strategy
  • Support Project Manager (PM) in Project Review (CPR 0) preparation


Performance measurements: (On Time Delivery (OTD), QCD, Sales, Orders, Gross margin, etc.)

  • Provide documents in time in compliance with the tender requirements
  • Gap between Tender Review Meeting (TRM) and Project Review (CPR0)
  • Compliance with Tender cost budget
  • Data updated and recorded in Wall.C



Educational Requirements 


  • Master’s degree or bachelor degree





  • Project/Bid Management background especially on costing, planning & risk management
  • Knowledge of ALSTOM processes including particularly the “Golden Rules” and E&C compliance


  • Be able to challenge proposals to obtain optimal solutions backed with commitments

Competencies & Skills 

  • Basic knowledge of offered products and systems
  • Sufficient knowledge of financial (rules to build consolidated costs, cash curve, hedging, …), contractual (bonds & guarantees, …) and legal (obligations, penalties, …) aspects to be able to interface with internal relevant parties, and assess impacts on costing
  • High capability to manage efficient team working to produce the tender deliverables within a limited time period and under stressful conditions
  • High Communications skills, reporting capabilities
  • Sense of anticipation
  • Negotiation skills; Customer oriented


Position can be located in the U.S or in Canada

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