Role Description The Mass Transit project department of BUEC requires a Bid Manager to support its expansion in the Mass transit market segment. The candidate will oversee proposing for each opportunity the right engineering solution, estimate associated risks, and provide an optimized costing for the proposal in collaboration with the operations department and other stakeholders. This person will also support the elaboration of the technical and commercial bid documentation necessary to elaborate the tender proposal in support of the mass transit business developers. The successful candidate will also be asked to participate in technical and commercial meetings to define with the customer and other stakeholders the best solution or to present to the relevant stakeholders the proposed solution and its benefits. Responsibilities - Proposal Development: Oversees the entire proposal development process, including understanding the requirements of the RFI & RFP, coordinating with various departments or teams, and ensuring alignment with the client's needs. - Team Coordination: Works with a cross-functional team that may include subject matter experts, Business Developers, Product specialists, and others. Coordinates efforts to ensure the proposal is comprehensive, accurate, and meets all RFP requirements. - Risk Assessment: Assesses risks associated with the bid, considering technical feasibility, resource availability, financial and cash flow factors, and potential challenges. Works to mitigate these risks. - Budgeting and Pricing: Collaborates with finance and product teams to develop competitive pricing. - Quality Control: Responsible for the overall quality of the proposal, reviewing and editing content for clarity and adherence to specified formats and guidelines. - Submission: Manages the submission process with Business developers, ensuring all required documents are prepared and submitted on time. - Client Communication: Engages with the client during the bidding process, clarifying requirements and addressing queries. - Post-Submission Activities: Involved in debriefings, analyzing outcomes, and identifying areas for improvement in future bids. - For recurring customers and other activities, will take the lead on different transversal activities such as: - Defining Library structure for different customers for Framework agreement: standard documents used for recurrent opportunities. - Working with Product teams and Business Development to define and highlight USPs of Gunnebo solutions. - Comprehensive costing models for Gunnebo offer and simplify the pricing. Qualifications - Ability to work in a multi-cultural environment. - Experience with Matrix organisations. - Full knowledge of MS Office pack and D-365, proficiency in Word, Excel, and PowerPoint required. - Experience in structuring an offer and managing international bids, ideally in the mass transit sector. - Capacity to drive and coordinate multiple internal and external stakeholders. - Capacity to design optimal solutions considering ROI and limitations of each party. - Highly structured and organized. - Multi-tasking and ability to work under pressure. - Cost and optimization conscious. - Capacity to establish accurate costing and risk assessment estimation. - Fluent English speaker. - AutoCAD and rendering ability is desirable. - Additional European languages (especially Spanish) is desirable. Company Description The Gunnebo Group is a global leader in security, offering innovative products and services to protect and control the flow of people, and to safely secure valuables. Through our businesses and customers in retail, public transport, public and commercial buildings, industrial and high-risk sites, and banking, we operate worldwide through our 3,400 employees, 25 country locations, and 10 production facilities. Serving customers in over 100 markets, together we create a safer world. Gunnebo Entrance Control specializes in entrance control solutions that enable our customers with increased efficiency, safety, and end-user experience. Our wide range of products are designed to create a safe environment without restricting freedom of movement. Diversity Statement Gunnebo Entrance Control is an equal opportunity employer. We know that great minds don’t think alike, and it takes all kinds of minds to make our products so unique. We welcome applications from all backgrounds and employment decisions are made without regards to race, colour, religion, origin, sexual orientation, gender identity or expression, age, disability, or any other dimension of diversity. Gunnebo Entrance Control is committed to treating all people in a way that allows them to maintain their dignity and independence. Applicants with accessibility needs may request to be accommodated throughout the recruitment process.

• Own the full enterprise sales cycle for your region with a particular focus on strategic targeting and outreach. • Actively and consistently prospect, cold outreach, and add high-value prospects to build a strong pipeline in the region. • Identify client challenges and align them with the relevant elements of the DeepSea solution ecosystem. • Collaborate with product, operations and customer success teams to ensure client needs are clearly understood and addressed. • Provide structured feedback from the market to help shape our go-to-market strategy and product roadmap. • Represent DeepSea at industry events and within key account networks, further establishing our presence as a category leader in maritime digitalisation.

• Identify, evaluate, and close partnerships with **VCs, market makers, hedge funds, quant firms, and strategic partners** to enhance liquidity and expand institutional adoption. • Lead Aster’s institutional growth strategy in the EU/EMEA, bringing in meaningful volume through both new and existing relationships. • Manage the full partnership lifecycle — from sourcing, negotiation, and onboarding to long-term relationship management and retention. • Work closely with **Product, Marketing, and Operations** teams to align institutional BD efforts with product roadmap, campaign initiatives, and exchange performance goals. • Represent Aster at **crypto conferences, investor roundtables, and institutional meetups** to promote brand visibility and strengthen industry ties.

• As BDR Manager, you will own the hiring and development of a team of highly motivated BDRs to build a qualified pipeline of potential customers and to help scale our APJ markets. This includes managing day to day operations, analytics, and strategy. • Coach, train, and develop reps on inbound and outbound strategies and techniques. • Work together with Country Manager and 1st and 2nd line sales leadership on pipeline development in their territories. • Partner with cross-functional teams, including field enablement, marketing, and revenue operations to ensure alignment and collaboration on sales initiatives and processes. • Analyze quarterly targets and forecast pipeline creation by demonstrating in-depth knowledge of BDR motions and conversion metrics. • Cover unassigned accounts as a player/coach whilst hiring, onboarding, and ramping new team members. • Collaborate with BDR leadership on sales territories, quotas, and goals, ensuring alignment with overall business objectives and global expansion. • Foster a people-first culture in your approach to leading your team and working with your stakeholders and customers.