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Senior Pursuit/Proposal Manager
Job
Jacobs
Pittsburgh, PA (In Person)
Full-Time
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Job Description
As a key member of our Sales team, the Senior Pursuit/Proposal Manager leads pursuit strategy, development of highly strategic proposals, and client interview preparation efforts for major Transportation, Water, and Cities & Places opportunities across several Midwestern and Mid-Atlantic states. When you join us you'll partner closely with sales leaders, client account managers, and technical teams to develop winning strategies, differentiate Jacobs in the marketplace, and position pursuit teams for success. The ideal candidate is organized, accountable, meets deadlines, follows through on commitments, and effectively facilitates processes and discussions that drive clear sales strategies. All members of our sales team are expected to be self-starters who: possess excellent oral and written communication skills; develop creative solutions to tackle challenges; are team players ready to support each other; and have a vested interest in the success of Jacobs. Each day will present different activities and opportunities as you help position Jacobs for success in our sales efforts. Our Senior Pursuit/Proposal Manager will be responsible for the following:
- Independently lead the coordination and preparation of strategic pursuits within the East Central geography, including opportunities under $5M in gross margin and larger opportunities that are not supported through national pursuit resources.
- Lead client interview strategy, preparation, and coaching efforts, including development of presentation messaging, facilitation of mock interviews, executive coaching, and team readiness activities that position pursuit teams for success.
- Facilitate account strategy development for select geographic clients. Collaborate and provide strategic insights to the Client Account Manager (CAM) and/or Sales Leads to maintain strong account health by adhering to our Relationship-Based Sales (RBS) process.
- Drive the development and execution of effective winning strategies that best position our teams for success, working closely with the sales team.
- Maintain knowledge of the dynamics within their assigned clients' environment, driving factors within their business, and how Jacobs can serve the clients' needs. Stay informed of our competition's relationship with clients and their win/loss rates, possess an understanding of clients' procurement processes; and their small/local business requirements along with preferred subconsultants.
- Connect with the National Strategic Pursuits team leadership and Geographics Sales Operations leadership, as appropriate, to secure a proposal team (proposal manager, coordinator, graphic artist, etc.) to position proposals for delivery.
- With no supervision, coordinate, write, edit/tailor, and perform research for non-technical proposal sections; ensure compliance; proactively identify, communicate, and mitigate potential issues/variances
- Coordinate/provide direction to an international team of graphic designers, publishing technicians, editors, reprographics specialists, and other support staff; independently coordinate with and collect information from teaming partners and subconsultants
- Prepare and ensure compliant and timely proposal deliverables by managing self and proposal team, including monitoring progress, managing proposal process and schedule, and meeting client requirements; communicate issues/variances
- Thoroughly understand and apply knowledge of Jacobs identity standards, structure, organization, business approach, and sales process
- Serve as a subject matter expert on, advocate, and actively follow sales procedures, policies, protocols, and best practices, including standard file management and archiving procedures, as well as Branding Guidelines
- Employ and populate/update (as appropriate) business development-related tools and databases The final candidate could be located near any of the following Jacobs' offices: Reston or Richmond, VA, Washington, DC, Baltimore or Silver Spring, MD, Philadelphia or Pittsburgh, PA, Chicago, IL, Columbus, OH or Troy, MI.
LI-LM1236
- Proven leadership, management, and organizational skills for directing, delegating, and overseeing proposal team members and their contributions
- Experience with relationship-based sales with an emphasis on developing winning strategies and differentiating value propositions
- Bachelor's Degree in business, sales, marketing, communications or related field preferred
- Minimum of 10 years of experience in proposal management/coordination within the A/E/C industry, previous experience in architecture and built environment is a plus
- Strong business acumen including financial literacy, strategic thinking, market awareness, problem-solving, decision-making, and leadership
- Possess strong facilitation skills to drive positioning and strategy, and negotiate with various stakeholders to build consensus or resolve conflicts
- Polished and persuasive written and verbal communication skills, including proficiency in grammar, punctuation, spelling, and formatting
- Proven ability to work successfully with others in multiple disciplines and in international locations/varied time zones
- Great interpersonal skills and an ability to develop, nurture, and maintain relationships at all levels of the company
- Self-motivation and a willingness to take initiative and solve complex problems
- Capability to negotiate with and influence others
- Ability to thrive in a fast-paced and high-pressure environment
- Commitment to success in support of the company's strategic goals and profitable growth
- Fluency in Microsoft Office and Adobe applications
- Ability to travel as needed Jacobs is an Equal Opportunity/Affirmative Action Employer.