Pursuit Manager

Roles and responsibilities

To lead pursuit and proposal activities and manage the development and implementation of pursuit plans and strategies for successful outcomes.

Roles & Responsibilities

• Lead the development of high-quality, persuasive proposals marketing collateral and presentations.
• Lead proposal strategy discussions, capture planning and kick-off meetings for large pursuits, ensuring strategic win themes are effectively incorporated throughout the proposal
• Review RFPs and participate/lead strategic win plan discussions with Project Managers and Technical Leaders.
• Understanding of technical terminology, project management structure, and discipline functions by Sectors.
• Manage proposal team (technical leader, marketing coordinator, graphics, etc.)
• Collaborate with groups of content providers and deal with changing priorities.
• In conjunction with bid leaders schedule and facilitates stage reviews of proposals through to submission.
• Ensure proposal formatting, writing, editing, and proof reading is carried out to industry leading standards.
• Facilitate production and delivery of finished product, while complying with all RFP requirements
• Lead interview preparation to meet all client needs and align proposal themes and messaging with the knowledge collected throughout the positioning phase
• In conjunction with bid leader seek and attend client post submission debrief meetings; shares lessons learned and best practices across teams
• Effective use of graphic and organizational software to create key graphics (e.g., Photoshop, InDesign, Visio and/or PowerPoint).
• Liaise with proposal teams across the EMEA region.
• Manage and assigns tasks to Marketing Coordinator during proposal development.
• Manage Graphic Design support during proposal and interview development.
  

Minimum Requirements

• Ability to manage and work effortlessly with Technical Leaders in any market and service line.
• Proven leadership and planning skills
• Confident personality with the ability to think strategically and help teams develop sound marketing, pursuit and proposal strategies
• Strong communication skills both written & oral
• Good negotiation, problem solving, planning and time management skills
• Understanding of marketing techniques (layout, graphics, strategy-to-win)
• Proficient in Word, Excel, Outlook, PowerPoint, Photoshop, InDesign
• Flexible and able to meet challenging deadlines.
• Excellent organizational and time management skills required with ability to multi-task and prioritize

Desired candidate profile

1. Business Development and Strategy

• Market Analysis: Ability to analyze market trends, identify potential opportunities, and align the company's offerings with client needs.
• Client Relationship Management: Building and maintaining strong relationships with potential clients, stakeholders, and industry partners to gain insights into upcoming projects and tendering opportunities.
• Strategic Planning: Working closely with senior management to develop and implement strategic business development plans for growth.
• Competitive Analysis: Analyzing competitors' strengths and weaknesses to position the company effectively in the market.

2. Proposal Management and Writing

• Proposal Writing: Expertise in preparing high-quality, persuasive proposals and tenders that align with client requirements and emphasize the company's strengths.
• Response Strategy: Developing the strategy for responding to RFPs (Request for Proposals) and other business opportunities, ensuring all client requirements are met.
• Document Management: Coordinating the preparation of proposal documents, managing timelines, and ensuring that all submissions meet deadlines and compliance requirements.
• Technical Writing: Collaborating with technical teams to produce accurate, detailed, and compelling technical sections of proposals, ensuring that the content meets both client expectations and technical standards.

3. Project Management

• Timeline Management: Managing the timelines and deliverables for the pursuit process, ensuring proposals are submitted on time and meet the required quality standards.
• Resource Allocation: Coordinating with various departments (e.g., engineering, finance, legal) to gather information, allocate resources, and ensure a cohesive, successful submission.
• Cross-Functional Team Leadership: Leading teams of professionals from different disciplines to ensure all aspects of the pursuit are addressed, including cost, design, and legal considerations.

4. Communication and Negotiation

• Stakeholder Engagement: Engaging with internal and external stakeholders, including clients, senior management, and technical experts, to gather information and shape proposals.
• Presentation Skills: Delivering persuasive presentations to clients, highlighting the company’s strengths and approach to solving the client’s needs.
• Negotiation: Leading negotiation efforts with clients and partners to finalize contracts, terms, and conditions, ensuring alignment with company goals.

5. Leadership and Team Management

• Team Coordination: Leading a team of proposal managers, writers, designers, and technical experts in the development and submission of proposals.
• Mentorship and Training: Providing leadership, guidance, and mentoring to junior staff, helping to develop their skills in the business development and proposal process.
• Continuous Improvement: Evaluating past pursuits to identify lessons learned and areas for process improvement to enhance the effectiveness of future pursuits.

6. Financial and Risk Management

• Cost Estimation and Budgeting: Working with finance and technical teams to prepare accurate cost estimates, pricing models, and financial projections for proposals.
• Risk Management: Identifying potential risks in the pursuit process, including financial, contractual, and technical risks, and developing strategies to mitigate them.
• Contractual Terms: Ensuring that proposals include appropriate and competitive contractual terms and conditions while minimizing risk to the company.