Your impact
We have an immediate requirement for an experienced
What You Will Work On
The primary responsibility o this role is to drive the disciplined application of our sales process: (1) develop and advance client relationships before opportunity identification; (2) strategically position us for specific opportunities; and (3) develop high-quality opportunity-specific response documents with competitive and compelling sales messages to satisfy client business goals.
- Form and lead bid teams, look out for the team’s welfare, establish the right behaviors, and create a high-performing bid team for successful delivery.
- Support strategic positioning for specific opportunities.
- Support Sales Leads and Operations in key Opening Game Business Development activities, e.g., client, competitor, and market research, development of Client Strategies, participation in 10:1s, development of
- Executive Summaries and White Papers.
- Actively work with sales and operations to develop and implement Middle Game action plan, e.g., document due diligence in the project brief, develop Win Plan, SWOT analysis, and Executive Summary, conduct Go/No Go and strategy review, identify execution team.
- Translate the winning strategy into critical themes and produce compelling sales documents utilizing benefits statements, graphics, and proofs.
- Plan, organize, and direct all elements of qualification and tender responses, e.g., analyze client request, develop response plan (B&P budget, response team, compliance check-list, response outline, schedule), initiate Go/No Go, conduct kick-off meeting, manage and work with the team to develop response sections, refine Executive Summary, conduct in-progress reviews, schedule Pricing Reviews, ensure on-time delivery of the response, Identify, manage and communicating bid risks.
- Ensure that all sales documents comply with our corporate branding and client confidentiality requirements.
- Develop and maintain qualification materials, including project descriptions, experience matrices/overviews, safety and quality statistics, capability statements, etc. Specifically, work with Operations to capture and develop performance proofs and client testimonials.
- Provide high-level document and presentation formatting/design for proposals, presentations, resumes, advertisements, brochures, banners, tradeshow materials, and other marketing & sales support collateral.
- Develop an understanding of our corporate, global, regional, and office qualifications, including technical, managerial, commercial, and competitive differentiators.
- Be an informed team member; stay abreast of our client’s business challenges, best practices, innovation, trends, and new approaches which align with our growth strategy, ensuring you can be a provocateur of thought.
- Drive continual improvement within the sales process.
