Primary Responsibilities
The Proposal Manager is a valuable team member within the Jacobs Sales team, driving strategic pursuits and helping build relationships with our core clients. The Proposal Manager plays a key role by working with operations and sales staff to provide professional marketing services that result in the production of strategically focused, professional-looking qualifications documents such as proposals, presentations, and statements of qualification. The ideal candidate is organized, accountable, and demonstrates responsibility for meeting deadlines and following through on commitments. Responsibilities include:
- Thoroughly understand and apply knowledge of company identity standards, structure, organization, business approach, and sales process.
- Develop draft sections of sales documents that communicate Jacobs’ value proposition through analysis and synthesis of data.
- Coordinate and develop sales documents using applicable tools, guidelines, and templates.
- Support Sales Operations Managers, Strategic Pursuits Leads and other Sales Team members in large strategic pursuits.
- Manage response efforts as well as sales opportunities across various sizes and complexities.
- Develop and implement proposal directives and other opportunity response plans and monitor progress.
- Organize and lead color reviews for objective feedback on strategy and messaging.
- Organize and participate in response-related meetings (internal and/or client), as appropriate.
- Proofread and edit technical and non-technical documents for accuracy and consistency.
- Provide desktop publishing and work with graphic designers to develop more complex materials.
- Conduct appropriate internal/external research and respond to internal requests for information.
- Develop new or update existing sales qualification materials for current and future pursuit efforts.
- Participate in in-house business development activities as appropriate, including middle game positioning efforts.
- Participate in development of interview preparations and presentations.
- Populates Salesforce CRM.
- Requires minimal supervision.
Relationships and Reporting
- Reports to: Sales Operations Team Lead
- Partners with: Client Growth Managers, global and regional Operations staff, and Strategic Pursuits Leads.
- Works with: Operational Leads in Energy and Power and the wider Jacobs enterprise, for the development and execution of our business growth initiatives and the wider Jacobs enterprise
E3 Goals and Targets
- Effective Middle and End Game on assigned pursuits as measured through Middle Game and End Game Reviews.
- Work closely with colleagues in Growth & Sales and Operations to develop unique value propositions that enhance our competitive position.
- Maximize our quality submissions scores.
- Sharing of best practices which improve performance on other pursuits.
- 100% compliance with proposals closeout process.
- Produce and publish reusable content on our Knowledge Management system. Engage with the range of employees from across the business to form diverse pursuit teams which exhibit inclusive behaviours.
• At least 5 years of relevant experience developing and coordinating proposals, presentations, and related sales or business development deliverables.
• Proposal experience in the engineering, architecture, construction, and/or environmental industries.
• Advanced verbal, writing, editing and proofreading skills, with an eye towards sales messaging, themes, proposal aesthetics, quality, and content.
• Strong organizational qualities and attention to detail and quality.
• Willing to travel as needed to support pursuits.
• Proficient in Microsoft Office suite.
• Experience with Adobe Creative Cloud suite.
• Proficient in CRM software (Salesforce preferred).
