Your impact
- As Proposal Associate you will provide ownership of the end-to-end opportunity, working with Subject Matter Experts to develop value propositions that position to win work.
- You own the quality and presentation of our submissions and work with the teams to determine the best approach and style of response.
- The working environment is fast paced, and it is essential to have the ability to balance technical and commercial differentiation to support the Sales Lead in presenting the perfect balance that wins projects which fit our vision.
- You are to be effective at bringing the ideas of others to market; have good judgment about which ideas and suggestions could work; and be able to coordinate the work winning and creative process of others as part of an opportunity team either in a lead or coordinator capacity.
- Working with a high degree of autonomy, you have excellent communication skills and are comfortable with managing priorities and deadlines.
- Highly developed soft skills relating to facilitation, conflict resolution, time management, and instilling an inclusive culture within the opportunity team are all of value.
- Assertiveness and influencing skills ensure your success working with stakeholders in this high-pressured environment. In addition, an ability to work and train team members to use Microsoft, CRM Salesforce, SharePoint, and InDesign are all considered advantageous.
- This is the perfect role for someone who enjoys leading proposal sessions and developing outstanding content.
- Jacobs’ Relationship-Based Sales methodology –
- Champion and lead the implementation of our Relationship-Based Sales (RBS) methodology – especially in Middle Game and End Game for Tier 1 & 2 pursuits. - Apply best practice RBS process to pursuits.
- Work with Sales Leads and Capture Managers/ Operations to develop B&P estimate, gain approval, regularly monitor B&P spending, and report any significant variances of the specific opportunities.
- SOX and ISO certification compliance for the entire proposal is adhered too as it related to the RBS/sales process as part of the opportunity close-out.
- Particularly in relation to governance and recording of Bid/No Bid decisions, Green Reviews, and Sales to Operations handover.
- Develop understanding in review of client terms & conditions, pricing strategies and Jacobs’ financial metrics.
- Work within core Sales Systems and Tools (e.g. CSP, SharePoint and Knowledge Centre). Sales and Marketing Materials & Knowledge
- Develop and maintain qualification materials including project descriptions, experience matrices/overviews, safety and quality statistics, capability statements. Work with Operations to capture and develop performance proofs and client testimonials relevant to the opportunity/proposals.
- Collaborate with Sales Lead and Capture Manager/ Operations in developing distinctive value propositions that enhance our customers’ competitive position relating to Opening Game.
- Share sales materials, information, knowledge, and best practices with other Sales Operations team members company wide.
- Jacobs’ Brand Representative
- Lead by example, be proactive in ensuring health and safety of opportunity team throughout.
- Be an advocate of our BeyondZero culture and company values.
- Lead compliance with our Corporate Identity Program and client confidentiality requirements for all sales documents relating to the opportunity/proposals.
- Provide support to Global Sales e.g., timely preparation of press releases, providing input to our Annual Report, and support of Global Sales initiatives as appropriate.
- Champion Jacobs brand, including working within Brand Guidelines for visual identity and brand voice.
- Opening Game/ Market & Account Strategy - Partner with Market Sales Director, Head of Sector and S&T in key Opening Game activities, e.g. client, competitor & market research, development of Market Roadmaps.
- Support Sales Leads and Client Account Managers (CAMs) in key Opening Game activities, e.g. client, competitor and market research, development of documented Core Client Strategies, participation in 10:1s, development of Executive Summaries and White Papers.
- For the industry sectors pursued by your team, develop an understanding of our corporate, regional, and office qualifications including technical, managerial, commercial and competitive strengths that differentiate Jacobs in the marketplace.
- Leverage global network to identify & convey Jacobs’ unique capabilities & resources. Collaborate with S&T and Outside Sales to develop Capability Statements and White Papers. –
- Client Go / No Go and Account Reviews and Focus Windows as required.
- Conduct/ facilitate 10:1 meetings for key accounts, in partnership with outside Sales. Middle Game (Opportunities)
- Organise, direct, and motivate a multidiscipline opportunity team to develop Middle Game win plans and strategic sales actions and deliverables, or stimulate the assignment of teams for assigned opportunities.
- Actively initiate and partner with sales leads, CAMs and Capture Managers to develop and implement Middle Game action plan, e.g. document due diligence in project brief, develop Win Plan (G to VP), SWOT analysis, and Executive Summary, conduct initiate Go/No Go and strategy review, and identify delivery team.
- Actively work with Sales and Operations to develop, implement and monitor Middle Game actions, using Client Success Platform (CSP) [Salesforce] & SharePoint. - Conduct Opportunity Go/No Go and strategy reviews in CSP. - Develop Win Plan (Gaps to Value Proposition), SWOT analysis, and Executive Summary.
- Identify execution/delivery teams, coach and support them in the win strategy.
- Challenge concepts, solutions and assumptions in constructive ways to truly differentiate and develop unique value propositions. End Game (Bids & Proposals)
- Arrange or lead the planning and of all elements of End Game, e.g. analyse client request, develop response plan (B&P budget, response team, compliance check-list, response outline, schedule), initiate Go/No Go, conduct Pink Team, conduct kick-off meeting, manage and work with team to develop response sections, refine Executive Summary, conduct in-progress reviews, prepare Red Team package, incorporate Red Team input, schedule Pricing Reviews, ensure on-time delivery of response
- Champion use of Client Success Platform (CSP) for approvals & linked SharePoint for End Game document collaboration.
- Analyse client requests & develop response plan (B&P budget, response team, compliance checklist, writing plan, response outline, schedule).
- When leading an opportunity; initiate Opportunity Bid/No-Bid meetings, conduct Pink Teams, conduct kick-off meetings and record all approvals in CSP, or else check compliance of opportunities assigned to you.
- When leading an opportunity, manage and work with team to develop response sections, especially value propositions and Executive Summaries or else check compliance of opportunities.
- When leading an opportunity conduct in-progress reviews, prepare Red Team package, incorporate Red Team input, Schedule Pricing Reviews. Conduct and record approvals in CSP or else check compliance of opportunities /proposals.
- Ensure on-time delivery of any response within the assigned opportunity. - Support or check if the opportunity close out processes after submission including collaboration with knowledge management is completed.
Here's what you'll need
- Solution-selling strategy development
- Writing skills
- Marketing/sales coordination
- Facilitation, influencing and group process
- Opportunity/ bid / proposal management
- Business acumen
- Time management and task coordination
- Influencing stakeholders
