At Jacobs, we're challenging today to reinvent tomorrow by solving the world's most critical problems for thriving cities, resilient environments, mission-critical outcomes, operational advancement, scientific discovery and cutting-edge manufacturing, turning abstract ideas into realities that transform the world for good.
Sales Operations Professional in our world, takes ownership of the end-to-end bid process to help position Jacobs to win these world defining projects. The best approach and style of our submissions work will form a key part of this role, with a meaningful emphasis on the quality and presentation of each submission. Autonomy is a given, but the ability to manage competing priorities and deadlines is important to being successful in this environment. You have a successful track record in completing bids in engineering, professional services or a business-to-business environment. Your skills include developing account plans, pursuit plans, bid strategy and structure, as well as message creation and presentation development. Relationship building and strong communication is critical for this role - working closely with Subject Matter Experts, Client Account Managers and the Operations team to undertake necessary market research to develop winning value propositions and submissions. As aSales Operations Professional at an Associate level, you will support sales and operations teams in a variety of strategic business development assignments, ranging from large and complex proposals to active Focus Client account management initiatives. In addition to this, working with a high degree of autonomy, you will provide ownership of the end-to-end bid/proposal management for medium sized opportunities and lead responses to Requests for Qualification and prepare Letters of Interest. You will be responsible for the development of value propositions and win strategies through a process of consultation with key stakeholders including Subject Matter Experts, Client Account Managers and Sales Leads. You own the quality and presentation of our submissions and work with the teams to determine the best approach and style of response. In this fast-paced work environment you are comfortable with managing priorities and deadlines; effective at bringing the ideas of others to market; have good judgment about which ideas and suggestions could work; and are able to coordinate the work winning and creative process of others as part of an opportunity team either in a lead or supporting capacity. The Sales Operations Professional – Associate has excellent communication skills and highly developed soft skills relating to facilitation, influencing others and instilling an inclusive culture within the opportunity team. You will support the process for developing win strategies through consultation with key stakeholders and will develop your ability to bring the ideas of others to market. All members of our team are expected to be self-starters who develop creative solutions to tackle challenges; are team players ready to support each other; and have good judgment about which ideas and suggestions will work. Jacobs’ Relationship-Based Sales methodology: Promote, drive and implement our Relationship-Based Sales (RBS) methodology on our pursuits. Support sales processesand close-out procedures to comply with governance and audit requirements, across various gates and review stages. Apply active listening and engagement techniques, including LAER, to build strong relationships with all stakeholders relating to winning work and developing the right opportunities. Support call planning, client engagement mapping, as well as the development of documented client strategies and related information for Asia Focus Clients. Research and Analysis: Support client, competitor and market research as required in support of client and/or opportunity strategy development. Research and understand industry sectors pursued by your region, and develop an understanding of our corporate, regional, and market qualifications that differentiate Jacobs in the eyes of our clients. Develop your knowledge and skills in working within core Sales Systems and Tools and use the same for research and analysis purposes (e.g. Salesforce, SharePoint, Regional/Global Knowledge repositories, online facilitation tools). Build understanding of the Jacobs business by reading our corporate, regional, and market qualifications, and researching our industry sectors, clients, competition. Work with Knowledge Management to keep standard sales materials on SharePoint sites up to date. Sales and Marketing Materials & Knowledge: Promote use of our proposal collaboration tool (SharePoint) and is responsible for managing its content. Working independently, create, update/maintain non-opportunity specific /sales qualification and reference materials (including résumés, organization charts, experience matrices/overviews, safety and quality statistics) in designated information management systems. Work with SMEs and Project Managers to capture and develop performance proofs and client testimonials. Support proposal managers to coordinate, develop and maintain collaterals such as capability statements and project descriptions. Ensure that all sales documents comply with our corporate identity program and brand guidelines, as well as client confidentiality requirements. Ensure Jacobs registrations on client & market sites etc. are current and accurate. Share sales materials, information, knowledge and best practices with other Sales Operations team members and Knowledge Management, companywide. Opening Game (Market & Account Strategy): Support Sales Directors, Proposal Managers and operations teams in key Opening Game activities, e.g. client, competitor & market research, development of documented Focus Client strategies in Client Success Platform (CSP). Develop an understanding of our corporate, regional and office qualifications including technical, managerial, commercial and competitive strengths that differentiate Jacobs in the marketplace. Assist management in the preparation of weekly/monthly sales reports. oordinate Client Account reviews, including due diligence and ABC checks as required. Middle Game (Opportunities): Participate in multidisciplinary pursuit teams to record, implement and monitor Middle Game actions, plans and deliverables. Coordinate updates to opportunity records and conduct Go/No Go and strategy reviews in CSP. Document due diligence and project brief in CSP. Support the development of Win Plan (Gaps to Value Proposition), SWOT analysis, and Executive Summary. Collaborate with Sales Lead and Capture Manager/Operations in developing distinctive value propositions that enhance our competitive position. Interview proposed/potential project personnel and develop customized CVs and experience decks that best highlight the value of the team and the experience we bring. End Game (Bids & Proposals): Analyse client requests and work with designated response team members to develop the opportunity response plan (B&P budget, response team, compliance matrix, writing plan, response outline, schedule). Coordinate production of response documents. Champion use of CSP for approvals & linked SharePoint for End Game document collaboration. Check and align technical and non-technical documents for consistency across the deliverable. Fact-check standard content and edit under leadership of senior team members. Ensure adherence to standards and templates to present a consistent appearance/style in compliance with our corporate identity. Coordinate with dedicated graphics personnel and outside print vendors as needed. May provide graphics and desktop publishing support. Support Opportunity Go/No-Go meetings, Pink Teams, kick-off meetings. Coordinate in-progress reviews, prepare Red Team package, incorporate Red Team input, schedule Pricing Reviews. Conduct and record approvals in CSP and ensure CDRS process is initiated and followed through. Ensure on-time delivery of response. Support bid close out processes after submission including collaboration with knowledge management.
Preferably Bachelor’s degree in Communications, Marketing, Journalism, Business or any technical / related discipline from a college or university. Significant and relevant job experience and performance may be accepted in lieu of degree level education. All metrics described under the key requirements section above. Quick comprehension and a critical, analytical thinker who connects the dots and comes up with insightful ideas to continually and sustainably achieve work and clients. Ability to facilitate teams in developing and maturing fit-for-purpose, client-centric solutions in all submissions and external / outgoing deliverables. Organized and heightened attention to detail - able to effectively harness others’ strengths and expertise to deliver desired outcomes, working well with all types and levels of people. Excellent writing and editing skills with an eye towards sales messaging, themes, proposal aesthetics, quality, and content. Flexibility and capability to work multiple projects with tight deadlines. Excellent English verbal and written professional communication skills. At Jacobs, we help prepare people for new opportunities and challenges. With positions at every level, openings in multiple disciplines, expertise in a range of markets and offices around the globe, we create an environment where you can learn, grow, and thrive. From our competitive benefits program to our Health and Safety initiative of Beyond Zero workplace injuries, we believe that you'll find a flourishing career here at Jacobs. Our commitment to client value and partnership produces consistent cost advantages, profits and growth, allowing us to attract and retain the industry's top talent. Our strict dedication safety and uncompromising Ethics Integrity create a work environment that promotes employee progress and helps grow our business. If you share our commitment to doing what's best for our customers, enjoy working in teams and hold yourself to the highest ethical standards, you'll fit right in. We offer an international working environment and unique company culture. Personal development opportunities. Friendly atmosphere in dynamic team. Full time employment contract with a competitive salary corresponding to qualifications. Benefits package including medical care, insurance, sport activities and others. JACOBS is an Equal Opportunities Employer and is committed to the safety and wellbeing of all. Jacobs. A world where you can. From our inclusive employee networks to our positive mental health champions – we’re committed to driving a culture of caring where you can be you. Joining Jacobs not only connects you locally but globally - and together, our diverse perspectives and unique backgrounds power our collective strength. We collaborate and share! By supporting one another, we all succeed. With safety and flexibility always top of mind, we’ve gone beyond traditional ways of working so you have the support, means and space to maximise your potential. You’ll uncover flexible working arrangements, benefits and opportunities to do good too – from participating in our global giving and volunteering program, to exploring new and inventive ways to help our clients make the world a better place. No matter what drives you, you’ll discover how you can cultivate, nurture and achieve your goals – all at a single global company. Start your Jacobs career with a company that inspires and empowers you to deliver your best work so you can evolve, grow and succeed – today and into tomorrow. #ASIAID Please note: If you are being represented by a recruitment agency you will not be considered, to be considered you will need to apply directly to Jacobs.
