About the opportunity In this role, you will collaborate with internal stakeholders to help develop our strategy and communication for important opportunities and clients. This means creating persuasive value propositions and differentiators. You will actively apply the full Relationship-Based Sales (RBS) process (based on the complete business development lifecycle global industry best practice) to help Jacobs win major projects and build strong client relationships. As a senior member of the team, you will help mentor and grow the skills within Sales Operations team (a stream within the broader business development team). You will show and teach the cooperative consulting skills essential to build relationships with complicated stakeholders in the business and keep enhancing your coaching and facilitation skills. You will have independence, and you will also need to balance multiple tasks and deadlines in a fast-paced and high-pressure work environment. You will also need to be skilled at delivering other people's ideas to market; have good judgment about which ideas and suggestions are doable; and be able to oversee the work-winning and creative process of others.
Your role will include:
- Relationship building, connecting cross-sector market/geography teams and strong communication. Working closely with Subject Matter Experts (SMEs) and Client Account Managers to develop winning value propositions and submissions.
- Developing account plans, pursuit plans, bid strategy, and structure, as well as message creation and presentation development.
- Challenge concepts, solutions, and assumptions in constructive ways to truly differentiate and develop unique value propositions.
- Distinctive value propositions -Lead and facilitate interactive workshops to understand client challenges and develop solutions. Translate the Win Strategy into key themes and drive them into sales documents through storyboarding etc.
- Sales Materials & Knowledge - Develop and maintain sales materials including project descriptions. Promote Jacobs’ brand by working within Brand Guidelines for visual identity and brand voice.
- Governance and Best Practice – Ensure compliance and governance practices are carried out in line with our business practices.
- Opening Game/ Market & Account Strategy - Support internal stakeholders in key Opening Game activities, e.g. client, competitor & market research, development of Focus Client and market strategies.
- Middle Game (Opportunities) - Organise, direct, and motivate a multidisciplinary pursuit team to develop pre-RFP win plans and strategic sales actions and deliverables.
- End Game (Bids & Proposals) - Plan, organise and direct all elements of End Game
To be a successful candidate you shall possess:
- Bachelor’s Degree in Business, Marketing, Communications or related field.
- Twelve (12) years in proposal development and supporting client account management for senior proposal manager. Eight (8) years will also be considered for a proposal manager role.
- Understanding of the full capture and proposal process from pre-RFP to post-RFP.
- Experience in developing storyboards, mock-ups, proposal outlines, and compliance matrices.
- Highly organized, team-oriented, enthusiastic, collaborative, independent thinker.
- Outstanding written and oral communication skills in English. An ability to communicate in Cantonese would be an added advantage.
- Experience leading teams in a dynamic, fast-paced environment supporting critical business development activities.
