Your impact
Writer/Editor
- Independently lead the writing, editing/tailoring, and research for sections on complex, strategic pursuits, or to independently work with capture teams on small to medium-sized proposals
- Serve as the section lead for strategic proposals, with overall responsibility for the quality and content of section(s)
- Ensure compliance in all work; proactively identify, communicate, and mitigate potential issues/variances
- May participate in pursuit win strategy development process, kick-off meetings, storyboard/strategy sessions, and other milestone meetings, throughout Middle Game and End Game as appropriate
- May partner with CAM, Account Strategist, or Sales Operations staff to drive and lead proposals, qualification statements, and presentations
Proposal Management
- Lead the End Game coordination and preparation of proposals of all sizes independently, working directly with technical staff; may support large, strategic opportunities, working under the guidance of senior Sales staff
- Lead and/or support planning and development of small to mid-sized presentations and interviews
- Coordinate, write, edit/tailor, and perform research for non-technical proposal sections with no supervision; ensure compliance; proactively identify, communicate, and mitigate potential issues/variances
- Participate in kick-off meetings and other milestone meetings, as appropriate
- Participate in opportunity planning/Middle Game activities as required
- Develop knowledge of Jacobs’ Markets and suggest teaming partners/subconsultants, as well as qualified Jacobs staff during kickoff/strategy sessions and organization chart development
General to Both Functions
- Possess detailed understanding of business objectives, priorities, and sales strategy, especially as they relate to the proposal process
- Actively apply Sales Operations procedures, policies, protocols, and best practices, including standard file management and archiving procedures, as well as Branding Guidelines
- Employ and populate/update (as appropriate) business development-related tools and databases
- Foster strong, mutually beneficial working relationships with Operations, other Sales Operations staff, Creative Solutions, Geographic Sales, Global Integrated Delivery (GID), and Sales Enablement teams both locally and across the network
- May coach and mentor junior staff within Sales Operations
- In addition, this role will be expected to demonstrate the following progressive skills in Leadership, Sales Strategy, Sales Functions and Processes, and Jacobs/Industry Acumen
Leadership
- Provide direction to graphic designers, publishing technicians, other editors, translators, reprographics specialists, and other support staff, as appropriate; independently coordinate with and collect information from internal and external (i.e., teaming partners and subconsultants) sources
- Manage own contributions or proposal team, monitoring progress and adherence to proposal schedule
- Solve issues independently; identify and implement creative solutions to challenges; escalate to leadership as necessary
- Guide, influence, and convince others with advanced communication and negotiation skills
- Share best practices and lessons learned to improve or streamline processes, procedures, and tools/databases
Sales Strategy
- Lead a variety of business development assignments, ranging from managing proposals and qualification statements, as well as edit or tailor sections for large, strategic, complex efforts
- Lead variety of sales/business development writing and editing assignments, supporting qualification statements to highly strategic, large, and complex proposals and presentations
- Serve as a section lead or in key support role for the largest and most strategic, complex efforts in partnership with other Sales Operations staff
- Support the pursuit team to refine and integrate pursuit strategy/win themes in proposal documents
- Apply sophisticated analytical thought to develop strategies, win themes, and solutions to challenges
- Seek opportunities to enhance company image/brand on proposals and presentations
- Ensure quality control, promote breakthrough technologies, and drive best practice initiatives
Sales Functions and Processes
- Demonstrate advanced oral and written communication skills; possess effective active listening skills
- Understand the proposal development and review process
- Understand proposal time commitments and time management
- Write and update project descriptions/summaries, qualifications, success stories, and lessons learned, as well as resumes and other documents independently
- Present suggestions to leadership for improvements/additions and lessons learned to streamline processes, procedures, and tools/databases
- Provide QA/QC check of assigned work for self
