Marketing Pursuits Capture Manager

Overview

JOIN VHB

We're a passionate group of creative problem solvers driven by curiosity and teamwork to best serve our clients and shape the future of our communities. VHB's people-focused culture ensures everyone feels welcome, valued, and empowered to develop their careers. VHB is expanding and we're looking to add a Marketing Pursuits Capture Manager to our New England marketing team. This is a remarkable opportunity for marketing professionals passionate about making a significant impact.

Recent NE Accolades:

• 2024 ENR New England Design Firm of the Year
• 2024 ACEC-MA Multiple Engineering Awards
• 2024 ACEC-MA Inaugural (DEI) Commitment Award

ABOUT THE POSITION

The New England Marketing Pursuit Capture Manager will manage our marketing pursuit Capture Plan activities, with an emphasis on Strategic and Super Strategic Pursuits, in alignment and support of VHB's Focus Forward Approach (FFA) in the New England region. This hire will partner with and supports technical Pursuit Champion (PC) and guide and provide oversight to proposal-assigned marketing employees. May assist in the day-to-day management of the marketing team and/or direct reports, in coordination with marketing management.

Responsibilities

Markets and Clients

• Actively participates in and/or facilitates strategy and business development meetings.

• Partners with and directly supports Regional Marketing Director and manager(s) in execution of marketing activities for regional market and Client Focus Team(s).

• Maintains an understanding of each market and client team's role in achieving the region's business plan.

• Reviews and understands the region's pursuit pipeline.

• Assists with pursuit tracking and brings knowledge on timing and readiness for Strategic and Super Strategic Pursuits.

• Participates in Pursuit Readiness and Pipeline Review sessions.

• Ensures Opportunity Records and Capture Plans on assigned opportunities are kept current in Compass.

• Remains informed on market and client trends to support positioning activities and competitive intelligence.

Pursuits

• Leads and/or facilitates capture planning strategy sessions and proposal reviews (pink, red, and/or gold teams) for assigned Strategic and Super Strategic pursuits.

• Takes accountability for ensuring positioning activities are discussed and planned. Partners with PCs in development and implementation of Capture Plans.

• May also serve as marketing proposal or interview lead, as needed.

• Understands critical position-to-win questions that are discussed in Go/No Go conversations.

• May serve as active participant and/or the lead marketer on Go/No Go conversations.

• Helps to identify, develop, and message win themes, value proposition, and differentiators, guiding teams (both technical and marketing) in formulating messages.

• Ensures Capture Plan strategies and win themes are transferred and incorporated through the entire pursuit lifecycle.

• Works to resolve pursuit and Capture Plan progress challenges and elevates, as needed.

• Reviews and edits proposal narratives, providing feedback on improvements. Provides QA/QC to all aspects of proposal development as led by the marketing proposal lead. Accountable for making sure proposals are compliant and differentiating to create tailored responses.

• Coordinates development of client presentation/interview strategy, supporting materials, and visuals.

• Helps to coach and provide critique of presentation rehearsals. Ensures continuity of messaging and win themes from proposal to presentation, as applicable.

• Ensures assignment of appropriately skilled marketing and design resources to align to the task and pursuit at hand.

• Serves as a mentor to the marketing organization, guiding marketing team collaboration with PCs and technical staff.

• Makes sure marketing resources are partnered with PCs in monitoring progress and execution of Capture Planning strategies, as assigned.

Visibility

• Uses Pursuit Pipeline Report and Readiness reviews to develop and plan for timely visibility around major pursuits. Identifies brand enhancement needs.

• Assists in visibility strategy identification, campaigns, etc. Coordinates with Regional Communication Specialist.

Other

• Supports development and continual elevation of VHB's pursuit processes with specific focus on Strategic and Super Strategic pursuits. Suggests scalable best practices to implement across VHB's markets and client types.

• Actively participates in and/or leads training of pursuit best practices at the regional and/or enterprise level (e.g., Passport to Success learning series, regional training events).

• In support of Regional Marketing Director and manager(s), may provide input and guidance on overall day-to-day management and trafficking of the regional marketing team's proposals and workload.

• May have direct reports. Carries out supervisory responsibilities, as applicable, including hiring and training employees; planning, assigning, and directing work; evaluating performance; rewarding and disciplining employees; coaching and motivating; and addressing problems.

• Participates in professional and personal development aligned with career goals.

• Performs all job functions in compliance with applicable federal, state, and local regulations and VHB policies and procedures.

Skills and Attributes

• Strong understanding of the AEC industry.

• Excellent verbal, written, and interpersonal communication skills.

• Advanced skills with Microsoft Office Suite and Adobe Creative Cloud.

• Demonstrated commitment to quality.

• Ability to identify and seek needed information/research skills.

• Strong project management capabilities to meet milestones on time and within budget, including resource allocation/management.

• Persuasive writing and messaging techniques.

• Team oriented with ability to perform multiple tasks independently in a timely manner and collaborate effectively and positively with coworkers.

• Self-motivated, highly organized, and detail oriented

• Experience with storyboarding, messaging, and developing differentiating content.

• Exceptional editing skills.

• Ability to adapt to and communicate changes with ease.

• Understanding the critical position to win questions that are discussed in Go/No Go conversations.

• Skilled at mentoring and leading others.

• Experience with business development and sales programs and Customer Relationship Management (CRM) platforms.

• Involvement and certification in industry affiliations preferred.

Qualifications

• 8-10 years of proposal, writing, and marketing experience in the AEC industry (Architecture/Engineering/Construction) required.

• 1 year supervising marketing staff, preferably a team of at least three or more.

• BA in Marketing, English, Communications, or related discipline.

• Skilled proposal and capture planning experience for complex, mega pursuits.

We are VHB! We're an inspired and innovative team of engineers, scientists, planners, and designers who partner with clients in the transportation, real estate, institutional, and energy industries, as well as federal, state, and local governments. Our work helps improve mobility, enhance communities, and contribute to economic vitality. We do this while balancing development and infrastructure needs with stewardship of our environment.

Our people make us great! VHB provides a differentiating employee experience, which includes:

• Diverse and inclusive culture of collaboration and innovation

• Opportunity to work on complex, transformational projects

• Community and social responsibility as sustainable stewards

• Focus on learning, development, and career growth

• Best-in-class benefits, including flexible, hybrid workplace

We are consistently rated one of the top AEC firms to work for across our 30+ offices on the East Coast. We're growing, and we hope you'll join us!

VHB is a proud Affirmative Action and Equal Opportunity Employer. Since our founding, we have intentionally fostered a culture of diversity, equity, and inclusion-supported by deep-rooted core values, one of which is diversity. All individuals receive consideration for employment based on their qualifications without discrimination for race/ethnicity, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, pregnancy, marital status, or any other basis protected by law.

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