Our Boston, MA office is seeking an experienced Senior Proposal Manager to support the growth of our People and Places line of business. The primary responsibility of the Senior Proposal Manager is to drive disciplined application of our three-phase Relationship Based Sales (RBS) Process: (1) support and advance client relationships prior to opportunity identification; (2) assist Client Account Managers and Operations Leaders in strategically positioning us for specific opportunities; and (3) develop high-quality opportunity-specific response documents with competitive and compelling sales messages to satisfy client business goals. The Senior Proposal Manager, in partnership with our Client Account Manager and Operations Leaders, positions us to win work and supports the growth of our businesses.
Our ideal candidate brings a strong background in buildings and infrastructure pursuits for New England clients-specifically in the transit/transportation, water, and buildings markets. S/he is an exceptional facilitator, communicator, and writer; recognizes the importance of diverse teams and excels in leading them; has a great sense of humor; and believes all problems are solvable.
The Senior Proposal Manager will:
Collaborate with and support ISMs, Strategic Pursuit Leaders, Client Account Managers, and/or Operations Leaders in key opening game and middle game activities, especially for strategic accounts. May be responsible for key research activities, e.g. client, competitor, and market research, development of documented Core Client Strategies, development of executive summaries and white papers, etc.
Actively work with sales and operations to develop and implement positioning action plans, e.g. document due diligence in project brief, support win plans, participate in competitor analyses, write executive summaries, support Go/No Go and strategy reviews, assist in identifying project teams
Independently lead End Game-the coordination and preparation of small to mid-sized proposals, and possibly large, strategic pursuits-including managing the process; scheduling, participating in and/or leading go/no go, kick-off, storyboarding/win strategy sessions, and color team review meetings; tailoring qualifications sections (may write/edit other parts of the proposal); directing work of support team, subconsultants, SMEs, and others; managing production; ensuring compliance and on-time delivery of responses
Support or take ownership of sections of major strategic efforts in End Game, working in conjunction with ISMs or Strategic Pursuit Leaders
Translate win strategies into key themes and produce compelling sales documents utilizing benefits statements, graphics, and proofs
Coach and mentor proposal coordinators and/or interns, working with them on individual pursuits as needed. Be familiar with regional and local office qualifications, markets, clients, partners, and competitors, as well as with corporate offerings and markets
Populate and organize local qualification materials and data in appropriate databases; shares sales information, knowledge, and best practices with other Sales Operations team members company-wide
Follow and champion Jacobs best practices using standard tools and processes; may suggest or develop new ones
Be fluent in firm branding templates and guidelines
Bachelors degree from an accredited university in marketing, journalism, engineering, construction, or other similar field related to our industry required
At least 7 years of relevant experience within the AEC (Architectural, Engineering, and Construction) industry is required
Strong capability in Microsoft Office Suite and Adobe Creative Suite (esp. InDesign)
Strong written and verbal communication skills required
Project engineering and/or management experience a plus
Experience with program management, construction management, and design-build a plus