Senior Marketing Pursuits Manager

Position Responsibilities and Duties

• Strategy + Capture Planning
• Begin playing an Active role in shaping proposal and pursuit strategy development.
• Possess an understanding of the competitive landscape within your region, i.e., local market dynamics, client preferences, evaluation and decision-making processes, competitor trends and activities, etc. to inform pursuit strategies.
• Identify opportunities for pre-positioning or suggest areas where Strategic Communications can support the company’s perception in the marketplace for strategic pursuits.
• Participate in go/no-go decision-making process; possess a complete understanding of how you can contribute and influence strategic and well-informed decision-making.
• Participate in capture planning; the development of comprehensive plans that address client requirements and differentiate the firm from competitors.
• Proposal Management + Development
• Lead Creation, Coordination, And Delivery Of Proposal Submissions For Potential Projects Of Increasing Priority And Complexity
• While Developing a Greater Understanding Of Regional/Divisional Sales Goals And Strategies
• Develop winning strategies for each proposal, including identification of pre-positioning opportunities, capture planning, key selling points and differentiation factors.
• Lead the proposal development process, including establishing timelines, setting, and enforcing deadlines for contributors, and ensuring that all components are completed on time.
• Lead (alongside the Pursuit Champion) all pursuit meetings, i.e., strategy, (pre) kick-off, color review(s), client debrief, internal postmortem, etc.
• Facilitate and coordinate input from various stakeholders, including technical staff, subject matter experts, and project managers, to gather relevant information for the proposal and ensure compliance with client requirements.
• Manage the gathering of cross-functional requirements, i.e., risk, legal, compliance, etc. by utilizing centralized asset database prior to engaging interdepartmental partners; engage partners, as required, for unique requirements.
• Conduct research to understand the client's needs, preferences, and project requirements, as well as additional research that could contribute to the success of the pursuit.
• Author and edit proposal content and ensure it is clear, compelling, and tailored to the specific project and client.
• Write strategically; able to weave vision and value proposition throughout a document in a common voice.
• Utilize branded templates to create visually appealing proposal documents and proposal graphics – working collaboratively with graphic designers, as required.
• Review all proposal drafts to ensure accuracy, consistency, and compliance with client requirements and company standards, as well for accuracy, clarity, and coherence as well as for grammar, punctuation, and overall language mechanics to ensure precision and professionalism.
• Manage the production of final proposal documents, including printing, binding, and packaging for delivery.
• Facilitate and lead post-mortem reviews to assess the effectiveness of the proposal development process, identify lessons learned, and identify areas for improvement in future proposals.
• Client Interview/Presentation Lead
• In the creation and coordination of interviews/presentations for potential projects of increasing priority and complexity while playing a more prominent and visible role in the preparation of client interviews in terms or coaching, strategy, and content development:
• Manage the pursuit team to develop presentation content that effectively communicates the company's qualifications, approach, and value proposition as developed within submitted proposals.
• Ensure that all members of the presentation team are aligned on key messages, roles, and responsibilities.
• Craft key messages and talking points that resonate with the client's objectives and address their concerns.
• Utilize branded templates to create visually engaging presentation materials, including slides, charts, and visuals that support the key messages and enhance understanding.
• Organize and lead rehearsal sessions for the presentation team; developing ability to provide coaching on delivery, timing, and handling potential questions or objections.
• Manage logistical aspects of the presentation, including scheduling, venue arrangements, technology setup, and any other necessary preparations, as required.
• Lead the pursuit and presentation teams in the anticipation of potential questions from the client and prepare concise, well-informed, and strategic responses.
• Incorporate feedback from internal rehearsals to improve the presentation content, design, and delivery.
• Prepare supporting documentation, such as handouts or leave-behind materials, to reinforce key messages and provide additional information to the client.
• Work with the pursuit team to ensure follow-up with the client after the presentation to address any remaining questions or concerns or prepare and submit any additional information required.
• Conduct post-mortem reviews to assess the effectiveness of the presentation strategy, identify lessons learned, and identify areas for improvement in future client presentations.
• Marketing Collateral Creation
• Lead the development of more strategic marketing collateral, including brochures, pitch presentations, and case studies.
• Lead the design and production of marketing materials or coordinate with external vendors or assigned internal resources.
• Ensure branding consistency across all marketing materials and communications.
• Project Management
• Consistently display enhanced project management capabilities, and ensure they are observed in the delivery of your responsibilities:
• Establish schedules and track the progress of projects and initiatives, ensuring timely completion.
• Develop proposal/presentation plans and timelines, in collaboration with pursuit team members and other stakeholders.
• Assign tasks, set priorities, and manage/monitor deadlines to ensure smooth project execution.
• Communicate project status updates, risks, and issues to stakeholders and management.
• Conduct post-project reviews to evaluate performance, identify lessons learned, and implement improvements for future projects.
• Quality Control And Review
• Ensure that all marketing materials produced meet the company's quality standards.
• Review content for accuracy, completeness, and relevance, i.e., all pursuit content, project descriptions, and other content to ensure it meets the needs of the target audience and accurately represents the company's capabilities.
• Collect feedback from internal stakeholders and partners, analyze performance metrics, and identify areas for improvement in marketing materials and processes for continuous improvement.
• Data Maintenance + Reporting
• Actively collect, update, and maintain relevant data during pursuit activities; adhere to proposal close-out process to ensure all data is routinely and accurately entered/uploaded to centralized locations/databases, the company’s client relationship management (CRM) and digital asset management (DAM) platforms, or other designated locations.
• Contribute to the continuous maintenance and accuracy of opportunity data in the company’s CRM.
• Conduct regular audits to verify the accuracy, completeness, and consistency of data, and making necessary corrections or updates as needed, in partnership with Strategic Content team members.
• Display proficiency with Unanet CRM to generate reports, i.e., people, projects/experience, geography, market sectors, etc.; utilize data to develop insights that can inform proposal strategies or support go/no-go decisions.
• Relationship Building
• Foster a collaborative and supportive work environment within the marketing team and across the organization; develop an internal network.
• Cultivate and maintain positive relationships with team members, interdepartmental partners, and internal clients/stakeholders.