Proposal ManagerIn the role of Proposal Manager, you'll serve as the Marketing Proposal Champion for various pursuits, leading teams through the proposal process from kickoff through interview preparation and submittal. You'll partner closely with business development leaders, project managers and technical staff to develop winning strategies, create compelling client-focused messaging and drive pursuits that position HDR for success.
This role goes beyond simply responding to requests for proposals. Proposal Managers at HDR help shape pursuit strategy, facilitate collaboration across teams and ensure our proposals clearly articulate why HDR is the best choice for our clients.
ResponsibilitiesIn the role of Proposal Manager, we'll count on you to:
- Lead pursuit teams in developing and implementing effective win strategies and capture plans
- Serve as the Marketing Proposal Champion for pursuits, providing leadership, ownership and accountability throughout the proposal lifecycle
- Facilitate kickoff meetings and guide teams toward alignment on strategy, messaging, responsibilities and schedules
- Drive the development of compelling, client-focused proposals that go beyond "answering the mail" to clearly communicate HDR's value and differentiators
- Develop and manage proposal schedules, milestones, reviews and deliverables to ensure successful and compliant submissions
- Maintain a thorough understanding of procurement requirements, submittal instructions and evaluation criteria to ensure complete and compliant responses
- Develop persuasive win themes, discriminators and key messages that align with client needs and priorities
- Partner with pursuit teams to identify competitive advantages and articulate HDR's capabilities in a clear and compelling manner
- Facilitate consensus among technical staff, project managers and business development leaders throughout the pursuit process
- Engage the appropriate resources across HDR to support proposal and interview development efforts
- Lead proposal reviews and quality control efforts to ensure consistency, quality and strategic messaging
- Facilitate the development of interview presentations and coach teams to deliver compelling and effective presentations
- Support client positioning activities and market engagement efforts that strengthen relationships and improve competitiveness
- Lead debriefs following pursuits to identify lessons learned and opportunities for continuous improvement
- Deconstruct, organize and archive proposal and presentation materials for future use and knowledge sharing
- Train and mentor employees on proposal development, business development and marketing best practices
- Serve as a resource for questions related to HDR's proposal process, tools and best practices
- Develop and maintain strong relationships with internal teams, clients and teaming partners
- Maintain awareness of market trends, procurement drivers and competitive activity impacting HDR's clients and pursuits
What Success Looks LikeSuccessful Proposal Managers:
- Think strategically about winning, not simply submitting
- Lead proposal response teams and influence decisions through credibility and collaboration
- Gain consensus among diverse stakeholders and keep teams focused on client priorities
- Clearly defining project and review deadlines and holding team accountable for meeting those
- Translate technical information into persuasive, client-focused messaging
- Anticipate risks, identify gaps and proactively resolve issues before they impact a pursuit
- Understand client drivers, competitive positioning and relationship dynamics
- Bring ownership, urgency and accountability to every pursuit
- Drive continuous improvement in pursuit strategy, process and quality
These characteristics align closely with HDR's expectations for strong Proposal Managers, including strategic thinking, leadership, business development acumen and executive presence.
Preferred Qualifications- Bachelor's degree in Marketing, Communications, Journalism, Business or related field
- Experience leading major strategic pursuits and interview teams
- Experience coaching technical staff and interview teams
- Demonstrated success facilitating win strategy discussions and developing capture plans
- Strong understanding of market trends, client drivers and competitive positioning within the A/E industry
- Active participation in industry organizations and professional associations
QualificationsRequired Qualifications - A minimum of 5 years relevant industry experience
- Demonstrated "self-starter" with a history of completing projects with limited oversight
- Experience in sales and developing effective win strategies
- Excellent written and verbal communication skills
- Proficient in Microsoft Office applications, including Outlook, Word, Excel and PowerPoint
- Proficient in Adobe Creative Cloud applications, including InDesign
