Job Description Summary:
As a Marketing Pursuits Manager your primary responsibility is to manage, direct, and oversee the end-to-end proposal process, from initial RFPs to final submissions, collaborating with cross-functional teams to create compelling proposals. This includes formulating the plan alongside the Pursuit Champion, managing all elements of proposal creation, ensuring strict adherence to client requirements, company objectives, and brand standards, as well as the pursuit schedule. Your strategic approach will involve collaborating closely with technical teams, project managers, and senior leadership to craft compelling narratives and innovative solutions tailored specifically to each client's unique needs and preferences, as well as taking the lead on the development of impactful content such as cover letters and executive summaries, specialized service narratives, resumes/bios highlighting team strengths, and case studies, among others - ultimately ensuring that the proposal is presented in a common voice/tone, is clear, concise, compliant, and compelling, and in adherence to the company's writing style and brand style guidelines. Additionally, as a client interview specialist, you will take the lead in organizing and conducting client interviews, leveraging your exceptional communication skills to effectively communicate our value proposition and demonstrate our team's expertise and capabilities, working with, preparing, and coaching the team to success.

As you have continued to accumulate invaluable experience, develop nuanced understanding of our industry's intricacies, and exhibit exceptional proficiency in pursuit and proposal management, you will be entrusted to navigate higher-stakes projects, and play a pivotal role in propelling our firm to new heights of success. You will lead larger and more intricate pursuits in terms of priority, size, scope, value, or complexity, as well as more challenging delivery methods, including design-build and Public-Private Partnerships requiring the management of and collaboration with several external partners. This progression not only aligns with your professional growth trajectory but also underscores your capacity to excel in increasingly challenging environments.

Given your tenure in the industry, it is imperative that we leverage your seasoned perspective and strategic insight to provide guidance, mentorship, and support to junior marketing staff, nurturing their growth and development within their roles. Your leadership in this capacity will be instrumental in cultivating a dynamic and skilled marketing team and, in some instances, include the direct management and supervision of Marketing Pursuits Associates or Specialists.

Finally, we will rely on your leadership to promote the importance of and contribute to the maintenance of data within our company's client relationship management (CRM) platform. Your diligence in cataloging newly developed content through the consistent use of our proposal closeout activities ensures accuracy and accessibility for the entire pursuits team, facilitating seamless collaboration and optimizing our pursuit strategies

Job Description:

Position Responsibilities and Duties:

The Marketing Pursuits Manager's day-to-day responsibilities include, but are not limited to:

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.

Minimum Skills or Experience Requirements:

• Bachelor's degree in marketing, communications, English, business/professional writing, journalism, or a related field is required.

• Master's degree or additional certifications in marketing or a related field is a plus.

• 5 to 10 years of relevant experience is required.

• Display strong project management capabilities.

• Ability to manage multiple projects simultaneously, prioritize tasks, meet deadlines, and work effectively under pressure in a fast-paced environment.

• Meticulous attention to detail to ensure accuracy and consistency in marketing materials, proposals, and client communications.

• Excellent writing and editing skills to create compelling content for proposals, adhering to brand voice and style guidelines.

• Displays excellence in persuasive writing, grammar, punctuation, sentence structure, and editing; writing is consistently free of punctuation or grammatical errors.

• An understanding of branding principles. Familiarity with brand and style guidelines and the ability to maintain brand consistency across various deliverables.

• Proficiency in Adobe Creative Suite (primarily InDesign) and Microsoft Office Suite (primarily PowerPoint) to create visually appealing marketing materials, presentations, and proposals utilizing branded templates.

• Strong interpersonal and communication skills, both written and verbal, to effectively collaborate with internal teams, clients, vendors, and other stakeholders.

• Previous experience in, or familiarity with, the AEC industry, including an understanding of architectural design, engineering principles, construction processes, and industry trends, is highly beneficial and strongly preferred.

• Experience with customer relationship management (CRM) systems, a plus.

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