| Reporting directly to the Chief Marketing and Communications Officer, the Senior Proposal Manager collaborates with GZA’s operations leadership, client services leads, and PMs on large and strategic opportunities throughout the company. This individual will be responsible for diligently implementing GZA’s proposal development process on pursuits; collaborating with BD lead and operations leadership in developing distinctive value propositions that clearly differentiate GZA; leverage our companywide network to identify and put forward GZA’s unique capabilities and resources; and organize, direct, and motivate a multidiscipline pursuit team to develop strategic sales deliverables. Responsibilities: - Drive and facilitate the disciplined application of our corporate proposal development process, including:
- Develop high-quality, opportunity-specific response documents (SOQs, proposals, presentations, etc.) with competitive and compelling sales messages to satisfy client business goals.
- Actively work with BD and operations, post issuance of an RFP, to plan, organize, and analyze client request, develop response plan (response team, compliance check-list, response outline, schedule), initiate follow-up go/no go, conduct kick-off meeting, manage and work with pursuit team to develop response sections, lead in-progress reviews, prepare red team review package, incorporate red team input, schedule pricing reviews, ensure on-time response delivery.
- Develop an understanding of our corporate, regional, and office qualifications, including technical, managerial, commercial, and competitive strengths that differentiate GZA in the marketplace.
- Translate the win strategy into key themes and drive them into sales documents through a disciplined process that articulates compelling sales messages with benefits statements, graphics, and proofs.
- Work with BD/operations to develop innovative solutions, or leverage our corporate network to identify existing capabilities, that respond to client challenges and create a distinctive competitive advantage.
- Develop and maintain qualification materials, including project profiles, experience matrices/overviews, safety and quality statistics, capability statements, etc. Collaborate with operations to capture and develop performance proofs and client testimonials.
- Share sales materials, information, knowledge, and best practices with other M&BD team members across GZA.
- Ensure that all sales documents comply with our corporate branding guidelines and client confidentiality requirements.
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