What are the responsibilities and job description for the Senior Proposal Manager position at GZA?
Reporting directly to the Chief Marketing and Communications Officer, the Senior Proposal Manager collaborates with GZA’s operations leadership, client services leads, and PMs throughout the company on opportunities. This individual will be responsible for diligently implementing GZA’s proposal development process on pursuits; collaborating with Business Development (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 team review package, incorporate team input, schedule pricing reviews, and 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.
- Ensure that all proposal documents comply with our corporate branding guidelines and client confidentiality requirements.
Qualifications:
- Master’s Degree in business, marketing, communications, public relations, or an equivalent level of experience
- Minimum 10 years of progressive experience in a senior marketing role in a medium- to large-sized organization
- Detail oriented and organized, with exceptional prioritization skills
- Ability to effectively balance conflicting priorities
- Demonstrated proficiency with web-based tools and Microsoft Office applications including but not limited to Outlook, Word, Excel, Explorer. Proficient in use of Open Asset, HubSpot, Deltek. Participation in a SMPS and CPSM certification are preferred.
- Working knowledge in the use of desktop publishing software such as InDesign and Adobe Acrobat
- Ability to effectively communicate with senior management, supervisors, peers and clients, internally and externally
- Excellent interviewing, written, and verbal communication skills
- Strong presentation skills in small or large group environments, with proficiency in presentation support tools (e.g., PowerPoint)
- Strong knowledge and understanding of marketing and business development best practices
- Ability to work effectively within a group with 'team spirit' as well as independently motivated with minimal supervision
- Some travel required, less than 20%
About GZA:
- Professional development and enrichment
- Exciting work environment
- Generous, company-subsidized benefits package, including medical, dental, vision, tuition reimbursement, and 401K retirement plan
GZA is an employee-owned multidisciplinary environmental consulting, geotechnical engineering, geo-civil engineering, construction management and environmental remediation firm. We are an ENR Top 500 Design firm focused on geotechnical, environmental, water, ecological, and construction management services. With a staff of interrelated professionals dedicated to providing high-level expertise on complex projects above, below and at ground-level, GZA’s experts provide seamless integration across practice areas, client type, and location.
Note to Recruitment Agencies: GZA GeoEnvironmental, Inc. and its subsidiaries do not accept unsolicited resumes from staffing agencies, recruiting firms, or other third parties. All unsolicited resumes will be considered a gift, and GZA will not be obligated to pay a referral fee. GZA explicitly reserves the right to hire those candidate(s) without any financial obligation to the recruiter or agency. This policy is in place to ensure we respect the relationships with our preferred vendors and avoid any potential misunderstandings.
