- Have direct accountability for the following aspects of the pursuit management group operations:
- Provide overall strategic leadership support for identified pursuits/projects
- Support the client pursuit team, to navigate and improve the efficiency and effectiveness of the pursuit
- Work directly with account teams in the execution of the GPS Pursuit Methodology process to drive the development of compliant and compelling proposals
- Manage performance of immediate team members
- Lead and guide proposal teams in developing a strategic approach –
- Act in a strategic role, from pre-RFP to oral presentation stages
- Act as the central POC for the proposal develop process –
- Evaluate the solicitation requirements
- Manage a timely process
- Work with technical teams to develop content that is clear, effective and consistent
- Brainstorm solutions providing tactical advice and guidance with the ability to drive strategy and solutions that result in winning submissions
- Manage team members (of various specialties and at various levels of seniority) to develop responses that meet the needs of potential clients
- Demonstrate the ability to bring creativity and innovation to the framing and structuring of proposal
- Have responsibility across multiple, concurrent projects
- Serve as an Orals Coach (as needed) with the following responsibilities:
- Orals planning, scripting, coaching
- Facilitate orals strategy sessions
- Create outlines for story development
- Guide teams to create emotive messaging
- Develop and communicate rehearsal schedules and logistics
- Determine and produce appropriate deliverables
- Prepare teams for orals delivery, Question and Answer sessions
- Facilitate the orals debrief sessions, and post-orals strategy
- Adjust to shifting priorities, stringent deadlines, last minute requirements, and occasional evening/weekend hours to accomplish tasks within non-negotiable client deadlines
- Conduct post-submission proposal debriefs to determine future proposal strategies and potential process and tool changes–
- Interview team members on successful or unsuccessful strategies and tactics
- Share results as appropriate and refining future proposal strategies and training
- Contribute to the development and continuous improvement of proposal management processes, tools, and templates
- Drive people and process to execute initiatives
- Cross-train, shadow, and onboard team members
- Coach and mentor Pursuit COE team members
- 10+ years relevant work experience
- Experience in Federal Government proposal management, proposal development, and in the direct management of proposal team members
- Experience in leading large complex proposals for Federal agencies with values in excess of $100m
- Diversity of experience in large corporate organizations and small business concerns
- Bachelor’s degree (Masters desirable) with preferred concentration in Business, English, Journalism, Marketing or Communications, or comparable work experience
- Excellent communicator – both written and oral
- Experience leading teams in strategic discussions and increasing the probability of win (PWin)
- Experience in public speaking and presentations
- Proficiency in Microsoft Word, PowerPoint and Excel
- Ability to travel 10%, on average, based on the work you do and the clients and industries/sectors you serve. This may include overnight travel.
- Limited immigration sponsorship may be available
- Training in formal capture/proposal methodologies
- Implementation of Industry-wide best practices in proposal management
- Knowledge and understanding of Federal Government procurement regulations and practices (including FAR and DFAR)
- Personnel/performance management, including areas such as EEO and employment law
- Editorial practice and standards
- This individual is typically responsible for:
- Performance management of three to five individual positions
- Management of proposal teams, both Deloitte and subcontractor
- A team player with an outstanding ability to work with people at all levels, including senior executives
- Demonstrated ability to influence others, from staff to senior leaders through a strong presence, thoughtful challenges, and use of sound judgment
- Strong interpersonal and political skills, including aptitude for building relationships, understanding team dynamics, taking initiative, and solving problems
- Keen listener, with the ability to quickly grasp ideas to be reflected in written documents and presentations
- Coach and mentor Pursuit Center of Excellence (COE) team members
- Ability to read situations and adapt leadership style to achieve results
- Ability to work with grace and efficiency in a demanding, deadline-driven environment
- Team-oriented with a proven ability to manage multiple projects at once
- Demonstrated initiative and problem-solving ability
- Attention to detail and exceptional follow-up skills
- Ability to analyze information and make sound observations and recommendations quickly
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