This individual will be responsible for directing and coordinating all aspects of proposal development in support of competitive and follow-on government contract opportunities.  This individual is responsible for the proposal process from pre-request receipt to final submission, including detailed project planning, analysis, developing outlines and schedules, compliance matrix, managing the writing process, conducting applicable team reviews including (red, blue or pink), printing and delivery.

 Specific Accountabilities

§  Manages all aspects of proposal development and coordinates activities of various proposal team members, including functional and technical experts to achieve the proposal deliverables per the timeline and implements recovery plans as required.

§  Ensures opportunity Gating process is applied and with Sales support, leads Gate brief development, approval, and documentation.

§  Coordinates Level 1 Contract Tender Approvals (CTAs).

§  Prepares Terms of Reference/Capture Plans for major proposals and business development opportunities.

§  Completes State, County, and Government Department vendor registrations. 

§  Works with Regional Sales Managers to complete Support Agreements, including coordination of pricing structures.

§  Produces and maintains the proposal timeline, budget and presents status updates to the Steering or Executive Team on proposal activities.

§  Identifies and selects appropriate proposal team members and as Lead of the proposal process maintains team enthusiasm, interest, and provides the appropriate recognition to those contributing to the proposal.

§  Reads, interprets, analyzes, and prepares strategies to develop formal written responses to customer and government Requests for Proposals (RFP’s), Requests for Information (RFI’s), Sources Sought Notices (SSN) and capability packages.

§  Interprets, understands, and develops the technical scope of work and develops strategies to ensure the customer’s technical scope, company proposal response, and resultant awarded contract are coherent and meet company internal return on investment, risk and contractual standards.

§  Determines and uses key evaluation criteria to be used when assessing new proposal and or business development opportunities.

§  Creates proposal outlines, cross reference compliance matrices, edits written material, writes new material, proofreads, performs quality check of proposals, evaluation notices, and final proposal revisions under tight deadline constraints.

§  Develops financial aspects of proposal response including Cost Benefits Analysis (CBA), Return on Investment (ROI) scenarios, and associated pricing structures with the Business Unit and Sales Managers.

§  Models pricing scenarios using sector pricing models.

§  Develops preliminary pricing models as required and coordinates validation and final pricing with the Business Unit.

§  Completes annual updates and maintains product pricing models and catalogues.

§  Develops proposal win strategies, creates and manages proposal compliance checks, and conducts applicable theme workshops (blue, competitor, or compliance).

§  Prepares and manages applicable teams (red, blue, or pink) and team proposal reviews.

§  Develops responses to Evaluation Notices (EN), requests for Final Proposal Revisions (FPR’s) and ensures all RFP amendments are adequately understood and addressed in proposal response.

§  Reads and interprets customer contracts and subcontracts.

§  Leads hand-off successful bids to Contracts/Program/Operations

§  Conducts lessons learned post-bid award/loss.

§  Assists management in proactively analyzing the customer, market and industry for potential opportunities for new business development both within defined SBU long range plans and for future SBU’s.

§  Plays an active role in discussions and negotiations regarding potential proposal and business development opportunities in conjunction with the management team.

§  Develops or assists in developing and implementing the strategic business unit (SBU) or site plans, over and above sales objectives, budgets, projections and other programs to ensure the profit, growth and expansion of the SBU’s/site products and services.

§  Carries out special projects as assigned.

Technical Requirements

§  Exceptionally strong interpersonal and communication skills and the ability to interact, negotiate, and resolve conflicts with peers, senior management, contractors, and customers.

§  Strong project management, planning, organizational, analytical, leadership, decision making, oral and written communication skills.

§  Strong business writing skills.

§  Basic understanding of Financial Accounting calculations and measures (GM, EBIT, ROS, etc)

§  Proficient in all MS Office Products with exceptional proficiency in MS Word and Excel.

§  Education or exposure to the application of proposal process methodology such as Shipley.

§  Thorough knowledge of company processes, instructions and export compliance.

§  Thorough knowledge of marketing and business development concepts.

§  Thorough knowledge of the government contracting and proposal industry/environment.

§  University degree in business administration, communications, marketing, engineering or equivalent is preferred.

Background Information

The typical minimum level of education to perform this job competently is equivalent to completion of a university (bachelor) program in a specialized field of study and work.  The work requires a sound understanding of the underlying theoretical principles and concepts associated with the subject area and an understanding of the relation of these to the responsibilities of the job.  This specialized training is often recognized by a degree and/or professional designation.