Responsible for coordinating high-quality responses to client inquiries, including initial pursuits of opportunities, requests for information, solicitation of interests, pre-qualifications, and requests for proposals. The individual in this role has responsibility and accountability for the proposal process for their assigned proposals and the quality of those proposals. Proposals will be managed and executed in compliance with mandatory procedures and standards set by the company and respective Business Unit and in line with proposal best practices. This is not a supervisory role.
This role will support the Projects BU in the Americas.
RESPONSIBILITIES
Success criteria includes:
Increased win rates within the respective businesses
Ensure the business is properly supported
Ensure quality of proposals, presentations and other customer responses
Summary of responsibilities include:
Compile and submit responses to client requests such as proposals, request for information, expression of interest and prequalification questionnaires.
In absence of or support to Proposal Manager or Proposal Lead, maintain list of all active proposals, pre-qualifications and other client responses with status and submission dates for assigned business
Take end-to-end ownership and command of proposal development and related support processes on all assigned written proposals, oral presentations, Best and Final Offers, Evaluation Notices, Final Proposal Revisions, etc.
Support compliance of Growth & Development-owned Tender Governance Policy gates during pursuit and proposal development
Ensure incorporation of proposal best practices into all client responses for respective business
Support pre-proposal positioning where needed, as well as proposal development strategies and implementation. This includes development of capture plan and proposal planning document development, facilitation of strategy sessions to develop the win strategy and theme/value proposition for proposals.
Oversee the production of assigned proposals and other client responses (including pre-qualifications, expressions of interest, presentations, etc) and ensure that the proposal is compliant and delivered on time. This key role collaborates with capture management, SMEs, and proposal staff to write, edit, review, and produce winning proposals.
Ensure client's requirements are fully met. This involves conducting searches for appropriate materials and writing and editing project summaries, resumes of project personnel, and other supporting sections of the proposal, as necessary. Leverages existing archived proposal information.
Assess the Request for Proposal and client requirements/evaluation criteria
Develop and implement the proposal management plan (responsibility/compliance matrix)
Develop and implement the proposal schedule
Schedule and attend proposal meetings with management / estimators / project teams including taking meeting notes and actions where required
Lead proposal kick-off and review meetings
Oversee and/or expedite the following proposal processes: information gathering and compilation, data entry, formatting, editing, reviews, reproduction and delivery
Where appropriate, assist/expedite business development managers in the management review of contract, tax, and insurance requirements
Expedite proposal stakeholders to obtain outstanding proposal deliverables per the proposal schedule and in order to make the proposal deadline
Ensure consistency and branding compliance for all client responses
Prepare post-bid submissions, organize the response to requests for clarification
Manage the development of customer presentations (pre-proposal or post-proposal)
Oversee/participate in color/management team reviews
Remain current on all solicitation modifications/Q&A and communicates them to the team; Revises schedule, outline, and proposal management plan (responsibility/compliance matrix) as necessary throughout proposal life cycle.
Review/analyze proposal sections for consistency and clarity, compliance with solicitation requirements, and alignment with proposed solutions and themes and writes/re-writes proposal sections as necessary to deliver high-quality, winning proposals.
Finalize proposals and other client responses for submission to client. As directed, submit the response to client as instructed in their instructions (email, hard copy, customer electronic procurement site, etc.)
Support with proposal close out activities, filing, archiving or reporting
Assist in organizing general proposal files, resources, and boilerplate for quick, efficient and accurate retrieval of information for proposal purposes. Develop and/or compile sales, marketing, and technical information for proposal use.
Where required within the business, manage proposal budgets and monitor proposal spend (in support of or in absence of Proposal Manager and/or Proposal Lead)
Per the discretion of the business, this role may have the responsibility to enter all client responses into CRM for tracking
Assist in the maintenance of CRM opportunities during the proposal stage. This includes updating Pursuit Status, Revenue, Workhours, Worksplit, Lead Review date, Approval to Prepare date and Approval to Submit date. Some businesses may require this role to be more involved in the overall CRM reporting for the respective business.
Comply with Wood Code of Business Conduct, Anti Bribery and Corruption undertakings and the Wood mandatory and fundamental procedures
Assist in the orientation and training of other proposal participants, including: assistants, process and technical coordinators and business development managers (as needed if the respective business does not have assigned Proposal Manager or Proposal Lead).
Support marketing activities (if required by the needs of the respective business)
QUALIFICATIONS
Bachelor's Degree from an accredited university required in Business, Marketing, Communications, Journalism, or related majors preferred; or equivalent in years business experience
2-5 years in business environment required
Knowledge, skills and experience:
Proposals experience desired but not essential
Industry experience related to the supporting business is preferred but not required
Strong communication (written and verbal), interpersonal and presentation skills
Strong organisational, coordination, problem solving and multi-tasking skills
Strong proofreading, editing and business software skills (style, format, grammar, etc.)
Experience in marketing techniques (layout, graphics, value proposition) preferred
Able to work with a wide range of professionals including finance, engineering, project management, HR and HSE/QA.
Working knowledge of Microsoft Word, Excel, PowerPoint, Adobe Acrobat and SharePoint.
Personal attributes:
Consistent personal ethic: integrity, dependability, initiative, and quality in line with our Corporate Vision and Values • Even tempered in fast-paced, high-pressure environment
Strategic creative thinker with ability to "think outside the box"
Proven team player, friendly, flexible, caring
Strong communication (written and verbal), interpersonal and presentation skills
Ability to work with individuals of all levels of management and expediting them when deliverables are due or overdue for the proposal
This position requires a high level of individual initiative and the ability to prioritise multiple conflicting tasks, while applying a mandatory defined process with little or direct supervision
