We are looking for an enthusiastic and experienced business development, capture, and proposal development leader to join Gannett Fleming and serve in a key and visible role to support the planning, development, and execution of business development for our strategic growth in the Mid-Atlantic region. Working as part of Gannett Fleming’s leadership team and focusing on growing our water and construction services business line, the Proposal Manager represents a senior staff position and as such, requires management and oversight of existing staff. The ideal candidate should be actively engaged in the Virginia/Maryland/District of Columbia Water and/or Wastewater and Construction Services markets. The ideal candidate has extensive familiarity with the clients located in this geographic area and successful experience providing marketing, capture planning, and proposal development leadership with other engineering and/or construction firms (i.e., A/E/C).
The Proposal Manager will work closely with executive leadership, operations, and other business development leaders to help influence and support the BD life-cycle from marketing to capture planning phase through proposal development, submittal, and any related post-submittal activities. This position reports to the Mid-Atlantic Regional Business Development Leader yet will be closely integrated with the local operations leadership team. The Proposal Manager will support other corporate BD and marketing initiatives through participation in the BD & Capture Practice Leadership Team (PLT) initiatives, best practice recommendations, training opportunities, and communications.
The Proposal Manager must have superior time management and organizational skills, the ability to create and communicate effectively, and proven experience in mentoring and developing the careers of support staff. This position requires a high attention to detail and the ability to adapt quickly to changing conditions while effectively driving teams to produce high-quality deliverables.
Leads the implementation of client management support, capture planning support, and proposal management activities in close coordination with Business Line Leaders and Project Managers.
Provides recommendations for and support to pre-positioning activities, including: assisting with pre-RFQ and pre-RFP activities such as: coordinating white papers; helping develop conference attendance strategies; overseeing the successful implementation of local conferences; and supporting client development and capture plans and follow-up needs.
Reviews client business plans, market research, and capital improvement plans to help support the development of a sales pipeline in collaboration with client managers.
Researches targeted opportunities and uses CRM to effectively support and track clients and opportunities.
Leads Capture Management support activities such as: facilitating workshops; performing gap analysis; summarizing key value propositions and sales/win themes; and performing targeted client/opportunity-specific research.
Provides proposal development leadership to support a variety of top-level proposal submittals.
Manages key proposal efforts and supervise the work product of individual staff supporting the proposal (assistant proposal specialists, proposal specialists, graphics, print production, etc.).
Leads, supervises, coaches, and mentors staff on a day-to-day basis. Conducts annual performance reviews and assists staff with the development and attainment of SMART performance goals.
Organizes, coordinates, and directs proposal resources for various tasks from early pre-RFQ/RFP phase of proposal planning through and including proposal preparation and production.
Plans, prioritizes, and manages the workload and BD resource needs the Mid-Atlantic Region’s Water Business Line.
Provides writing, messaging, and editing support, proofing, and review of proposals, presentations, and SOQs.
Participates in training and knowledge sharing activities and demonstrates progressive ability over time to incorporate best practices into daily work assignments.
Other duties as assigned.
Minimum of a Bachelor’s Degree in marketing, journalism, communications, or applicable field related to GANNETT FLEMING's core businesses.
Minimum of 8 years of combined prior experience in positions of increasing responsibility and complexity within the practice of business development and marketing.
Extensive experience and understanding of Standard Form submittals for state-specific and municipal clients.
Experience with managing and developing direct report staff and developing a team environment.
In-depth understanding of architectural, engineering, design, and/or construction management services for public and private sector clients.
Excellent leadership, professional writing/editing, communication, and organizational skills.
Strong ability to perform multiple tasks concurrently and work in fast-paced environment when required.
Competency in InDesign, Dynamics 365 CRM, and Microsoft Office applications (Word, Excel, Power Point).
Ability to travel, if needed: local travel (DC/VA/MD) metro areas is anticipated to be 25%; longer distance travel across Mid-Atlantic region is anticipated to be 10%.
Internal Number: 4820
About Gannett Fleming
Gannett Fleming is a global planning, design, and construction management firm with more than 60 offices worldwide. Founded in 1915, we have fostered a culture of service and innovation with more than 2,000 diverse and talented professionals. Consistently ranked among the nation’s most prestigious engineering firms, we provide multi-discipline engineering services, including civil, transportation, environmental, structural, and construction management. We are committed to amaze our clients by providing customized solutions that improve our communities and sustain the world – from award-winning roadways to vital environmental systems to patented technology.