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Job Description Summary
The Vice President of Proposal Strategy, will report directly to the SVP for Federal Sales and lead a team of Proposal Strategists. The Proposal Strategist will be a key integration point between the Capture, Business Development, and Proposal Operations teams. Because of this, it is important the Proposal Strategist have command of their role, understand the importance of the information they consume, and have the unique ability to communicate complex and often technical messages, combined with an opportunities’ win themes, to create a compelling proposal that best sells Company’ unique offering in the Federal market.
The Proposal Strategist will need to possess the following professional experience:
•Create custom messaging, storyboards, and graphics that support that messaging
•Develop proposal outlines that support overall messaging
•Create value propositions for the buyers
•Possess a technical background, in either Information Technology or Engineering, so they have an understanding of complex technical solutions and are able to conceptualize graphics to convey concepts and messages
•Develop win themes
•Capture and message discriminators
•Possess experience working with Proposal Writers, Managers, Business Development teams, and Capture teams
The Proposal Strategist will have defined responsibilities throughout the Opportunity Lifecycle. They are responsible for ensuring that the proposal is compelling, strategic, and competitive by:
•Working in the early stages of an opportunities’ life cycle (Qualify and/or Capture stages) to begin interfacing with the technical solution architects to design key technical graphics to use in sales conversations with key buyers.
•Begin refining the solution graphics to reflect the feedback received during sales discussions with the buyers
•Begin developing strategy, with the capture manager and business developer, so that our technical solution is developed with key discriminators and win themes that will resonate with the buyers.
•Serving as the integration point for Business Development, Proposal Operations, and Capture regarding the messaging in a proposal, to include facilitating storyboarding sessions.
•Creating and designing the outlines for a winning and compelling proposal by laying in key graphic elements for the proposal team to draft text to speak to the graphics.
•Leading and managing a team of Proposal Strategists, to include all of the management and development activities expected of a group leader.
•Supporting capacity building within the Company organization by leading formal training sessions for your team of Proposal Strategists.
Ensuring impactful page design through proper balance of text and visuals, use of action captions, and making sure key information stands out.
Building a unique messaging blueprint for each proposal.
Working with Capture/Business Development to gain messaging buy-in.
Presenting messaging blueprint to writers during the Proposal Kickoff Meeting.
Working with the Proposal Manager and writers one-on-one (coordinate with H&HS writing director, if required) to incorporate section-specific messaging into the proposal and proposal sections.
Conducting Messaging Review during the Pink and Red Teams to ensure correct incorporation.
– Red Team Reviews will be used to validate that the “blueprint” was followed.
Analyzing proposals at Lessons Learned sessions to identify which themes and discriminators resonated well with the customer and led to winning proposals.
– Share with Business Development and Capture teams for future use.
– This is an opportunity to rearm Capture and Business Development with the points that resonated well with the customer.
•Bachelor's Degree from an accredited college or university required preferably in field of Business or related subject, equivalent experience considered in lieu of degree
•Minimum 15 years of broad-based, progressive experience in technical sales, business development, proposal development and/or operational experiences in the Federal market.
•In-depth understanding of the Federal Government contracting market
•Extensive experience interfacing with multi-divisional, inter-agency teams, and "C" level buyers (CEO, CIO, CFO, Department Directors, etc.)
•Proven competency and demonstrated understanding of Federal government operations and contacts and developing “best value” solutions for Federal government
•Experience with effective management of large scale contract bids, negotiations, and client relations
•Ability to cultivate new business opportunities with an entrepreneurial mindset
•Ability to function well in a fast-paced environment
•Excellent written and verbal communication skills
•Unquestioned personal integrity and ethical behaviors
•Ability to travel up to 10% of the time
Essential Duties and Responsibilities:
Monitor, track, research and analyze developments in the vendor and competitive solution areas that are related to Company capability areas.
Develop in conjunction with sales and capture teams winning sales strategies, working in a team-oriented selling environment that includes delivery, business consultants, subject matter experts, and management
Develop and contribute to detailed and updated capture strategy solutions for each target account
Write effectively and work as a key part of the proposal development team, including anticipating how market and competitive factors will influence the selling of Company Federal offerings and services
Establish and maintain the best possible long-term relationship with each prospect and customer so as to maximize future revenue opportunities. Included are meaningful business relationships with "C" level government executives
Present to Company Executives on opportunities and strategy from capture, business development, to eventual win
Develop and deliver client-facing presentations In collaboration with the Company technical solution team
Bachelor's Degree from an accredited college or university required preferably in field of Business or related subject, equivalent experience considered in lieu of degree
Minimum 15 years of broad-based, progressive executive experience
Proven track record generating new revenue in a government contracting space
Functional and organizational knowledge of Federal and State Worker’s Compensation program and proven experience with Government contracts
Extensive experience in pre-sales presentations, demonstrations and positioning efforts to multi-divisional, inter-agency teams, and "C" level buyers (CEO, CIO, CFO, Department Directors, etc.) Proven competency and demonstrated understanding of Federal operations and contacts and developing “best value” solutions for Federal government
Experience with effective management of large scale contract bids, negotiations, and client relations
Ability to identify new markets and new business opportunities
Ability to function well in a fast-paced environment
Excellent written and verbal communication skills
Unquestioned personal integrity and ethical behaviors
Ability to travel up to 90% of the time
Since 1975, Company has operated under its founding mission of Helping Government Serve the People, enabling citizens around the globe to successfully engage with their governments at all levels and across a variety of health and human services programs. Company delivers innovative business process management and technology solutions that contribute to improved outcomes for citizens and higher levels of productivity, accuracy, accountability and efficiency of government-sponsored programs. With more than 30,000 employees worldwide, Company is a proud partner to government agencies in the United States, Australia, Canada, Saudi Arabia, Singapore and the United Kingdom.
EEO Statement: Active military service members, their spouses, and veteran candidates often embody the core competencies Company deems essential, and bring a resiliency and dependability that greatly enhances our workforce. We recognize your unique skills and experiences, and want to provide you with a career path that allows you to continue making a difference for our country. We’re proud of our connections to organizations dedicated to serving veterans and their families. If you are transitioning from military to civilian life, have prior service, are a retired veteran or a member of the National Guard or Reserves, or a spouse of an active military service member, we have challenging and rewarding career opportunities available for you. A committed and diverse workforce is our most important resource. Company is an Affirmative Action/Equal Opportunity Employer. Company provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disabled status.
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