Pursuit Manager

1 month ago

Saint Paul, Minnesota, United States McGough Full time

McGough is a respected partner that brings six generations of experience to high-profile, unique and complex construction projects. We take great pride in our people and their extraordinary expertise in planning, development, construction, and facility management. McGough employee tenure reflects the commitment and pride we share in our work. Ask anyone who knows us - the caliber of our people sets us apart.

Position Description

The primary role of the Pursuit Manager is to effectively market and sell McGough capabilities and services to current and prospective clients. The Pursuit Manager reports to the Director of Marketing & Communications and is a key leader in executing strategic goals for the business. This position's primary responsibility is developing and creating strategic proposal responses for high-profile projects/sectors in key geographies. Additional responsibilities can include supporting core pursuit functions to drive sales including: coaching business leaders on proposal, interview prep and business development, using data to inform decision-making in pursuit process, implementing key messaging in RFP response and interview phases, understanding key business development opportunities and developing materials to support, and strategic use and implementation of McGough's CRM. , This person is a dynamic talent with an established understanding of the A/E/C industry, excellent interpersonal communication skills with an ability to clearly articulate concepts, a strategic mindset, precision and efficiency in time management, a high level of attention-to-detail, strong writing and editing capabilities, and a natural ability to raise the questions that need to be asked in order to isolate and deliver impactful messages.

Qualifications

Required:

  • Four-year college degree
  • Proficiency in Microsoft Word, Excel, and PowerPoint
  • Strong proficiency in Adobe Creative Suite, particularly InDesign
  • Strong organizational skills
  • Strong written and verbal communication skills
  • Strong interpersonal skills, professionalism, and ability to influence
  • Ability to work independently with limited supervision, yet to exercise good judgment in seeking supervisory guidance when appropriate
  • Experience executing national and regional marketing programs
  • Providing strategic input in business development and sales activities
  • At least 5 years' experience developing and creating pursuit deliverables in the A/E/C industry.

Preferred:

  • Previous experience managing proposal development, RFP/RFQ reviews, submittals, team selection and interview preparation.
  • Experience leveraging CRM tools for strategic sales support
  • Experience overseeing/mentoring junior marketing/pursuit staff
  • Ability to use analytics/data to inform decision-making

Office and Travel

This is a low-travel position based out of McGough's Roseville office. Occasional in-town travel and overnight travel may be required.

Responsibilities and Tasks

  • Develop proposals and presentations on behalf of the company in the pursuit of project opportunities
    • Lead internal meetings independently in support of the above, coordinating and influencing participation from cross-functional individuals of all position levels (including executives) and driving the selection of messages that will compel proposal and presentation audiences
    • Assume responsibility for meeting critical deadlines on behalf of the company
    • Lead strategy and ideation for pursuit and interview response generation
    • Help manage workflow of greater pursuit team and oversee junior level staff work volume; serve as a key support in developing proposals throughout entire pursuit process
  • Serve as organizational subject matter expert on pursuit process and interview prep.
  • Work cross-functionally with marketing communications and business development staff to pre-position the organization for strategic pursuits and/or customer engagement
  • Work directly with business development team members to track and monitor customers/opportunities through dedicated CRM reporting and analysis
  • Reconcile pursuit wins/losses/feedback to improve company win rates, grow revenue and market share in key sectors/regional markets
  • Collaborate with other marketing team members, coordinating efforts, sharing best practices, contributing creative ideas, and proactively helping to balance the team workload
  • Participate in additional marketing department activities, including team meetings, professional development and training opportunities, industry partner networking events, and departmental and company-wide improvement efforts
  • Manage, mentor and oversee direct reports and junior-level marketing staff
  • Collaborate with senior leadership throughout pursuit and business development process

Physical Requirements

The physical requirements listed here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Position involves sitting for extended periods of time at employee's workstation and during meetings as well as while traveling, either by plane or car. Employee needs to be able to lift up to 20 pounds as frequently as needed to move objects; dexterity to write and manipulate computer keyboard and mouse; ability to hear and speak clearly; and ability to distinguish between colors on graphs and charts.

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