Business Development Proposal Team Leader

2 weeks ago

Camp Hill, United States Gannett Fleming, Inc. Full time

:
**Do you thrive in creating strategies? In partnering with client managers to deepen relationships? In leading high performing teams to capture the win?**

You will support and partner with various growth leaders (business lines and geographic areas) and client managers to develop and deliver on strategic objectives and sales goals. You will need to balance short-term deadlines against long-term goals for yourself and your team. You will lead a team of proposal and graphic design personnel (~12-18 employees) and collaborate closely with peer team leaders in our group. This position reports to the Corporate Business Development Director and is part of the leadership team of the business development and marketing group. Because you will work with and also supervise people of all types and experience levels, tact, enthusiasm, organization, communication, and an ability to bring strategies to life are hallmarks of this position.

**Competency areas**:

- Market Strategy Planning: Support the research, planning, development, and execution of the external marketing and business development plans. Help determine key issues and markets and the most effective means of penetration. Knowledge of the professional services market and established network of transportation industry contacts: teaming partners, clients, associations, and contractors.
- Client Engagement: Partner in the development and execution of a multi-faceted client engagement strategy for foundational and growth clients to deepen the engagement/relationships and bring the full services of the firm to the benefit of the client. Assist in developing client account plans that align to company strategy and business line plans. Work with members of the client team and marketing team to conceptualize, develop, and execute marketing plan including firm positioning, differentiation, public relations, and Thought Leadership program including conferences.
- Business Development Lifecycle: Demonstrate understanding of industry best practices for the lifecycle of pursuits, including client analysis and understanding, the early identification of opportunities, ‘go/no-go’ analysis and justification, value proposition development, proposal leadership and guidance of supporting staff, and excellent written communication skills.
- Capture Planning: Lead the development and implementation of capture plans for key projects and programs. Develop win strategies for strategic teaming, key messaging, and branding, to secure major program wins. Communicate with and train business line staff and proposal staff in capture planning.
- Proposal Management/Interviews: Manage the most complex and strategically important pursuits. Guide, teach/mentor, and supervise team in best practices and processes in SOQ/proposal and interview development. Ensure quality, compliance and ahead-of-time delivery of proposals being produced from your team. Coordinate and partner with peers for consistency and continuous improvement in our group. Actively participate in proposal reviews, capture meetings, client management planning, and debriefs and provide critical feedback and quality assurance of assigned staff. Provide key input to interview development for messaging, overall content, and visual direction.
- Sales Data and Information Management: Partner to enhance the accuracy of sales data related to performance metrics such as wins, capture rates, fees, and conversions to bookings. This data is crucial as a leading indicator for replacing backlog. Champion data accuracy of the upcoming sales pipeline to project growth effectively and manage resources within your team efficiently. Utilize sales data to make informed decisions regarding clients and market strategies. Alongside your team, you are responsible for both using and enriching various databases with information relevant to future sales and marketing initiatives, including resumes, projects, and visual materials.
- Supervisory: Responsible for the management, performance, and growth and development of the team delivering throughout the business development lifecycle. Nurture a positive, collaborative team atmosphere that thrives on deadlines, quality and building business. And demonstrate leadership and collaboration with other teams in our group.
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**Minimum Qualifications**:

- Bachelor’s degree in Engineering, Business, Marketing Communications, English or related field.
- 20 years of experience in A/E/C industry required; market experience in transportation preferred.
- Must have 8+ years supervisory level experience overseeing a multi-disciplined team in more than one location; both virtual and remote working.
- Experience working in a CRM system; Microsoft Dynamics preferred.
- Must maintain a proactive, positive, professional, and creative approach to business and people, with the ability to listen effectively and communicate clearly and completely in written and oral presentations.

Periodic travel required.
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At Gannett

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