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Strategic Pursuit Manager

2 months ago

Dorchester Center, United States The Ladders Full time
Description

Position at STO Building Group

STO BUILDING GROUP

Position Title:

Strategic Pursuit Manager

Type:

Full-Time

Reporting to:

Regional Marketing Director

Function/Department:

Pursuits/Winning Work

Position Description

Reporting to the Regional Marketing Director, the Strategic Pursuit Manager (SPM) will play a key role in driving strategy development, capture planning and win strategies for opportunities that have been qualified as top pursuits across the STOBG family of builders. This role supports the growing need to a shared, expert resource with the skills and knowledge to implement strategy and process around strategic pursuits.

The SPM will be responsible for identifying the appropriate marketing resources needed to pursue a business opportunity, proposal capture strategies, building value propositions, strategy development, and interview preparation. Additionally, the SPM will manage the transition from business opportunity through proposal development and client interview.

The SPM will be expected to have some familiarity with STOBG's sectors, services, and client types to be conversant in terminology. This individual will partner closely with business development and executive leadership in early opportunity lead stages to qualify top pursuits, as well as with the local marketing teams to engage and guide these groups through the pursuit process. As part of the pursuits process, the SPM along with the Director will be partnering with BD and our local leadership to obtain buy-in, lead training as appropriate, and support sales tools and common pursuit processes.

The SPM would also support STOBG leadership and the Strategic Growth Initiatives (SGI).

Responsibilities:

Standard Processes for Top Pursuits

This individual will be responsible for creating and implementing standard processes for strategic pursuits, including capture planning, influencer analysis, competitor analysis, developing win strategies, pre-positioning campaigns, red/pink line reviews and more.

Tracking & Qualifying Pursuits

This individual will be responsible for monitoring opportunity pipeline (Salesforce/CRM) across the firm and working closely with business development to validate high-interest opportunities as top pursuits. The SPM will be responsible for monitoring these opportunities through the lifecycle of the pursuit process.

Strategic Client Development

Frequently brings specific knowledge/expertise regarding target clients and their unique processes. Helps understand and implement engagement strategies for top client and pursuit evolution. Understands the competitive landscape and facilitates deep competitor analysis to tailor pursuit strategy and messaging.

Pursuit Oversight

Provides a high level of dedicated marketing leadership for top strategic pursuits. The SPM will act as an extension of the local STOBG brand throughout the duration of the pursuit, ensuring that the development of win strategies and compelling sales messages are converted into winning offers for our largest and most strategic pursuits.

Enterprise Client Level Presentations

Oversee and manage enterprise client presentations and specific pursuit material that support the STOBG family of builders client development. Specific focus on Flagship Clients (Global Account Due Diligence Initiative) to help create zippered relationships across our family of builders.

Collaboration

This individual will embrace a collaborative work environment, regularly meeting with internal partners to establish weekly priorities, assignments, and progress toward long-term goals. As situations require, the individual will work with the STOBG marketing community, business development groups, and leadership. Mentors marketers and technical staff in the development of storyboarding, persuasive messaging, and graphic development in proposals and presentations.

Position Requirements

Education/Experience:

  • Post-Secondary degree in communications or marketing
  • Minimum of 5-7 years of experience in a marketing communications role
  • Minimum of 5-7 years of experience in a pursuit/proposal focused role
Other Requirements:
  • Strong analytical skills
  • Strong leadership skills
  • Critical thinker and problem-solving skills
  • Strong understanding of the pursuit process
  • Strong attention to detail and an ability to establish and meet deadlines/budgets
  • Ability to effectively balance multiple priorities
  • Ability to work effectively within a group with 'team spirit' as well as independently motivated
  • Ability to structure and create trainings suited for multiple learning styles
  • Strong written and verbal communication skills
  • Good communication and interpersonal skills with stakeholders at all levels of the business