Company: Wood
Skills: Business Development, Marketing, PR / Corporate Communications
Experience: 15 + Years
Education: Bachelors/3-5 yr Degree
Location: Kennesaw, Georgia, United States


Overview / Responsibilities

Wood is currently seeking a Director of Proposal Management to provide overall leadership to the proposal development group responsible for leading, planning, scheduling, and overseeing the timely development and delivery of high-quality, compliant responses to federal and commercial business opportunities, from pre- Requests for Proposals (RFP) to post-submission activities. Within a fast-paced environment, the successful candidate provides leadership in a dynamic virtual environment involving multiple proposal teams geographically dispersed in worldwide locations. Additionally, the Director serves as a corporate subject matter expert on the standardized proposal process.

The ideal candidate is a thought leader, able to see the big picture without overlooking the details, fosters a positive and responsive team environment, and can quickly adjust to deadline-driven proposal development schedules and requirements.

The Director will supervise a proposal staff of 10 to 20 proposal professionals implementing and assuring compliance with Wood processes, systems/tools and activities related to proposal execution and knowledge management. The Director will lead and oversee the proposal development process through interaction with assigned sector leads, account managers and capture managers, proposal specialists, consultants, and various technical and subject manager experts.

Work Location :

Open to any major Wood US office location

Key Accountabilities & Responsibilities :

 

  • Leads the Growth & Development Proposals team to achieve excellence and high performance in contributing to Wood's overall strategy
  • Supervises and mentors the proposal departmental leads for Federal proposals, Industrial/Commercial proposals, Transportation proposals, and Proposal Operations and promotes professional development and growth across the proposal team
  • Enhances and assures compliance to Wood's standardized approach to proposal development to ensure a focused and consistent projection of Wood's brand, including core capabilities and values; periodically assesses, recommends changes to, and fully documents corporate proposal and capture processes based on corporate growth strategy and market forces
  • Assures capture managers/proposal managers complete required proposal gates and approvals for active bids
  • Establishes corporate training modules in proposal processes, methods, and techniques to drive high win rates with efficiency and integrity
  • Monitors adherence to B&P cost estimates related to proposal development
  • Assures compliance with virtual proposal knowledge management processes; enhances and provides corporate support to Proposals Operations Lead for a centralized proposal library (solicitations, responses, debriefings) or other reusable knowledge database(s)
  • Oversees the initiation, development, and completion of responses to RFPs and secures resources to support the development of associated products, such as Requests for Information responses, capabilities statements, white papers, briefings, etc.
  • Supports proposal managers and capture managers with proposal strategy guidance and support to internal customers pre-RFP and at start of proposal efforts
  • Audits proposal managers to assure the development of compliance matrices, proposal schedule/calendar, and proposal volume templates are completed
  • Audits progress of ongoing proposals, including development of proposal content and schedule
  • Oversees and provides insight to capture managers and proposal managers in defining proposal themes and strategies; supports post-proposal activities, including significant input to After Action Reviews and distributing lessons learned and debriefs from customers
  • Assists in bid / no-bid decisions
  • Audits and participates on strategic bids' proposal color reviews
  • Performs other duties as assigned


Working Relationships :

 

 

  • Internal: Growth & Development team of Wood's Consulting business, Environment & Infrastructure Americas (EIA); leadership teams of Consulting and EIA, Business Group Presidents; P&L leaders; Commercial/Contracts function staff; Proposal Leads/Proposal Coordinators; Operations; Technical Writers; Subject Matter Experts
  • External: Customer contacts; industry groups, JV and subcontractor marketing/proposal professionals


Level of Influence & Decision-Making Authority :

 

 

  • Demonstrated ability to guide and effectively influence with and without formal authority; strong interpersonal skills and the ability to interface with all levels of management, proposal teams, SMEs, peers, and teaming partners

 


Skills / Qualifications

Job Specifications :

 

 

  • Excellent leadership skills to drive success across functional groups and organizations, including virtually and geographically dispersed teams, with multiple ongoing pursuit activities and bid development efforts
  • Excellent written and oral presentation skills with proven ability to understand and communicate complex technical concepts in Wood's diverse A-E services portfolio in a compelling, persuasive manner
  • Excellent management skills with the ability to assess, justify and oversee proposal budgets, staffing and resource needs to prioritize alignment with Wood's strategic initiatives
  • Proactive, customer-focused, customer-service oriented, able to interact professionally across all levels of personnel, including executive leadership, former military personnel, technical subject matter experts, and supporting staff
  • Excellent time and resource management skills, capable of meeting tight deadlines, with the flexibility to work on multiple projects concurrently
  • Strategic focus with ability to work with capture managers and executive leadership to identify solutions to potential impacts and Wood's ability to win awards based on RFP and proposal analysis
  • Strong leadership, problem-solving, and decision-making abilities are essential


Requirements :

 

 

  • Bachelor's degree in business, marketing or communications field, or equivalent professional experience compatible to job responsibilities and requirements
  • Minimum 15 years (preferred) of experience submitting proposals from $10K to $100M in total value
  • Minimum 10 years of proven experience leading proposal teams efficiently in a dynamic, fast-paced environment on moderate- to high-complexity opportunities
  • Minimum 5 years of experience in the Federal and DoD proposal environment is preferred, with responsibilities for supervising proposal staff and managing/preparing proposals
  • Demonstrated understanding of all aspects of the Federal acquisition process and ability to successfully interpret and respond to competitive RFPs. Understanding of the acquisition life cycle phases of Federal contracts and programs; familiarity with the US Government task order and RFP development process, Federal Acquisition Regulation (FAR) requirements, and evaluation process
  • Proven ability to analyze RFP requirements, and synthesize information to support development of win themes and value propositions. Understanding of managing and writing proposals using the Shipley processes and standards is a major plus
  • Must be highly computer literate and proficient in using Microsoft Office applications (TEAMS, SharePoint, Word, Excel, PowerPoint) to produce reports, presentations, correspondence, and a variety of other materials
  • Future-focused on enhancing proposal process to meet industry standards and use of proposal tools/systems for knowledge management, increase productivity of proposal teams and improve virtual proposal development
  • Demonstrated experience in the leadership of Federal and Commercial proposals groups, with ability to assess other proposal managers in performance, as well as having a demonstrated performance record of fulfilling the following duties:
    • Manage the successful development of compliant, competitive, cogent, and compelling proposals through effective collaboration across teams that include internal staff, corporate partners, consultants, and supporting vendors
    • Apply experience and best practices to ensure the timely delivery of proposal submissions that are fully compliant with solicitation instructions
    • Lead and analyze RFI, RFQ, RFPs and other bid documents for requirements
    • Develop the proposal schedule, outline, compliance matrix, and Proposal Development Plan
    • Establish and maintain the TEAMS collaboration site for each proposal
    • Work with the capture managers and proposal managers to determine author assignments and integrate win strategy, themes, and discriminators into proposal
    • Provide insight, leadership, and work guidance to authors on all proposal content
    • Take ownership of the quality of the proposal for color reviews and final delivery by performing rigorous quality assurance checks on draft and final documents
    • Prepare and lead efficient Proposal Kick-off meetings and daily status calls, ensuring activities adhere to the Proposal Development Plan
    • Conduct activities required to successfully perform color reviews and debrief to authors
    • Manage the development of oral presentations, discussions, and proposal revisions
    • Ensure the high-quality content and appearance of final proposal deliverables
    • Conduct and document proposal lessons learned and implement actions to improve process efficiency
    • Coordinate and support the production, reproduction, binding, and packaging in finalizing the proposal submission and response processes


Additional Qualifications :

 

 

  • Ability to work beyond regular schedule hours
  • Editing skills with excellent knowledge of grammar and punctuation


Desired Skills :

 

 

  • A proven track record of managing and winning proposals within the federal market ranging from $5M to $100M-plus

 


Company Overview

Wood is a global leader in engineering and consultancy across energy and the built environment, helping to unlock solutions to some of the world's most critical challenges. We provide consulting, projects and operations solutions in more than 60 countries, employing around 45,000 people. www.woodplc.com

Diversity Statement

We are an equal opportunity employer that recognises the value of a diverse workforce. All suitably qualified applicants will receive consideration for employment on the basis of objective criteria and without regard to the following (which is a non-exhaustive list): race, colour, age, religion, gender, national origin, disability, sexual orientation, gender identity, protected veteran status, or other characteristics in accordance with the relevant governing laws.

 

Wood is a global leader in the delivery of project, engineering and technical services to energy and industrial markets. We operate in more than 60 countries, employing around 55,000 people, with revenues of over $11 billion. We provide performance-driven solutions throughout the asset life cycle, from concept to decommissioning across a broad range of industrial markets including upstream, midstream and downstream oil & gas, chemicals, environment and infrastructure, power & process, clean energy, mining, nuclear and general industrial sectors. We strive to be the best technical services company to work with, work for and invest in.

 

Visit us at www.woodplc.com and follow us on Facebook and LinkedIn