Pursuit Manager

Job description / Role

Water, Power & Utilities

About GHD

Let's start with our vision: water, energy and urbanisation made sustainable for generations to come. With more than 14,000 people around the globe, GHD is a leading engineering, architecture and environmental consulting firm. With our vision to make water, energy and urbanisation sustainable for generations to come, GHD delivers iconic projects that shape our landscapes, support our communities and set the path of our collective future.

At GHD, we value innovation, collaboration, and technical excellence.

Purpose of the role

To lead pursuit and proposal activities and manage the development and implementation of pursuit plans and strategies for successful outcomes.

• Lead the development of high-quality, persuasive proposals, marketing collateral and presentations.
• Lead proposal strategy discussions, capture planning and kick-off meetings for large pursuits, ensuring strategic win themes are effectively incorporated throughout the proposal.
• Review RFPs and participate or lead strategic win plan discussions with Project Managers and Technical Leaders. Understanding of technical terminology, project management structure, and discipline functions by sectors.
• Manage proposal team (technical leader, marketing coordinator, graphics, etc.).
• Collaborate with groups of content providers and deal with changing priorities.
• In conjunction with bid leaders, schedule and facilitate stage reviews of proposals through to submission.
• Ensure proposal formatting, writing, editing, and proofreading is carried out to industry-leading standards.
• Facilitate production and delivery of finished product, while complying with all RFP requirements.
• Lead interview preparation to meet all client needs and align proposal themes and messaging with the knowledge collected throughout the positioning phase.
• In conjunction with bid leader, seek and attend client post-submission debrief meetings; share lessons learned and best practices across teams.
• Effective use of graphic and organizational software to create key graphics (e.g., Photoshop, InDesign, Visio and/or PowerPoint).
• Liaise with proposal teams across the EMEA region.
• Manage and assign tasks to Marketing Coordinator during proposal development.
• Manage Graphic Design support during proposal and interview development.
• Document preparation: write and edit material for various target populations, tailoring the tone and content to match the needs and expectations of each audience.
• Data collection and analysis: use data from a wide range of sources to analyze key themes and identify possible impacts on the business.
• Needs assessment: build complex frameworks to fully assess the scope and context of short-term and long-term business needs.
• Budgeting: develop and/or deliver budget plans with guidance from senior colleagues.
• Multiagency work: plan and lead on developing collaborative working relationships and agreements with partners and other agencies over organizational boundaries (often in multiagency or interprofessional settings) to ensure cohesive and seamless service delivery for service users.
• Leadership and direction: communicate the actions needed to implement the function's strategy and business plan within the team; explain the relationship to the broader organization's mission, vision, and values; motivate people to commit to these and to do extraordinary things to achieve local business goals.
• Performance management: manage and report on the performance of a substantial, diverse team; set appropriate performance objectives for direct reports or project/account team members and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of team/personal objectives.
• Organizational capability building: use the organization's formal development framework to identify the team's individual development needs. Plan and implement actions, including continuing professional development specified by professional or regulatory institutions, to build their professional capabilities. Provide informal training or coaching to others throughout the organization in own area of expertise to enable others to improve performance and fulfill personal potential.
• Request for bid solicitation/proposal/tender response: gather information and resources and draft and complete proposals in response to the most complex bid solicitations, request for proposal, and request for tender to create the best chance of being awarded the contract. May lead a team to develop tenders/proposals and fulfill all process requirements (in terms of deadlines, documentation, etc.) in response to bid solicitations, request for proposal, and request for tender.
• Bid solicitation/request for proposal/tender analysis: conduct the most complex feasibility studies from technological, financial, and organizational perspectives on bid solicitation request for proposal (RFP) and request for tender (RFT) project requirements, and coordinate the writing of tender specifications.
• Customer needs clarification: set clear objectives for each sales call; develop and make presentations that are tailored to the known interests, needs, issues, and concerns of decision-makers and influencers within the customer organization; gather and analyze relevant information; and gain agreement to a statement of customer requirements.

Minimum requirements

Ability to manage and work effortlessly with Technical Leaders in any market and service line. Proven leadership and

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