Marketing Pursuits Manager

Description

• Lead the pursuit and presentation teams in the anticipation of potential questions from the client and prepare concise, well-informed, and strategic responses.
• Manage logistical aspects of the presentation, including scheduling, venue arrangements, technology setup, and any other necessary preparations, as required.
• Communicate project status updates, risks, and issues to stakeholders and management.
• Identify opportunities for pre-positioning or suggest areas where Strategic Communications can support the company’s perception in the marketplace for strategic pursuits.
• Participate in capture planning; the development of comprehensive plans that address client requirements and differentiate the firm from competitors.
• Conduct post-mortem reviews to assess the effectiveness of the presentation strategy, identify lessons learned, and identify areas for improvement in future client presentations.
• Facilitate and coordinate input from various stakeholders, including technical staff, subject matter experts, and project managers, to gather relevant information for the proposal and ensure compliance with client requirements.
• Manage the production of final proposal documents, including printing, binding, and packaging for delivery.
• Develop and maintain a strong level of business literacy about Swinerton’s organizational structure, affiliates, strategic initiatives, and culture.
• Review all proposal drafts to ensure accuracy, consistency, and compliance with client requirements and company standards, as well for accuracy, clarity, and coherence as well as for grammar, punctuation, and overall language mechanics to ensure precision and professionalism.
• Craft key messages and talking points that resonate with the client's objectives and address their concerns.
• Lead the design and production of marketing materials or coordinate with external vendors or assigned internal resources.
• Ensure branding consistency across all marketing materials and communications.
• Cultivate and maintain positive relationships with team members, interdepartmental partners, and internal clients/stakeholders.
• Exemplify unwavering accountability in executing assigned duties and responsibilities.
• Ensure that all marketing materials produced meet the company's quality standards.
• Lead the development of more strategic marketing collateral, including brochures, pitch presentations, and case studies.
• Prepare supporting documentation, such as handouts or leave-behind materials, to reinforce key messages and provide additional information to the client.
• Actively collect, update, and maintain relevant data during pursuit activities; adhere to proposal close-out process to ensure all data is routinely and accurately entered/uploaded to centralized locations/databases, the company’s client relationship management (CRM) and digital asset management (DAM) platforms, or other designated locations.
• Manage the pursuit team to develop presentation content that effectively communicates the company's qualifications, approach, and value proposition as developed within submitted proposals.
• Begin playing an Active role in shaping proposal and pursuit strategy development.
• Conduct regular audits to verify the accuracy, completeness, and consistency of data, and making necessary corrections or updates as needed, in partnership with Strategic Content team members.
• Facilitate and lead post-mortem reviews to assess the effectiveness of the proposal development process, identify lessons learned, and identify areas for improvement in future proposals.
• Organize and lead rehearsal sessions for the presentation team; developing ability to provide coaching on delivery, timing, and handling potential questions or objections.
• Develop proposal/presentation plans and timelines, in collaboration with pursuit team members and other stakeholders.
• Establish schedules and track the progress of projects and initiatives, ensuring timely completion.
• Conduct post-project reviews to evaluate performance, identify lessons learned, and implement improvements for future projects.
• Lead the proposal development process, including establishing timelines, setting, and enforcing deadlines for contributors, and ensuring that all components are completed on time.
• Manage the gathering of cross-functional requirements, i.e., risk, legal, compliance, etc. by utilizing centralized asset database prior to engaging interdepartmental partners; engage partners, as required, for unique requirements.
• Review content for accuracy, completeness, and relevance, i.e., all pursuit content, project descriptions, and other content to ensure it meets the needs of the target audience and accurately represents the company's capabilities.
• Incorporate feedback from internal rehearsals to improve the presentation content, design, and delivery.
• Ensure that all members of the presentation team are aligned on key messages, roles, and responsibilities.
• Assign tasks, set priorities, and manage/monitor deadlines to ensure smooth project execution.
• Lead (alongside the Pursuit Champion) all pursuit meetings, i.e., strategy, (pre) kick-off, color review(s), client debrief, internal postmortem, etc.
• Collect feedback from internal stakeholders and partners, analyze performance metrics, and identify areas for improvement in marketing materials and processes for continuous improvement.
• Develop winning strategies for each proposal, including identification of pre-positioning opportunities, capture planning, key selling points and differentiation factors.
• Conduct research to understand the client's needs, preferences, and project requirements, as well as additional research that could contribute to the success of the pursuit.
• Utilize branded templates to create visually engaging presentation materials, including slides, charts, and visuals that support the key messages and enhance understanding.
• Work with the pursuit team to ensure follow-up with the client after the presentation to address any remaining questions or concerns or prepare and submit any additional information required.
• Utilize branded templates to create visually appealing proposal documents and proposal graphics – working collaboratively with graphic designers, as required.
• Foster a collaborative and supportive work environment within the marketing team and across the organization; develop an internal network.
• Contribute to the continuous maintenance and accuracy of opportunity data in the company’s CRM.

Requirements

• Strong problem-solving skills to address process challenges, overcome obstacles, and find creative solutions that meet project objective; ability to ask for help and leverage resources.
• Proficiency in Adobe Creative Suite (primarily InDesign) and Microsoft Office Suite (primarily PowerPoint) to create visually appealing marketing materials, presentations, and proposals utilizing branded templates.
• Ability to work collaboratively as part of a marketing team, as well as independently with minimal supervision, demonstrating flexibility, adaptability, and a positive attitude.
• Displays excellence in persuasive writing, grammar, punctuation, sentence structure, and editing; writing is consistently free of punctuation or grammatical errors.
• Ability to manage multiple projects simultaneously, prioritize tasks, meet deadlines, and work effectively under pressure in a fast-paced environment.
• Display proficiency with Unanet CRM to generate reports, i.e., people, projects/experience, geography, market sectors, etc.; utilize data to develop insights that can inform proposal strategies or support go/no-go decisions.
• Participate in go/no-go decision-making process; possess a complete understanding of how you can contribute and influence strategic and well-informed decision-making.
• Excellent writing and editing skills to create compelling content for proposals, adhering to brand voice and style guidelines.
• Previous experience in, or familiarity with, the AEC industry, including an understanding of architectural design, engineering principles, construction processes, and industry trends, is highly beneficial and strongly preferred.
• Strong interpersonal and communication skills, both written and verbal, to effectively collaborate with internal teams, clients, vendors, and other stakeholders.
• Master's degree or additional certifications in marketing or a related field is a plus.
• An understanding of branding principles. Familiarity with brand and style guidelines and the ability to maintain brand consistency across various deliverables.
• Bachelor's degree in marketing, communications, English, business/professional writing, journalism, or a related field is required.
• Author and edit proposal content and ensure it is clear, compelling, and tailored to the specific project and client. Write strategically; able to weave vision and value proposition throughout a document in a common voice.
• Experience with customer relationship management (CRM) systems, a plus.
• Possess an understanding of the competitive landscape within your region, i.e., local market dynamics, client preferences, evaluation and decision-making processes, competitor trends and activities, etc. to inform pursuit strategies.
• Meticulous attention to detail to ensure accuracy and consistency in marketing materials, proposals, and client communications.
• Display strong project management capabilities.
• Ability and willingness to travel.
• 5 to 10 years of relevant experience is required.

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance