Director, Major Pursuit Manager

Overview

Lead complex, strategic pursuits from identification to contract award, driving win strategies.

Key Responsibilities

• proposal development
• presentation coaching
• pursuit management
• client research
• capture planning
• training mentoring

Tasks

-Proposal and Presentation Development – Provides support/guidance to the proposal development and delivery team to drive the greatest possibility of success by ensuring readability, quality, and sales messaging of pursuit-related materials; writes compelling sections within the proposal around key messages and themes. Leads the pursuit team in the presentation phase, including storyboarding and presentation coaching. -Facilitation and Leaning into National and Local Top Opps – Responsibilities include assisting in the development of win strategies; developing project approaches (including risk and workplan discussions/details); outlining client contact plans; creating win plan schedules of activities; SWOT analysis; developing differentiators, value propositions, and key messages; and engaging in color reviews and workshops at specific milestones to drive the highest outputs and strategic thinking. -Pursuit Management – Leverages resources across the firm and the entire organization to support all stages of the pursuit and differentiate WSP to the client, including identifying opportunities to maximize involvement across all business lines, within the National Top Opp Program. -Client and Opportunity Research – Engages with the Client/GCP Leader (or team) when opportunity sits within a Key Client Account tied to a National Top Opp; reviews public studies/reports/business plans/board reports to gain knowledge to help inform the strategy; develops differentiators, value propositions, and key messages. -Finds ways to build a team approach and always guiding consensus/alignment through the process -Brings energy around each assignment to motivate the team and move them forward -Training and Mentoring – Responsible for knowledge sharing, mentoring, and participating in training in coordination with the US SGT team. -Dedicated Leadership throughout the Pursuit Process – Responsible for developing and executing the pursuit capture plan to drive positioning and accountable for pursuit readiness within the National Top Opp Program across all business lines. Able to be the “champion” and lead the team regardless of if a technical PM is identified yet; as pursuit champion, responsibilities include strategic guidance for pursuit tactical action plan and schedule of activities; developing strategies to win; supporting technical champions in the testing and refining of strategies and approaches; collaborating with technical staff to write/review/edit proposal content.

Requirements

• bachelor’s
• microsoft office
• adobe
• sharepoint
• leadership
• 12+ years

What You Bring

-Seen as a strategic thinker/leader, regardless of the role on the team, always engaging with the team and always elevating or adding to the discussion/meeting/process -Facilitation and leadership skills in team environments to lead reviews at all levels and guide communications, marketing, and technical staff in support of pursuit advancement -Frequent travel, often with very short notice and off-site and remote work environments -Bachelor’s degree -Excellent verbal and written communication skills and strength in the areas of critical thinking, client development and marketing strategy development, group facilitation, and teamwork -12+ years’ experience, including managing large, complex proposals and pursuit teams, and industry experience to include competitor analysis -Possesses institutional knowledge of WSP’s national and global resources and capabilities -Strong leadership skills to build trust and influence others and work with all levels of management staff and work closely with all business lines and regional in implementing strategies -Leveraging New Technology/Innovations – Brings experience from engagement in national initiatives, pursuits across the country, and WSP global expertise to bring new ideas for strategy development, proposals, and presentations, including innovative technical solutions, creative media approaches, and other types of digital marketing tools. -Ability to facilitate training in the pursuit management and presentation processes -Possesses experience-based judgement and critical thinking skills to assess the situation and diplomatically pivot teams when necessary. This could mean re-assessing the pursuit management activities/timeline to tailor a solution that maximizes/optimizes performance of the team and exercising judgement and experience to take pursuit management principles and apply them in a way that works for each unique team -Comfortable engaging at a strategic, high level within the entire WSP organization, including senior and executive leadership of WSP, as well as across the country with new clients and new teams -Comfortable leading virtually or face to face when you may be uncomfortable/unfamiliar with new assignments, new business lines, new markets, new clients, new leadership and pursuit teams -Proficient with Microsoft Office, Adobe Creative Suite, SharePoint, and other communications-related software programs -Possesses a strategic mindset, sound judgment, and ability to develop/manage capture plans -Brings a broad range of experience on various contract types, clients, and delivery methods

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About Wsp

-Partners with clients to create sustainable, efficient, and resilient solutions. -Known for iconic projects like the One World Trade Center and London's Crossrail. -Provides cutting-edge services in transportation, energy, water, and commercial developments. -Blends technical expertise with deep industry knowledge to solve complex challenges globally.

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