Pursuit Manager

3 days ago

Dubai, Dubai, United Arab Emirates WSP in the Middle East Full time
Roles and responsibilities

  • A Pursuits Lead is a strategic leadership role within organizations, typically in industries like construction, engineering, architecture, consulting, or any business that involves bidding for contracts or large projects. The role focuses on overseeing and driving the pursuit of new business opportunities, including preparing and managing responses to tenders, proposals, and bids. The Pursuits Lead works closely with senior management, business development teams, and technical experts to develop compelling proposals that align with the company's goals and win new projects.

  • Identifying and evaluating potential opportunities and markets
  • Leading the positioning, planning, development, and submission of large scale and complex strategic pursuits
  • Team leadership of proposal managers and bid writers
  • Developing and executing clear win strategies
  • Ensuring our proposals meet the highest standard of accuracy, professionalism, and compliance driving high win rates
  • Serve as the gatekeeper for work winning governance and processes internally
  • Cultivate and maintain strong relationships with key stakeholders, including clients, partners, and internal teams.

We'd love to hear from you if you have:

  • Bachelor's degree in Business, Engineering, or a related field
  • Proven experience in leading high-value, multidisciplinary engineering, consultancy, and advisory proposals in a similar industry.
  • Strong commercial acumen with a good understanding of pricing strategies
  • Excellent project management skills with the ability to manage multiple proposals simultaneously.
  • Exceptional communication and interpersonal skills, with the ability to influence and negotiate effectively.
  • Detailed knowledge of, and experience in, the market and industry trends in the Middle East region.
Desired candidate profile

. Strategic Pursuit Planning

  • Identify New Opportunities: Actively identify and assess new business opportunities, including upcoming tenders, requests for proposals (RFPs), and invitations to bid (ITBs) that align with the company's capabilities and strategic goals.
  • Market Research: Conduct research to understand market trends, client needs, and competitor strategies. Use this information to inform the pursuit strategy.
  • Opportunity Qualification: Work with business development and project teams to qualify opportunities, ensuring they fit the company's strengths and strategic vision.

2. Proposal Management and Coordination

  • Lead Proposal Development: Oversee the creation and development of high-quality proposals, ensuring that all aspects of the proposal are aligned with the client's requirements, the company's strengths, and industry standards.
  • Team Leadership: Coordinate a multidisciplinary team (including technical experts, finance, legal, marketing, and other departments) to compile the necessary information for the proposal.
  • Content Creation: Ensure that the proposal content is clear, persuasive, and professional. This includes writing, reviewing, and editing content such as the executive summary, approach, qualifications, and project timelines.
  • Timeline Management: Manage proposal timelines, ensuring that all deliverables are submitted on time, meeting the requirements of the client and the internal team.

3. Client and Stakeholder Engagement

  • Client Relationship Building: Develop and maintain strong relationships with potential clients, stakeholders, and partners to understand their needs, preferences, and expectations.
  • Engage in Client Meetings: Participate in meetings and discussions with clients to understand their project needs and requirements, as well as to showcase the company's capabilities and approach.
  • Presentations and Pitching: Lead or support in the preparation and delivery of presentations and pitches to clients, ensuring that the company's offering is compelling and differentiated.

4. Collaboration with Business Development and Technical Teams

  • Coordinate with Technical Experts: Work closely with engineering, design, legal, and financial teams to gather the necessary technical and financial information to prepare accurate and competitive proposals.
  • Align with Business Strategy: Ensure that proposals align with the company's broader business development strategy, resource availability, and market positioning.
  • Gather Inputs: Collaborate with various internal teams to gather inputs on pricing, project execution plans, risk analysis, and potential resource requirements for the proposal.

5. Bid Review and Quality Assurance

  • Proposal Review: Lead internal reviews of proposals, ensuring they are of high quality, technically accurate, and fully compliant with client requirements.
  • Compliance Checks: Ensure that all submissions meet legal, regulatory, and contractual requirements.
  • Risk and Value Proposition: Assess and identify risks in the bid and incorporate strategies to mitigate those risks, while highlighting the company's value proposition.

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