Pursuit Manager, US Federal
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- BC-1986 Marketing & Communications-Corporate-US
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- Jun 21, 2022 Post Date
Grow with the best. Join a smart, creative, and inspired team that accomplishes operational excellence. Bringing together individuals with diverse backgrounds, talents, and expertise, our 25,000 team members in over 400 locations worldwide are vital to making our Company stronger.
At Stantec we build communities. Our US Federal clients secure and enhance our communities. Together we live, work, and raise our families in these local, national, and international communities. We are active within the communities we serve and seek those who serve our communities, especially veterans. We place special emphasis on those who have served our nation, because they uniquely understand the effort required to help communities prosper.
Your Opportunity
We have an opening for a Pursuit Manager on our diverse team with a focus on the US Federal market and specifically the Department of Defense (DoD). Supporting our US Federal team, responsible for implementing our business development process on large, strategic pursuits. This position requires a detail-oriented individual with a strong background in marketing, communications, positioning on major pursuits and proposal preparation, specifically SF330 submissions —a team player who can lead a pursuit process and team, represent Stantec with our strategic partnerships, communicate effectively, manage multiple concurrent initiatives, and thrive in a competitive deadline driven environment.
In this role, you will work with Federal Program Leadership and Capture Managers on opportunities to support the growth of the US Federal Program. You’ll prepare high-impact proposals, SF 330’s, sources sought and request for information responses, and communications that highlight our depth of experience, expertise, and creativity. You’ll be working closely with our capture managers, technical project managers, and account managers to create competitive pursuit strategies and compelling messages that convey Stantec's strengths and set us apart. You will work closely with key business development leaders to coordinate strategic client facing events, materials, win theme development, competitor analysis, SWOT analysis, gap identification, and sales and business development processes.
Stantec offers a flexible work environment and we are open for this role to be based out of any posted US location. If you’re looking for a workplace and career you can grow in—we would love to hear from you.
Your Key Responsibilities
The Pursuit Manager’s primary responsibility is to drive and facilitate the disciplined application of our marketing and business development process, including:
Developing and advancing client relationships
- Engage early in the pursuit process to help strategically position Stantec with key clients.
- Help to identify and research client decision makers and influencers and establish an action plan to grow relationships with new and existing clients.
Strategically positioning Stantec for specific opportunities
- Work collaboratively with the capture team (capture manager, technical lead, business line lead, and account manager) to develop a capture plan that includes profiles of decision-makers and influencers, competitor analysis, project-specific unique value propositions, and strategic teaming plan.
Developing high-quality, opportunity-specific pursuit documents (SOQs, SF330 proposals, presentations, etc.) with competitive and compelling sales messages
- Identify opportunities to position our team and experience in advance of RFQs and RFPs being released, and engage our public relations team to help implement a positioning strategy
- Actively support early development and implementation of pursuit-specific capture plans including client and opportunity due diligence; develop unique value propositions (UVPs) and SWOT analyses; conduct preliminary go/no go and strategy review and identify execution team.
- Plan, organize, and direct all elements of proposal development including analyzing the client advertisement/RFP/RFQ and initiate/update pursuit capture plan; facilitate kick-off and pursuit team meetings; manage and work with pursuit team to develop response sections; prepare 30%, 60%, 90% and 100% complete review packages; identify and direct review teams; incorporate reviewer comments; and ensure on-time proposal delivery.
- Translate UVPs into key themes and infuse them into sales documents through a disciplined storyboarding process that articulates compelling sales messages with benefits statements, graphics, and proofs.
- Work with pursuit teams to prepare for interviews, including developing the presentation strategy and messaging, and especially interview coaching and guidance
- Develop and maintain marketing materials/qualifications, including project profiles, experience matrices/overviews, safety and quality statistics, capability statements, etc. Collaborate with practitioners to capture and develop performance proofs and client testimonials.
- Share marketing and sales materials, information, knowledge and best practices with other regional and business line marketing team members across Stantec.
- Ensure that all marketing and sales documents comply with our corporate branding guidelines and client confidentiality requirements
- Help maintain Stantec’s internal systems for information management related to opportunity tracking, people and projects, and promotional activity.
- Support positioning activities such as client, competitor, and market research; partnering on key account plan development; supporting client engagement activities – conferences, industry events, etc.
- The pursuit manger will work with other marketing team members to support the US Federal Team.
Your Capabilities and Credentials
- Proven experience developing responses to detailed requests for qualifications and proposals (RFQs and RFPs), a minimum of 8-10 years of SF330 experience is required.
- In depth knowledge of the various US Government acquisition methods and proposals to include preparation of FAR Part 15, Type C, DB MILCON, SF330 and other federal proposals.
- Detail oriented and organized, with exceptional prioritization skills
- Must thrive working assertively in a deadline-driven environment
- Ability to effectively balance conflicting priorities
- Demonstrated proficiency with web-based tools, Adobe Creative Suite (InDesign experience required), and Microsoft Office applications
- Ability to effectively communicate with senior management, supervisors, peers, and clients
- Excellent interviewing, written, and verbal communication skills
- Strong presentation skills in small or large group environments, with proficiency in presentation support tools (e.g., PowerPoint)
- Strong knowledge and understanding of marketing and business development best practices
- Ability to work effectively within a group (large capture teams, engineers, and technical project managers) as well as independently motivated with minimal supervision
Education and Experience
- Post-secondary in marketing, communications, public relations or an equivalent level of experience.
- Minimum 10 years of progressive experience in a senior marketing role in a medium- to large-sized organization in the Architecture/Engineering/Consulting industry
- Minimum of 8-10 years of SF330 experience is required
This description is not a comprehensive listing of activities, duties or responsibilities that may be required of the employee and other duties, responsibilities and activities may be assigned or may be changed at any time with or without notice.
Stantec is a place where the best and brightest come to build on each other’s talents, do exciting work, and make an impact on the world around us. Join us and redefine your personal best.