Proposal Professional
2 months ago
**Your Impact**:
- Our People & Places Solutions business - reinforces our drive to improve the lives of people everywhere and epitomizes the "why" of what we do - the tremendous positive impact and value our solutions bring to our communities and society as a whole. From facilities delivering life-saving therapies and ensuring clean water to enabling the connection of people through all modes of transportation and providing access to technology - we're integrating a multitude of these solution elements to build the smart environments of tomorrow._
- Start your Jacobs career with a company that inspires and empowers you to deliver your best work so you can evolve, grow and succeed - today and into tomorrow._
**Jacobs’ Relationship-Based Sales methodology**
- Champion and lead the implementation of our Relationship-Based Sales (RBS) methodology - especially in Middle Game and End Game for Tier 1 & 2 pursuits.
- Work with Sales Leads and Capture Managers/ Operations to develop B&P estimate, gain approval, regularly monitor B&P spending, and report any significant variances of the specific opportunities.
- SOX and ISO certification compliance for the entire proposal is adhered too as it related to the RBS/sales process as part of the opportunity close-out. Particularly in relation to governance and recording of Bid/No Bid decisions, Green Reviews, and Sales to Operations handover.
- Develop understanding in review of client terms & conditions, pricing strategies and Jacobs’ financial metrics.
- Work within core Sales Systems and Tools (e.g. CSP, SharePoint and Knowledge Centre).
**Sales and Marketing Materials & Knowledge**
- Develop and maintain qualification materials including project descriptions, experience matrices/overviews, safety and quality statistics, capability statements. Work with Operations to capture and develop performance proofs and client testimonials relevant to the opportunity/proposals.
- Collaborate with Sales Lead and Capture Manager/ Operations in developing distinctive value propositions that enhance our customers’ competitive position relating to Opening Game.
- Share sales materials, information, knowledge, and best practices with other Sales Operations team members company wide.
**Jacobs’ Brand Representative**
- Lead by example, be proactive in ensuring health and safety of opportunity team throughout. Be an advocate of our BeyondZero culture and company values.
- Lead compliance with our Corporate Identity Program and client confidentiality requirements for all sales documents relating to the opportunity/proposals.
- Provide support to Global Sales e.g., timely preparation of press releases, providing input to our Annual Report, and support of Global Sales initiatives as appropriate.
- Champion Jacobs brand, including working within Brand Guidelines for visual identity and brand voice.
**Opening Game/ Market & Account Strategy**
- Partner with Market Sales Director, Head of Sector and S&T in key Opening Game activities, e.g. client, competitor & market research, development of Market Roadmaps.
- Support Sales Leads and Client Account Managers (CAMs) in key Opening Game activities, e.g. client, competitor and market research, development of documented Core Client Strategies, participation in 10:1s, development of Executive Summaries and White Papers.
- For the industry sectors pursued by your team, develop an understanding of our corporate, regional, and office qualifications including technical, managerial, commercial and competitive strengths that differentiate Jacobs in the marketplace.
- Leverage global network to identify & convey Jacobs’ unique capabilities & resources.
- Collaborate with S&T and Outside Sales to develop Capability Statements and White Papers.
- Support Client Go / No Go and Account Reviews and Focus Windows as required.
- Conduct/ facilitate 10:1 meetings for key accounts, in partnership with outside Sales.
**Middle Game (Opportunities)**
- Organise, direct, and motivate a multidiscipline opportunity team to develop Middle Game win plans and strategic sales actions and deliverables, or stimulate the assignment of teams for assigned opportunities.
- Actively initiate and partner with sales leads, CAMs and Capture Managers to develop and implement Middle Game action plan, e.g. document due diligence in project brief, develop Win Plan (G to VP), SWOT analysis, and Executive Summary, conduct initiate Go/No Go and strategy review, and identify delivery team.
- Actively work with Sales and Operations to develop, implement and monitor Middle Game actions, using Client Success Platform (CSP) [Salesforce] & SharePoint.
- Conduct Opportunity Go/No Go and strategy reviews in CSP.
- Develop Win Plan (Gaps to Value Proposition), SWOT analysis, and Executive Summary.
- Identify execution/delivery teams, coach and support them in the win strategy.
- Challenge concepts, solutions and assumptions in constructive ways to truly differentiate and develop unique
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