Proposal Professional

6 months ago

Gurugram Haryana, India Jacobs Engineering Group Inc. Full time

**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._

As Proposal Associate you will provide ownership of the end-to-end opportunity, working with Subject Matter Experts to develop value propositions that position to win work. You own the quality and presentation of our submissions and work with the teams to determine the best approach and style of response. The working environment is fast paced, and it is essential to have the ability to balance technical and commercial differentiation to support the Sales Lead in presenting the perfect balance that wins projects which fit our vision. You are to be effective at bringing the ideas of others to market; have good judgment about which ideas and suggestions could work; and be able to coordinate the work winning and creative process of others as part of an opportunity team either in a lead or coordinator capacity.

Working with a high degree of autonomy, you have excellent communication skills and are comfortable with managing priorities and deadlines. Highly developed soft skills relating to facilitation, conflict resolution, time management, and instilling an inclusive culture within the opportunity team are all of value. Assertiveness and influencing skills ensure your success working with stakeholders in this high-pressured environment. In addition, an ability to work and train team members to use Microsoft, CRM Salesforce, SharePoint, and InDesign are all considered advantageous. This is the perfect role for someone who enjoys leading proposal sessions and developing outstanding content.

**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

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