Inside Sales Coordinator

Primary Objectives

The primary responsibility of the Inside Sales Coordinator (ISC) role is to support the local sales team, assist or lead the coordination of middle game/proposal/qualification/presentation activities, and lead development and maintenance of sales collateral. The ISC works closely with the sales team to enable the efficient use of our sales process.

The ISC takes responsibility for the championing our sales process for activities they own. An ISC may be asked to take ownership for letter, small-cap, alliance, and mid-cap sized bids, as well as RFI/RFQ responses and presentations.

Specific Activities

Research and analysis

• Collects company data or conducts internal/external research as appropriate for opportunity response documents, strategy development, and/or for support of pursuit efforts for own and other offices.
• Conducts customer, competitor and market research as required in support of customer and/or opportunity strategy development.
• Collaborates with the designated core Account team to establish and populate dedicated core account management information repositories (e.g. CSP, SharePoint, Teams) and supports the development of documented customer strategies and related information.

Sales Collateral Development and Knowledge Management

• Coordinates and develops sales documents using applicable tools, guidelines and templates.
• Develops and maintains sales qualification materials and supporting information in designated information management or filing systems.
• Interacts with operations personnel to support development of sales material.
• Proofs and edits technical and non-technical documents for consistency.
• Develops, prepares and updates/maintains non-opportunity specific / additional sales qualification and reference materials (including rsums, project descriptions and organization charts) in designated information management systems.
• Oversees various knowledge management and database systems, ensures effective use of these tools within the organization, and contributes to further development of these tools.
• Works with supervisor/manager to improve processes, identify/correct problems, and document revisions to procedures.
• Shares information (resumes, project descriptions, qualification data, etc.), knowledge, and best practices with inside sales staff company-wide.
• Develops new or updates existing sales qualification materials for current and future pursuit efforts in order to maximize quality and efficiency of sales document preparation.

Opportunity Response Coordination

• Works with inside/outside sales and operating segments to identify response requirements and develop a realistic approach and schedule for the response.
• Work with Capture Manager/Operations to develop innovative solutions, or leverage corporate network to identify existing capabilities, that respond to customer challenges and create a distinctive competitive advantage.
• Organizes and participates in response-related meetings (internal and/or customer), as appropriate.
• Manages response efforts for customer questionnaires, qualifications requests, sales opportunities that are smaller in size and/or complexity, and volumes/sections on larger opportunities.
• Monitors progress against the opportunity response plan.
• Coordinates response reviews and approvals.
• Manage the successful development of compliant, competitive, and compelling Proposals, RFIs, Pre-qualifications, and EOIs through effective collaboration across teams that include internal staff, other business lines and or outside partners/suppliers.
• Analyze the customer RFP main requirements and communicate them to the proposal team and management.
• Develop a professionally produced proposal within customer defined timeframes and requirements.
• Assist with Kick-off, Win planning, Proposal technical review and other meetings as necessary.
• Ensure the completed proposal aligns with the customer requirements and the RFP, contains the win themes, is correctly formatted and approved by the location management team.
• Manage bid clarification process and maintain register to track clarifications during bid and post-bid.
• Participate in the handover of successful proposals to the project team, as required.
• May work with the ISM on larger bids to track and monitor bid and proposal (B&P) budget for selected pursuits. On smaller bids they lead, takes responsibility for this tracking and monitoring.
• Works with designated response team members to develop and implement opportunity response plans i.e. activities, deliverables, owners, milestones etc. in alignment with our Sales process.
• Prepares written and graphical elements of sales opportunity response documents such as proposals, qualifications and presentations.
• Coordinates production of response documents (printing, copying, binding, shipping).

General Coordination Activities

• Develops appropriate network within the company to facilitate identification and sharing of relevant information, best practices etc. between offices.
• Ensures adherence to standards and templates to present a consistent appearance/style in compliance with our corporate identity.
• Coordinates with dedicated graphics personnel and outside print vendors as needed.
• May provide graphics and desktop publishing support.
• May provide assistance to sales management for the preparation of weekly/monthly sales reports.
• Performs other duties as assigned.