Proposals Manager Resume Sample
Sebastian Lemke
2413 Michel Port,
Detroit,
MI
+1 (555) 305 5965
Work Experience
Proposals Manager
06/2017
-
PRESENT
Dallas, TX
- Suggests novel or creative solutions to project teams or SMEs based on experience in similar situations
- Manages the proposals process from RFP receipt to proposal delivery and identifies potential barriers or risks for completion, and implements mitigation strategies
- Performs peer Quality Control (QC) prior to manager sign-off according to departmental procedures and guidelines
- Serves as back up to Manager, Proposals Team when needed
- Assist department leadership with initiatives and process improvement
- Develop and implement world class processes for proposal management
- Lead the creation and submittal of proposals for new business growth, new product development, long-term and customer/partnership agreements
- Assemble proposal strategy meetings to discuss themes, effective storyboarding, solutions, and pricing
- Collaborate with the capture team to gain an appropriate understanding of the sales strategy and to ensure the response clearly conveys the proper business perspective, key messages, value proposition, and competition differentiators
Senior Proposals Manager
07/2011
-
12/2016
Philadelphia, PA
- Liaise between Sales, Manufacturing Operations, Product Division, Finance and internal functions to ensure the on-time delivery of proposals
- Establish, report, and drive improvement and accountability for metrics related to proposal activities including overall turn-around time (TAT), win rate, and on-time completion to requested customer dates (OTTR)
- Manage and communicate proposal status, key milestones, and post-proposal analysis to the proposal team, management, and sales organization
- Assist Sales Operations team and the Company’s overall effectiveness and efficiency through active participation in individual or team project assignments
- Lead proposal process for all product, ICO and Integrated Project requests in region
- Align functional stakeholders with various applications teams on required submittal dates and scope. Act as conduit for all clarifications and requirements between functions
- Implement risk review criteria for all proposals to ensure any executive review requirements are identified in advance of RFQ date
- Work with risk & commercial teams to draft PAF documents as needed for individual proposals. Coordinate and help lead related meetings & communications required to gain required approvals
BC Proposals Manager
12/2008
-
03/2011
New York, NY
- Support pricing discussions and needed analytics on deal by deal basis
- Lead bi-weekly regional proposal call
- Participate in regional QMI process. Have visibility to high probability orders and support country leaders as needed during negotiation and order acceptance process
- Lead ITO / OTR handoff process for all sold projects. Review customer orders align to proposal details. Ensure projects are handed over to execution in a timely manner
- Work with Business Operations team to implement regional specific ITO metrics that define and track regional ITO measurements
- Implement won/loss meeting on dispositioned opportunities. Gather analytics and provide feedback to applicable functions for future bids
- Help drive Salesforce.com utilization. Work with country leaders and sales teams for 6 – 12 month forecasts
- Coordinate and review / edit proposal input from a variety of stakeholders, typically involving contributions from SMEs, sales, marketing, product teams, finance, commercial and legal
Education
University of Wisconsin - Fond du Lac
2002 - 2007
Engineer's Degree in Communications
Professional Skills
- Demonstrated strong customer service focus, extreme attention to detail, with strong interpersonal and communication (written/verbal) skills
- Five years of technical and business writing experience. Project management experience and skills are required
- Highly organised with strong project management skills and demonstrated ability to handle multiple projects and meet tight deadlines simultaneously
- Strong communication skills; in particular experience with written and graphic media
- Excellent interpersonal skills - ability to effectively influence and negotiate with all levels of people
- Understanding of project planning and execution (manpower, money and material resources); broader project management experience and skills highly desired
- Detail orientated with excellent English Language written/verbal communication skills and genuinely enjoys writing
How to write Proposals Manager Resume
Proposals Manager role is responsible for microsoft, excel, design, planning, negotiation, leadership, reporting, drivers, analysis, security.
To write great resume for proposals manager job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Proposals Manager Resume
The section contact information is important in your proposals manager resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Proposals Manager Resume
The section work experience is an essential part of your proposals manager resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous proposals manager responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular proposals manager position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Proposals Manager resume experience can include:
- Excellent interpersonal skills, as the position requires a great deal of interaction with staff and management at all levels
- Prioritize and manage multiple assignments effectively – proactive work style
- Bids & Proposals experience in addition to other functional experience with at least 1-2 years of management experience
- Negotiating and Persuasion skills
- Advanced teaming, problem-solving, process mindset, negotiation, and time management skills
- Relevant tertiary qualifications and solid experience in a similar role
Education on a Proposals Manager Resume
Make sure to make education a priority on your proposals manager resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your proposals manager experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Proposals Manager Resume
When listing skills on your proposals manager resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical proposals manager skills:
- Strong influencing skills. Able to establish good business relationships with stakeholders at all levels
- Good interviewing and editing/writing skills
- Excellent computing skills, particularly Microsoft Office, Excel with SAP knowledge an advantage
- Assertive team member with the ability to negotiate and influence prioritized items effectively with various functional areas of the organization
- Good communication skills with a willingness to challenge others
- Demonstrated ability to lead programs / projects. Ability to document, plan, market, and execute programs. Established project management skills
List of Typical Experience For a Proposals Manager Resume
1
Experience For Senior Proposals Manager Resume
- Manage effectively proposals/projects involving multidisciplinary teams across functional departments
- Commercial skills attitude, developed through his/her relations with Customer and knowledge of customer financial drivers
- Selection of Analogy projects with the support of functions and Technical Tendering and use existing feedback of experience
- Communicate with other Interserve staff to harness the knowledge and experience that already exists for PQQ and Bid responses
- Experience in technical Sales, commercial Operations or Proposal Manager role, developed in Oil & Gas Industry
- Experience in a bid preparation environment
- Knowledge of some if not all of the products, or O&G market experience
- Validation of the tender time schedule
2
Experience For Bids & Proposals Manager Resume
- Creating proposal schedule including risk workshops, internal reviews and corporate approvals
- Understanding of the project lifecycle and be able to apply and use first principles estimating
- Carrying out internal team debriefs and lessons learned reviews with the client
- Maintaining database of proposals information, responses and best in class narratives
- Involving occasional international travel for short durations
3
Experience For BC Proposals Manager Resume
- Monitoring proposal budgets
- Understanding of sales processes and metrics
- Preparing quotations for technical/manufactured/engineered products
- Ensuring a structured approach to the development of proposals
- Defining the proposal deliverable requirements
- Ensuring that the proposal is submitted on time and in the correct format
- Writing major parts of the proposal if/when necessary
- Ensuring that proposals reads smoothly as a single document
4
Experience For Quotes & Proposals Manager Resume
- Ultimately responsible for the preparation and completion of PQQ/tender documents including creating supporting information and project profiles
- Determine submission design/specialist print requirements. Ensuring compliance with all tender conditions and CIMIC branding guidelines
- Interview and develop content, technical writing and editing
- Lead on some aspects of the Business Winning transformation programme, supporting other elements as required
- Day-to-day responsibility for managing the development and production of winning bids which are submitted on time, to budget and at the required quality level
- Responsible for ensuring the Cavendish Nuclear Business Winning process is observed
- Responsible for facilitating pre-bid phase / development work and generating bid schedule Milestones
- Direct resource planning for each region to ensure that bids have the appropriate resource levels on a rolling 12 month basis
5
Experience For Grants / Proposals Manager Resume
- Deliver Engineering & Design Services proposals for the Canadian business and support regional EPC and Construction proposals and estimating management
- Organization of the Common reading meeting
- Contribute to the development of Standard Operating Procedures (SOPs), Working Procedures and job descriptions for Business Development
- Familiar with Shipley’s processes and has several years leading and conducting color reviews
- Estimates all Yokogawa costs as well as identifying and estimating risk costs associated with project execution
- Advanced working knowledge of Microsoft desktop publishing applications (Word, PowerPoint, Excel, Project, Adobe Acrobat and Adobe InDesign)
6
Experience For Senior Bids & Proposals Manager Resume
- Astute at navigating a dynamic, growing organization
- Knowledge of designing and manufacturing high integrity products
- Work with sales to agree project contracting arrangements, identifying consortium risk and mitigation
- Facilitate kick off, storyboarding and win themes sessions and provide independent review and challenge of win themes, proposals and other bid materials
- Management of a bid team (both internal in a JV/partnering environment)
- Coach SMEs and subject matter experts in persuasive writing and proposal best practice
- Document template management in line with company branding
- Perform technical project evaluations in the SODF area based on customer RFPs and informal requests, in close collaboration with subject matter experts from Product Development, Manufacturing, Packaging, Distribution; Proposal Managers and other appropriate Support Services
- Provide agreed (proposal) deliverables to BD/KAM and Commercial Development to finalize the offer (incl. support for e.g. internal approval processes, establishment of commercial models)
7
Experience For Proposals Manager Resume
- Support BD/KAM and CD on pre-evaluations or informal requests with qualitative assessments of technology and facility fit, project complexity, risk, cost, and timelines in order to facilitate discussion/clarification with customer and arrive at a bid/no-bid decision, site recommendation, and general approach to the opportunity
- Assisting with the analysis of bid documentation to develop USP’s and messaging
- Leading and maintaining continuous improvement reviews on submitted PQQ’s and bids
- Developing proposal budgets with proposal directors for submission to the Head of Business Acquisition for approval
- Leading proposal start-up activities
- Authoring sections of proposals
- Managing client documents and updates
- Ensuring proposals are responsive to invitation to tender documents
- Formatting and coordination support where required
8
Experience For Senior Proposals Manager Resume
- Work on multiple activities and complete them according to schedule
- Supporting our input to the central development of both MSWord and InDesign based templates for proposals, capability statements, et al, including standard information page layouts for CVs, case studies and experience sheets
- Assisting and supporting our input to the central development of PowerPoint templates (including content on a kit-of-parts basis) for interviews and presentations, covering standard company information, business line overviews, exemplar project experience (both for sectors and business lines), et al
- Inputting to the central development of proposals related applications and systems including Salesforce, bid library (Work Winning Hub), image library, CVs database, et al
- Experience working in engineering/technical consultancy, or construction industry
9
Experience For Bids & Proposals Manager Resume
- Maintains the status of outstanding proposals and existing assignments within the HH&G’s Salesforce platform
- Content and document management using CGI’s Ensemble platform (Microsoft SharePoint)
- Tertiary qualifications in corporate communications, journalism, marketing or a related field
- Coordinates with Hotels Marketing and the Digital department to maintain the content of the team’s JLL website pages
- Maintains a comprehensive knowledge of Melwood’s financial needs, which could be met through various funding opportunities
- Develop writing templates and structures
10
Experience For BC Proposals Manager Resume
- Work with proposal coordinators (document control, proposal printing)
- Accountable for leading proposal activities in support of sales team
- Manage proposal process to assess level of effort for pursuits and resourcing of personnel from KIEPS, Kiewit districts and external partners
- Facilitate strategy and storyboarding sessions, works with writers to incorporated strategy into proposal
- Responsible for monitoring bid progress to critical milestones and agreed bid budget
- Provision of ‘first gate’ of quality control on bid outputs and supporting internal governance packs
- Attendance and briefing of the executive committee of the proposals and associated risks with regional bids at reviews
List of Typical Skills For a Proposals Manager Resume
1
Skills For Senior Proposals Manager Resume
- Good PC skills ( Microsoft Office, Word, Excel, PowerPoint, Project)
- Graphic design skills and experience, In Design, Adobe Photoshop etc
- Good negotiation and project management skills
- Experience in developing effective processes and procedures for preparing and submitting winning proposals
- Strong experience or specialized training in writing, editing, design or publishing
- Experienced, self-motivated individual with a proven track record in delivering proposal management and bid advice for high value proposals
- In a similar role with proven experience within proposals and tendering
- Strong experience producing RFI, RFP or RFQ responses for high-value contracts
- Explain and demonstrate work tasks to new workers or assign experienced workers for on-the-job training
2
Skills For Bids & Proposals Manager Resume
- Prior commercial proposal management experience
- Experience in managing in a matrixed and lean culture that continuously prioritizes operational excellence
- Broad strategic and detail analysis skills, proficiency in MS Excel and/or MS Access
- Demonstrated skill to work in international networks and multi-cultural team
- High quality oral communication skills
- Work and communicate effectively with customers
- Participate in customer negotiations to effectively close opportunities
- Presentation skills – written and verbal
3
Skills For BC Proposals Manager Resume
- Understands a variety of technical terminology and developments; knows how and when to apply technical skills and procedures
- Engineering industry background with 7 years’ experience in Material Handling Automation
- Working with individuals nominated for project roles to develop strong CV content
- Related experience managing proposal efforts in a government contracting environment
- Experience managing and/or working within cross-functional, geographically-spread teams
- Experience in managing a team of Proposal Specialists for a large organization selling to Federal, state and local government agencies
- Proven ability in organizing and directing cross functional teams to ensure all facets of the proposal/contract are addressed
4
Skills For Quotes & Proposals Manager Resume
- Previous experience of working in a proposals/costing or estimator role
- Experience in projects including two (2) years as a proposals manager in an engineering or EPC Project environment
- Experience in projects including 2 years as a proposals manager in an engineering, construction or EPC environment
- Knowledge of the most effective and efficient proposal tools to facilitate proposal team knowledge sharing
- Experience in preparing large documents and presentations
- Experience in water and wastewater engineering
- Develop strong working relationships with both, internal and external stakeholders
- Effective engagement between all Doosan Babcock supporting functions
- Sales/Proposals/Application Engineering experience in the Oil and Gas, Power Generation or Service Industry
5
Skills For Grants / Proposals Manager Resume
- Strong technical, contracting and application knowledge in Oil Field Services
- Significant experience with word processing, database and spreadsheet software and ability to type are required
- Develop commercial and strong technical proposals; negotiate with customers; ensure deals deliver shareholder value; drive competitive pricing
- Experienced with SharePoint and document collaboration
- Business case and proposal preparation experience
- Build effective relationships with internal stakeholders and service providers to ensure customer satisfaction is maintained
- Build and maintain good working relationship with the Client, execution team and partners
- Experience in the pharmaceutical, biopharmaceutical or related industry
6
Skills For Senior Bids & Proposals Manager Resume
- Professional writing experience
- Excellent command of English spelling and grammar
- Able to work with people of varying abilities and nationalities; demonstrates cultural sensitivity
- Strong knowledge of contracting statutes, both US and non-US
- Demonstrable experience in a commercial; technical or marketing position
- Demonstrable experience in capture/campaign management and proposal writing
- Experience in dealing with P&M projects and equipment
7
Skills For Proposals Manager Resume
- Strong knowledge of Microsoft Word, Microsoft Excel and Microsoft PowerPoint
- Demonstrated ability to follow established policies and procedures and work independently with minimal day-to-day supervision
- Proven technical, commercial/cost and operational know-how in water network optimization solutions
- Operational experience of such projects is an advantage
- Experience of team works and team leadership
- Operational Upstream Oil and Gas experience
8
Skills For Senior Proposals Manager Resume
- Experience of the UK MOD / Government agency procurement process is essential e.g PQQs, RFQs, RFPs, ITT, ITN etc
- Ideally 8-10 years’ experience in similar role, preferably within aerospace environment
- Commercial or business management experience
- Strong customer focus and passion for delivery
- Experience of international, cross cultural sales would be an advantage
- General knowledge of company capabilities and experience
- Proven attention to detail and ability to create checks and balances
- Considerable experience in a similar role as a corporate technical writer and/or proposal writer
- Experience in the engineering or construction sector would be an advantage
9
Skills For Bids & Proposals Manager Resume
- Past-experience in the profitability and sensitivity analysis for large projects
- Build and maintain solid relationships with Senior Leadership and Account Managers to become an integral part of the opportunity strategy definition process
- Perform risk management reviews of proposals and ensure corporate compliance prior to submittal
- Compliance with the Cavendish Governance and gated process in a timely fashion to allow for sufficient review and sanction prior to bid submission
- Cooperates with technical colleagues to answer customer requests and discuss local conditions
- Proposal automation software (or similar) experience
- Previous BMD/Sales Experience
- Consultancy level experience
10
Skills For BC Proposals Manager Resume
- Review of proposals prior to submission
- Strong business acumen, able to think differently to lift our value proposition and offer solutions focusing on innovation and efficiency improvement
- Experience in the design, construction, rehabilitation, condition assessment, operation or maintenance of water/wastewater network assets desirable
- Ensuring all appropriate stages of the bid management process (planning, preparation, reviewing, refining and finishing) are completed
- Tracking status of proposal deliverables including establishing and monitoring milestones
- Identifying, briefing and providing direction to multi-disciplined bid team
- Understanding Customer needs and business drivers and translating these drivers into a coherent Sales Strategy
- Managing proposal resources to ensure proposal requirements are completed appropriately, including coordination of non proposal department personnel
List of Typical Responsibilities For a Proposals Manager Resume
1
Responsibilities For Senior Proposals Manager Resume
- Demonstrated experience implementing and maintaining proposal infrastructure processes and tools
- Computer skills - MS Office (Word, Excel, Outlook, PowerPoint, etc.)
- Logical and well organized with ability to prioritize
- Liaising with colleagues across the UK, EMIA and globally for cross country and/or cross discipline bids
- Ensuring all appropriate bid governance procedures (Go/No-Go, legal and commercial review, tender boards, etc.) are completed
- Understanding complex concepts and ability to articulate client needs to the proposal team members and internal reviewers
- Communicate customer requests to sales, marketing and development teams to improve and align product and service messaging with trending customer expectations
- Schedules the proposal effort and monitors progress utilizing project management tools
2
Responsibilities For Bids & Proposals Manager Resume
- Develops the proposal package to include pricing, schedule, compliance matrix, technical solution, and other related materials
- Participate in presentations and negotiations with customers and convince them on unique selling points of our solution
- Management of the bid preparation process under PM@Siemens and sub processes & tools including DAMEX, PATAC, NCM, LoA, CRM etc
- Develop sales tools such as pricing tools, 3D simulation/visualization etc
- Control and further develop standard documentation used during preparation of proposals
- Liaise with Siemens L & A's respective departments during the proposal and tender process
- Contribute to strategic planning initiatives
- Clear and open communication within Proposals and Estimating members and between Bid Teams and functional groups
3
Responsibilities For BC Proposals Manager Resume
- Represent Wireline Logging services to assigned accounts
- Focal point in assigned account for driving sales momentum, cadence and execution
- Supports development of corporate contracting policies and guidelines, contract model forms and systems
- Financially & commercially astute – an understanding of contracts, business financials and commercial risk
- Positive, can-do approach to work and to problem solving
- Ensure review and approval process is completed in timely manner Implementation of company practices in tendering maintenance of libraries and databases
- Simplified division of works (DOW) for Common reading preparation
- Analyze the potential revenue streams according to the offered performances of the machine
4
Responsibilities For Quotes & Proposals Manager Resume
- Organize the Weekly Project Review meeting, define and follow action plan
- Check that interface files are exchanged in due time (technical, costing)
- Check costs status with the support of costing coordinator
- Evaluate Proposal Development Associates for ongoing performance reviews (PRP)
- Assist the Global Director, Proposals develop and improve training and educational materials for Proposal Development Associates
5
Responsibilities For Grants / Proposals Manager Resume
- Comply with ICON administrative, training and human resources policies
- Able to travel as needed for company and job-related functions, events and training
- Flexibility of working hours is essential at peak submission times
- Knowledge of professional publishing techniques
- Sound knowledge and understanding of proposal documents and development processes
- Interact with all levels within PPD including executive management
- Able to liaise with internal stakeholders at all levels and disciplines
- The ability to coordinate multiple projects, work under pressure and meet tight deadlines
6
Responsibilities For Senior Bids & Proposals Manager Resume
- Serves as the liaison with subject matter experts across the firm to gather appropriate data and content and effectively articulates JLL’s capabilities and value proposition in accordance with client /prospect needs
- Completion of expressions of interest and prequalification questionnaires
- Review of client documents
- Management of collaborative workspace for proposals
- Facilitate workshops to develop win themes and bid strategies
- Work with proposal directors to assign authors to all sections of the proposal
- Coordination of proposal team and proposal support group efforts
7
Responsibilities For Proposals Manager Resume
- Compilation and issue of business unit weekly and monthly reports
- Support and maintenance of the opportunity management system
- Development of critical multi-million proposals, in accordance with company procedures, to ensure client, internal reviews and approval deadlines are met
- Prepare full cost estimates, construction and inspection methodologies and other client requirements including safety, environmental and quality related information/schedules
- Extensively liaise with the national Business Development team as well as the Operations Managers to plan and prepare for upcoming proposals and ensure relevant opportunity information and win themes are incorporated into proposals
- Review client documentation/specifications to determine scope of work, methodologies, bill of materials, resource requirements, production rates and also assist with innovative approaches and new technologies to propose alternative methods and differentiate from the competition
- Coordinate with Veolia operations, subcontractors, suppliers and service providers to obtain the prices and proposals and other information required to prepare proposals
8
Responsibilities For Senior Proposals Manager Resume
- Understanding of the construction methods, knowledge of the production rates and resources required to complete different types of civil construction tasks
- Understand client business and project requirements
- Knowledge of clients, suppliers and subcontractors in the water market is highly desirable
- Working closely with the Pre Contracts team on all areas of the proposal, this includes assisting in Content management, submission design and managing the program
- Coordination of the business opportunity related meetings including Go/No-Go Meetings, Kick-off, Progress/Status, Risk Workshop, Tender (Estimate) Review Meetings, GMR/GTC and Internal Reviews, ensuring all relevant materials are completed correctly and distributed to participants
- Prepare, maintain, update and monitor documentation as part of the Bid/Business Development Library as requested
- Work to strict time frames and meet budgetary requirements
- Strategically lays out proposal planning steps to ensure successful execution to customer due dates, managing all aspects of the gating process from kick-off through contract award
- Organizes, coordinates, and leads cross functional proposal team of subject matter experts to develop a go-forward proposal strategy
9
Responsibilities For Bids & Proposals Manager Resume
- Provides proposal progress status and communicates updates to stakeholders, ensuring all vested parties (i.e. manager, proposal team, sales) abreast of changes or issues
- Maintains a records management system to store all proposal related documentation and supporting backup so that documentation can be preserved and is accessible to the team
- Have ownership of the preparation and finalisation of PQQ submissions
- Functional responsibility for the Graphic Design and Business Development Co-ordinator within Strategic Projects on submission related work
- Manage the output, service and quality of external reprographics and creative agencies associated with PQQ and bid submissions
- Ensure the upkeep and development of internal document and image management systems
- Experience of developing and producing prequalification and tender documentation and presentation material valued ideally between £20-300 million across sectors including Defence, Education, Healthcare, Commercial but not limited to
- A recognised qualification in English language
10
Responsibilities For BC Proposals Manager Resume
- Be responsible for all aspects of the New Units Contract management, including proposal and Contract development: T&Cs review, risk management & mitigation, specification compliance, scope of supply development, pricing, customer negotiations, customer communications, and issue resolution
- Provide leadership during the deal review process to ensure that all technical risk points, risk mitigation, and business risk acceptance levels are properly incorporated in the development of the scope, cost, and proposal wording
- Negotiate appropriate Terms and Conditions with Customer basing of Risk / Reward Analysis
- Take the lead for the bid preparation, bid submission, and contract negotiation, and complete project handover from Inquiry to Order (ITO) to Order to Remittance (OTR)
- Interface with the Product Leadership / Marketing team to leverage their expertise to create value proposition for customer
- Participate in Customer presentations, conferences, and all front line marketing/sales efforts
- Manage opportunities in Dealmachine.com ensuring and maintaining data quality in coordination with Sales Team and be ready to review all Opportunities pipeline in weekly QMI
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