Pursuit Manager - ( 240004H8 )
Description Grow with the best. Join a smart, creative, and inspired team that works to support operational excellence. The Stantec community unites more than 31,000 employees working in over 400 locations across 6 continents. Our Functional Services Teams (FSTs) include Corporate Development, Finance, Human Resources, HSSE, IT, Legal, Marketing/Communications, Practice Services and Real Estate and Procurement. Bringing together individuals with diverse backgrounds, talents, and expertise, our FSTs are vital to making our Company stronger.
Your Opportunity Reporting directly to the Director of Marketing, the Pursuit Manager collaborates with business line leadership and pursuit teams to align priorities and drive successful proposal, pursuit, and marketing activities on high-profile and complex strategic opportunities throughout the Region aligned with the Infrastructure Business Line. The Pursuit Manager provides strategic direction/guidance to pursuit teams to help position the company well in advance of the RFP by conducting research on markets, clients, and competitors to best position Stantec for success. The role includes oversight, coordination, and delivery on all aspects of complex proposals involving multiple contributors, collaborating with technical teams to brainstorm strategy and messaging, win plan, qualifications identification, content development, and managing the schedule/deadlines/process.
Success is represented by the development of Stantec's relationship with key clients, building of the reputation of the firm and our success at winning work. The role also includes working with a larger Stantec team of Marketing, Business Development, Public Relations, and Communications professionals to build our brand awareness and identify market opportunities for top line growth.
Your Key Responsibilities: - Strategy Support and Implementation
- Diligently implements our business development process on high-profile and complex strategic opportunities throughout the Region
- Consistently collaborates with Regional Business Leaders, Business Development leads, Business Center leaders, Account Managers, PMs, and Operations Leadership (pursuit team) to establish and foster strong working relationships and to develop distinctive value propositions and win themes that clearly differentiate Stantec
- Leverages companywide network to identify and put forward Stantec's unique capabilities and resources
- Leads early involvement in the client pursuit process to develop an overall action plan that includes due diligence, profiles of decision-makers and influencers, competitor analysis, project-specific win plan (client issues, features, benefits, and proof statements), strategic teaming plan, and spearheads the preliminary go/no go and strategy review
- Supports pursuit team in key pre-RFP "opening game" activities (client, competitor, and market research; identifying and tracking top client capital plans)
- Actively works with pursuit team to develop and implement pursuit-specific action plans in "middle game" (once specific opportunity is identified, but prior to issuance of an RFP), including document due diligence in project brief, developing win plan, SWOT analyses, and crafting executive summary, conducting preliminary go/no go and strategy review, identifying execution team
- Plans, organizes, and directs all elements of the "end game" (signified by issuance of an RFP), including analyzing client request, developing response plan, initiating follow-up go assessment discussions and decisions, facilitating strategy review (pink team), conducting kick-off meeting, managing and working with pursuit team to develop response sections, leading in-progress reviews, preparing 90% review package, incorporating 90% review feedback and input, scheduling pricing reviews, delivering an on-time response
- Plans, organizes, directs, and participates in shortlisted interviews, as appropriate, based on the firm's role (prime vs. sub/JV, etc.)
- Works with pursuit team to develop innovative solutions and leverage corporate network to identify existing capabilities that response to client challenges and creates a distinctive competitive advantage
- Creates and modifies existing materials and writes content to effectively communicate services, capabilities, and market messages
- Drives the proposal management and development process of diverse teams towards client-established deadlines and in compliance with client-set expectations
- Works with pursuit team to regularly monitor M&BD spending and report any significant variances
- Confirms pursuit documents comply with our corporate branding guidelines and client confidentiality requirements
- Displays creativity in applying graphics (such as photos, graphs, charts, etc.) to improve communication in written documents and give direction to the graphic design team as needed
- Shares sales materials, information, knowledge, and best practices with other MBD team members across Stantec
- Helps drive business center growth through marketing and business development meeting participation, campaign support, and strategic plan guidance
- Actively participates in appropriate industry organizations and associations, to include conferences, seminars, networking events to build and maintain professional relationships; stay updated with industry developments, emerging technologies, and best practices; stay connected to competitors/potential teaming partners and clients in a manner to help us achieve our business objectives
- Mentors, coaches, trains peers and/or junior colleagues as appropriate throughout processes that may include but not be limited to pursuits, promotional activities, industry events, account management, etc.
Other Requirements: - Detail-oriented and organized, with exceptional prioritization skills
- Ability to effectively balance conflicting priorities
- The ability to develop win themes and integrate them throughout a proposal
- Demonstrated ability to provide critical thinking
- Ability to effectively communicate with senior management, supervisors, peers, and clients, internally and externally
- Can work independently, collaboratively as part of a team, and in conjunction with senior management/executive staff
- 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
- Demonstrate ability to work collaboratively in a team environment, as well as independently motivated with minimal supervision
- Demonstrated proficiency with web-based tools and Microsoft Office applications, including but not limited to Outlook, Word, Excel; AI tools (Co-Pilot, etc.)
- Proficient InDesign and Adobe Acrobat
- Ongoing training may involve professional development courses in the evenings or on weekends
Qualifications Education/Experience: - Post-secondary in business, marketing, communications, public relations, or an equivalent level of experience
- Minimum 10-15 years of progressively responsible experience in a senior marketing role in the A/E/C industry
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.
Pay transparency laws require employers to provide the following information for positions that may be in the following jurisdiction(s):
Salary Range(s): - CA Other Areas $127,700 - CA Other Areas $191,400 Min/Max Pay Range for postings located in CA (SF Area includes SF, SJS & WLC)
The final agreed upon compensation is based on individual education, qualifications, experience, and work location. At Stantec certain roles are bonus eligible.
Benefits Summary: Regular full-time and part-time employees have access to medical, dental, and vision plans, a wellness program, health saving accounts, flexible spending accounts, 401(k) plan, employee stock purchase program, life and accidental death & dismemberment (AD&D) insurance, short-term/long-term disability plans, emergency travel benefits, tuition reimbursement, professional membership fee coverage and paid family leave. Regular full-time and part-time employees will receive ten paid holidays in each calendar year. In addition, employees will be eligible to accrue vacation between 10 and 20 days per year and eligible for paid sick leave (and if more generous, in accordance with state and local law).
Temporary/casual employees have access to 401(k) plans, employee stock purchase program, and paid leave, in accordance with state and local law.
The benefits information listed above may not apply to union positions because benefits for such positions are governed by applicable collective bargaining agreements.
Primary Location : United States-California-Irvine
Other Locations : United States-Nevada-Las Vegas, United States-Arizona-Chandler
Organization : BC-1896 Marketing & Communications-US West
Employee Status : Regular
Job Level : Individual Contributor
Travel : Yes, 10 % of the Time
Schedule : Full-time
Job Posting : Dec 17, 2024, 6:47:18 AM
Req ID: 240004H8
#additional
Stantec provides equal employment opportunities to all qualified employees and applicants for future and current employment and prohibit discrimination on the grounds of race, color, religion, sex, national origin, age, marital status, genetic information, disability, protected veteran status, sexual orientation, gender identity or gender expression. We prohibit discrimination in decisions concerning recruitment, hiring, referral, promotion, compensation, fringe benefits, job training, terminations or any other condition of employment. Stantec is in compliance with local, state and federal laws and regulations and ensures equitable opportunities in all aspects of employment. EEO including Disability/Protected Veterans
