at Burns & McDonnell in Chicago, Illinois, United States
The Senior Pursuit Strategy Specialist is responsible for leading the pursuit sales process including opening game, and middle game for assigned business development leads and proposals to win work for the company\. This position will execute assigned pursuit development efforts in collaboration with business development and project management leadership to develop distinctive value propositions that enhance our clients’ competitive positions\.
+ Create and implement client\-focused strategies and action plans that respond to client challenges and issues, and create a competitive advantage for the firm to successfully obtain the work\.
+ Consult with business development teams in key opening and middle game activities and recommend value propositions and implement Request for Proposal \(RFP\) collateral\.
+ Manage the opportunity tracking in CRM\.
+ Develop and present client relationship strategies and collaborate on capture plans as needed\.
+ Responsible for building pursuit best practices and conduct training firm\-wide\.
+ Manage firm\-wide pursuit and sales statistics for national and global sales efforts\.
+ Lead the client criteria, mapping, and marketing materials and develop the capture plan /win strategy\.
+ Lead external analysis, including opportunity analysis, client profile and competitors\.
+ Lead internal analysis including technical, management and price solutions and developing action plans for contact and contingency\.
+ Develop and present Issues, Features, Benefits, Proofs \(IFBP\), win themes and value propositions and RFP initiatives\.
+ Manage Blue Team review process and reporting\.
+ Responsible for quality assurance for all formatting and editing to ensure accuracy, persuasiveness, and compliance of final proposal and presentation documents\.
+ Develop and present interview materials with pursuit teams\.
+ Develop and present national internal communications strategy\.
+ Develop and execute high\-impact customer experience and employee experience initiatives\.
+ Lead and support relevant strategic initiatives\.
+ Present at professional associations, conferences and build professional network\.
+ Train and mentor less experienced staff\.
+ All other duties as assigned\.
+ Bachelor’s degree in marketing, communications, business administration, or related field\.
+ Minimum 9 years experience as a pursuit professional, in marketing, business development, or sales with a professional services firm\.
+ APMP certification, or equivalent, preferred\.
+ Expert experience with the Shipley best practice model preferred\.
+ Expert technical writing abilities\.
+ Excellent written & verbal communication skills\.
+ Expert Knowledge with Adobe InDesign strongly preferred\.
+ Expert presentation skills\.
Job Business Development/Sales
Primary Location US\-IL\-Chicago
Travel: Yes, 10 % of the Time
Req ID: 230272 Job Hire Type Experienced