SUMMARY

This is a multi-faceted position responsible for activities in Business Development, Capture Management, Proposal Management, and Account Management Support. Duties include, but are not limited to, administering end-to-end facilitation of development, capture & proposal management support activities, ongoing identification of leads & prospects, qualification of opportunities, participation in needs assessments, assisting in the creation of service solutions recommendations, facilitating the creation of presentation solutions and responses to RFI, RFQ, & RFP’s, support for coordination of new business implementation, ongoing retention initiatives for existing clients through data compilation, presentation preparation, and dissemination of reporting for Account Management. The position will also support various marketing communication initiatives in the capacity of content and messaging development, from creative to final presentation. The duties and responsibilities herein shall be performed in both conjunction and collaboration with various business development and marketing teams within the organization as well as independently. Lastly, the position shall provide various management support functions in the areas of development and communications.

ESSENTIAL DUTIES & RESPONSIBILITIES. Other duties may be assigned.

• 
  Business Development

o Identify, develop, implement, and manage various lead generation programs for the company’s business units and services. These will include but are not limited to;

 Electronic RFP / Bid / Procurement Opportunity services, etc.

 Include ongoing research into electronic bid / business opportunity sources, as well as query of such for specific projects to include review of requirements to properly qualify prior to distribution to the sales teams.

 Employee & Other Referral Programs within Business Development,

 Sales Channels & Affinity Programs,

 Outreach to various targeted industry firms and their representatives to identify existing / future opportunities to include inclusion on bid lists and as an approved vendor/supplier.

 Data mining of both internal / external databases to identify opportunities; new as well as cross & upselling to existing clients.

o Act in the role of CRM Administrator to provide management support and administration of the company’s CRM databases relative to lead / prospect / customer applications. This will include but not be limited to;

 Proper Design & Setup

 Utilization

 User Support, Training

 Data Acquisition & Integrity

 Development of System Enhancements and Operating Efficiencies

 Reporting, etc.

 Data mining of existing company databases in MS CRM & IMIS to identify

opportunities and cross service selling

o Develop, conduct, and deliver independently and by requests of others market research; sources, reports, findings, materials to support the various lead generation and opportunity identification initiatives of the firm.

• 
  Capture management

o Coordinate focused attention on maximizing the probability of winning particular business pursuits by leveraging resources, relationships, and processes.

 Ensure understanding of all facets of the business pursuit are acquired; needs, solutions, financing, pricing, contract terms, project management, etc.

 Create strategies, identify resources, and finalize plans.

 Coordinate decisions into a winning proposal.

• 
  Proposal Management

o Overall management of proposal development and bid process, with a goal to deliver high-quality, on time, and organized finished products for each business opportunity. This will include but not be limited to;

 Identification, assembly, and training of proposal team members as necessary. Outline expectations, assign duties and responsibilities and manage all activities of the team, to include;

• Strategy options
• Identification and acquisition of strategic partners to bid & win.
• Proposal content contribution

 Complete proposal draft creation to final finished presentation

o Creation, development and maintaining of a Proposal Library, for easy search and access of previous submissions, company information, historical data, etc.

• 
  Account Management Support

o Responsible for Client Management Reports

 Periodically produce various client / company performance activity reports

 Review data for accuracy & relevancy

 Identify any trends

 Present to requesting party with input of findings

SUPERVISORY RESPONSIBILITIES

This position may supervisor others in the Marketing Department and will have a team leadership role in Development, Capture, and Proposal Management.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Proven proficiency in customer relationship management (Hubspot preferred), database management, and Microsoft Office (Email, PowerPoint, Excel, and Word). Intermediate or higher-level skills required.
• Proven strong project management, organizational, and decision-making skills.
• Strong attention to detail
• Results oriented individual who thrives in a fast-paced environment, manages details, and ensures projects are followed through on deadline
• Must be self-motivated and have proven success as an individual contributor and a track record of strong teamwork and collaboration

SKILLS, ABILITIES, CHARACTERISTICS, TRAITS.

• Exceptional people interaction skills and a “service” mentality toward internal and external customers.
• Self-motivated and possess a thorough understanding of winning strategies.
• Possess excellent project management and time management skills
• Strong planning and organizational skills and the ability to gather, organize, interpret, and collate data from multiple sources.
• Strong strategic thinking and sales skills are also critically important, along with a keen eye for detail.
• Ability to collaborate with others, providing leadership and motivation in a dynamic, deadline-driven environment.
• Strong written and verbal communication skills.

EDUCATION and/or EXPERIENCE

• Bachelors or other four-year degree; preferred degree in marketing, business administration, communications, or related field.
• Minimum four to six years of marketing, business/capture development, account management experience in B2B, B2G, and/or B2C (preference to Transportation, Relocation, Logistics, Real Estate, industry background).
• Experience in proposal or grant writing and advanced knowledge of the various procedures and paperwork required for opportunity qualification, contract negotiations and procurement is preferred.

LANGUAGE SKILLS

Ability to speak, read, write, and comprehend documents written in English to an above average competency. Ability to support proposal writing, reports generation, and general correspondence. Ability to effectively present information to internal or external clients.

MATHEMATICAL SKILLS

Ability to add, subtract, multiply, and divide in all units of measure at an Intermediate to Advanced level. Ability to work with mathematical concepts such as probability and statistical inference.

REASONING ABILITY

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

CERTIFICATES, LICENSES, REGISTRATIONS

None

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to use hands to finger and type. The employee needs to be able to hear well enough to communicate both internally and externally. The employee must be able to see well enough to read written items and use a computer. The employee frequently is required to stand, walk, and stoop. The employee is frequently required to sit and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The working conditions are those of a normal office with the absence of disagreeable elements.