Proposal Manager
In the role of Proposal Manager, you'll serve as the Marketing Proposal Champion for various pursuits, leading teams through the proposal process from kickoff through interview preparation and submittal. You'll partner closely with business development leaders, project managers and technical staff to develop winning strategies, create compelling client-focused messaging and drive pursuits that position HDR for success.
This role goes beyond simply responding to requests for proposals. Proposal Managers at HDR help shape pursuit strategy, facilitate collaboration across teams and ensure our proposals clearly articulate why HDR is the best choice for our clients.
Responsibilities
In the role of Proposal Manager, we'll count on you to
Lead pursuit teams in developing and implementing effective win strategies and capture plans
Serve as the Marketing Proposal Champion for pursuits, providing leadership, ownership and accountability throughout the proposal lifecycle
Facilitate kickoff meetings and guide teams toward alignment on strategy, messaging, responsibilities and schedules
Drive the development of compelling, client-focused proposals that go beyond "answering the mail" to clearly communicate HDR's value and differentiators
Develop and manage proposal schedules, milestones, reviews and deliverables to ensure successful and compliant submissions
Maintain a thorough understanding of procurement requirements, submittal instructions and evaluation criteria to ensure complete and compliant responses
Develop persuasive win themes, discriminators and key messages that align with client needs and priorities
Partner with pursuit teams to identify competitive advantages and articulate HDR's capabilities in a clear and compelling manner
Facilitate consensus among technical staff, project managers and business development leaders throughout the pursuit process
Engage the appropriate resources across HDR to support proposal and interview development efforts
Lead proposal reviews and quality control efforts to ensure consistency, quality and strategic messaging
Facilitate the development of interview presentations and coach teams to deliver compelling and effective presentations
Support client positioning activities and market engagement efforts that strengthen relationships and improve competitiveness
Lead debriefs following pursuits to identify lessons learned and opportunities for continuous improvement
Deconstruct, organize and archive proposal and presentation materials for future use and knowledge sharing
Train and mentor employees on proposal development, business development and marketing best practices
Serve as a resource for questions related to HDR's proposal process, tools and best practices
Develop and maintain strong relationships with internal teams, clients and teaming partners
Maintain awareness of market trends, procurement drivers and competitive activity impacting HDR's clients and pursuits
What Success Looks Like
Successful Proposal Managers
Think strategically about winning, not simply submitting
Lead proposal response teams and influence decisions through credibility and collaboration
Gain consensus among diverse stakeholders and keep teams focused on client priorities
Clearly defining project and review deadlines and holding team accountable for meeting those
Translate technical information into persuasive, client-focused messaging
Anticipate risks, identify gaps and proactively resolve issues before they impact a pursuit
Understand client drivers, competitive positioning and relationship dynamics
Bring ownership, urgency and accountability to every pursuit
Drive continuous improvement in pursuit strategy, process and quality
These characteristics align closely with HDR's expectations for strong Proposal Managers, including strategic thinking, leadership, business development acumen and executive presence.
Preferred Qualifications
Bachelor's degree in Marketing, Communications, Journalism, Business or related field
Experience leading major strategic pursuits and interview teams
Experience coaching technical staff and interview teams
Demonstrated success facilitating win strategy discussions and developing capture plans
Strong understanding of market trends, client drivers and competitive positioning within the A/E industry
Active participation in industry organizations and professional associations
Required Qualifications
A minimum of 5 years relevant industry experience
Demonstrated "self-starter" with a history of completing projects with limited oversight
Experience in sales and developing effective win strategies
Excellent written and verbal communication skills
Proficient in Microsoft Office applications, including Outlook, Word, Excel and PowerPoint
Proficient in Adobe Creative Cloud applications, including InDesign
What We Believe
HDR is our company. Together, we build on each other's life experiences and perspectives to make great things possible every day. This shapes our collaborative culture, encourages organizational trust and connects us closer to the clients and communities we serve.
- Our Commitment
- As employee owners, we all have a role in creating an inclusive environment where each of us is welcomed, valued, respected and empowered to bring our authentic selves to work every day.
Our eight Employee Network Groups (Asian Pacific, Black, Hispanic/Latino(a), LGBTQ+, People with Disabilities, Veterans, Women, Young Professionals) help create a sense of belonging and foster a supportive environment where everyone is empowered to engage and contribute. Each group has an executive sponsor and is open to all employees.
