Pursuit Manager - United Kingdom

Why Black and Veatch

At Black & Veatch, you own your career with purpose and meaning. You are empowered to grow and explore new possibilities at every step of your career journey. Bring your big ideas knowing you are safe to be who you are and speak up with concerns or questions and put your diverse talents and perspectives to use.  

The Opportunity

In this role, you will have the opportunity to provide day to day direction and guidance to the pursuit team for the preparation, assembly and submittal of all assigned proposals. After submittal, the Proposal Manager is responsible for coordinating with the proposal and pursuit teams to ensure timely responses to client questions, and coordinating and expediting further negotiations, including the development of compelling post bid presentations. Is also accountable for ensuring proper reviews and mitigation of commercial and technical risks for assigned proposals.

The Team

When joining our Pursuits group, you will become part of a Global team dedicated to creating winning proposals to support Black & Veatch business growth.

The team includes Proposal Managers, Proposal Specialists, Marketing Specialists, and Conceptual Design Managers who all work together to create complex proposals for our prospective clients.

Key Responsibilities

​​​​​Supports the proposal effort on assigned proposals based on guidelines set by the Proposal Review Board (PRB) . Assists in coordination with business partners to establish the proposal schedule and seeks resources from the Director, Proposal Management to support the proposal schedule . Interfaces with Proposal Coordinators to collaborate on writing, editing, production, assembly, and delivery of assigned proposals . Tracks assigned Expanded Scope prospects and proposals within the ECRM system and updates and reports the status of those proposals to Director of Proposals and to expanded Scope senior management as appropriate . Active implementation of proposal process improvements, incorporation of lessons learned and cost reduction ideas, and analysis of market intelligence of competitors . Participate in proposal plan and schedule development.

Ensure Senior Proposal Manager and project management participation in the proposal process including active participation in the project execution plan and review of critical commercial terms of the contract . Participate as required in BOQ reconciliation meetings and Cost Review Board meetings 

Assigned proposals are generally services and EPC scope. Leads the proposal effort of assigned proposals in accordance with the requirements of the Manual for Power Contract Development; ensures completeness and accuracy of each proposal; and ensures proposal’s overall differentiation and appeal to the client in collaboration with Global Sales and Marketing.

Execution Planning

• Develops proposal plan, budget and schedule, and responsible for managing to the plan

Proposal Development

• Interfaces with assigned Proposal Specialist to manage the writing, editing, production, assembly, and delivery of assigned proposals.
• Ensures completeness and accuracy of each proposal.
• Coordinates with Sales, Marketing Analysts, Project Managers and Team to ensure that value is communicated throughout the proposal

Client Understanding & Differentiation

• Works closely with Sales, Marketing and other key members of the pursuit team to establish a comprehensive understanding of the client’s needs and concerns for a benefits-focused proposal offering

Competitiveness

• Actively identifies, recommends, and implements proposal process improvements, incorporation of lessons learned and cost reduction ideas

Estimating

• Participates as required in Bill of Quantity (BOQ) reconciliation meetings and Cost Review Board (CRB) meetings
• Follows up on CRB actions and alignment of cost assumptions and RFP clarifications
• Proficient on Labor Cost Estimate Excel tool, verifies Cost estimates are error-free
• Provides training
• Develops Billing Rate Sheets

Construction

• Coordinates constructability plan and construction input for temporary facilities, field staffing and indirect costs

Commercial

• Coordinates reviews by legal, contracts, insurance, finance, treasury, and tax support groups for assigned proposals
•  Assists in the negotiations with clients, business partners and key suppliers as requested
• Obtains direction from Director of Proposals and Sales for the business deal points for each assigned proposal

Procurement

• Coordinates proposal procurement with the Procurement Manager, including the development and application of global sourcing strategies, supplier and subcontractor alliances, and bid tab reviews

Project Controls

• Coordinates project schedule development with Project Controls, including development of manpower loading, schedule metrics

Management Responsibilities

Preferred Qualifications

Bachelor's Degree in engineering preferred 

Strong technical knowledge of industry including all types of power plants; takes initiative (); understanding of financial metrics including PGM, revenue, and overhead costs (Business Acumen); commercial/business knowledge of contracts; Excellent communications/human relations skills (written, verbal, client service); Ability to sell; strong negotiating skills and persuasive skills (Negotiating); Good writing skills; Ability to interface with diverse personalities; Strong problem solving skills (identify, analyze, research, evaluate, resolve) (Problem Solving) Ability to lead and motivate professionals; Ability to think strategically (Strategic Agility); Conflict management skills 

Minimum Qualifications

7+ years of project or proposal experience. All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.

Certifications

Proposals, sales, and negotiation training preferred.

Work Environment/Physical Demands

Typical office environment. Sitting, Standing, Computer usage for extended periods of time. Listening/Speaking. Ability to utilize audio/video conferencing for internal/external communication purposes.

Salary Plan

Job Grade