Pursuits Team Lead

The Opportunity

The Pursuits Team Lead is responsible for leading Infrastructure Advisory’s (IA) pursuits function with a dedicated focus on scaling our commercial “back office” capabilities including pursuit governance and governance synchronization across the enterprise, serving as a strategic broker of collaboration with the Black & Veatch sectors.

This role will oversee proposal management, pricing strategy, and pursuits team performance. The purview of this role is critical to our growth ambition and spearheads the application of rigor, consistency, speed, quality and agility in how we activate our opportunity pipeline to create the desired repeatability and scalability in our pursuits and proposals related ways of working. This role plays a critical function in positioning us to win diversified, high-value opportunities and enables the opportunity to lead with a continuous growth and commercial excellence mindset. 

Key Responsibilities

Governance Synchronization: 

• Lead pursuit governance design in coordination with enterprise governance, Sales Excellence, and sector pursuit leaders 
• Bolster key linkages to Black & Veatch sectors, including facilitation of pursuits, proposal and governance for bundled or integrated solution offerings with the sectors and other solutions across the enterprise  
• Establish formal tracking & reporting of push/pull opportunity in partnership Chief of Staff, Finance, Business Management and Solution Leaderships to position IA Leadership to engage BV stakeholders in strategic partnership conversations. 

Proposal Governance & Oversight: 

• Own and oversee day-to-day pursuit and deal governance including BNB, PRB, and executive approvals 
• Direct and oversee proposal development, schedules, reviews, and submissions. Lead determination and mitigation of risk with implementation of proposal quality assurance and control practices in the areas of proposals and contract management, including estimation, LIFTTs, etc.  
• Ensure pursuit QA/QC, commercial risk mitigation, and compliance with governance standards.  
• Conducts/participates in negotiations of contracts, joint ventures, and consortium agreements with clients and business partners in accordance with Proposal Review Board directions.  Obtain final contract approval from legal and the Proposal Review Board, as applicable. 

Pursuit Tooling & Continuous Improvement: 

• Own pursuit tooling and continuous improvement initiatives, including BidHub and AI-enabled proposal development 
• Support continuous improvement of resource estimation/forecasting solutions and rate strategy  
• Support continuous improvement of overall proposals process, including building repeatable practices and high-quality content. Ensure training is delivered in support of enhanced fluency and accountability on proposal management processes across the IA organization 
• Support tooling and workflows for management of internal sales pipeline and funnel processes 

Proposal Budgets, Pricing & Rate Strategy: 

• Lead & support continuous improvement of IA rate, cost, and pricing strategy, including annual rate updates and estimation practices  
• Analyzes and reports the status of proposals and negotiations; monitors and actively manages the proposal budget for assigned proposals. 

Proposal Team Management: 

• Manage proposal and pursuit team workload allocation, risk management and team performance management including coaching and mentoring. 
• Scale and optimize overall pursuits and proposal team and processes to meet evolving commercial demand.  

Management Responsibilities

Preferred Qualifications

• 8+ years of proposal, sales, or consulting experience
• Master’s degree preferred 
• Strong commercial, financial, and contract management expertise 
• Experience leading pursuit teams in matrixed organizations 

Minimum Qualifications

• Bachelor's Degree or equivalent experience
• 15+ years related 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

Proposal, sales, negotiation, or project management certifications preferred. 

Work Environment/Physical Demands

• Hybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments.
• Potential internal travel as required 

Salary Plan

Job Grade