Takes the lead in writing strategic proposal activities,
Assembles capture and response teams for target contracts, securing buy in from all necessary stakeholders and partnerships with key manufacturers and service partners.
Works closely with procurement officials to influence the final shape of target RFP’s.
Develops and regularly updates formal capture plans, including but not limited to pricing strategy, partnering plan, and strategy to overcome identified obstacles, for target contracts.
Mentors and counsels account managers, field account executives, sales managers, and proposal writers through the contract capture process.
Formally transfers information and strategy to proposal writers for target contracts upon RFP release.
Takes the Lead as a subject matter expert in conjunction with sales leaders throughout the proposal process.
Responsible for RFP development and progress toward the drop date and immediately deploys the proposal activities upon RFP release.
Attends customer onsite meetings and industry days, as needed.
Assists Program Management team with contract launch and sales team education for target contracts.
Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA’s, Teaming Agreements and Lockbox Agreements, prior to RFP release.
Drives incremental revenue and profit growth through contract wins and strategic sales initiatives.
Aligns with state and local sales teams to generate quarterly and annual strategic objectives.
Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of business.
Creates tools, leveraging segment purchasing trend information, in order to assist the sales teams in closing sales.
Responds to key RFX’s, market research requests and other pre-RFP and RFX’s customer requests.
Creates and maintains a contract pipeline master tracking mechanism.
Participates in annual budget planning.
Delivers contract capture technique trainings to various audiences.
Assists in creating and checking compliance matrices for target contracts.
Presents progress on and results of capture efforts to Sales Leaders on a quarterly basis.
Takes the lead in strategic proposal activities, as well as past performance write-ups, in anticipation of RFP requirements.
Schedules, prepares materials for, and leads black hat, purple and blue team meetings.
Ensures corporation is positioned with the most competitive available pricing from partners.
Maintains communication with teams around contract targets.