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Role Description

The Federal Pursuits and Proposal Manager will lead and oversee all aspects of the federal proposal development lifecycle, from opportunity identification to post-submission activities. This role requires a proactive, detail-oriented leader with extensive experience in federal government contracting, proposal development, and pursuit management. A successful candidate will manage a team of proposal coordinators and collaborate with cross-functional teams to develop compelling, compliant proposals that support Salas O’Brien’s growth objectives in the federal sector.

Responsibilities

• Pursuit Identification & Strategy Development
  • Support Client Managers in identifying new federal business opportunities through market research and monitoring federal procurement channels such as SAM.gov, GovWin, GSA eBuy, etc.
  • Assist in conducting opportunity assessments and evaluating the strategic fit of potential opportunities and probability of success.
  • Manage the proposal tracker to track potential opportunities and ensure timely updates.
  • Provide support in the Go/No-Go process, providing necessary data and insights to inform decision-making.
  • Assist in developing pursuit strategies, including key discriminators and market positioning.
• Capture Management Support
  • Assist the Capture Manager with gap analysis and competitor analysis to evaluate strengths and weaknesses relative to specific opportunities.
  • Support the development of win themes and strategies to differentiate Salas O’Brien in federal markets.
  • Assist in teaming efforts, including identifying and securing appropriate partners and subcontractors.
• Proposal Leadership & Management
  • Lead all aspects of the proposal development process, including kickoff meetings, storyboarding, content development, and coordinating efforts across multiple teams.
  • Coordinate subcontractor involvement in proposal development, ensuring alignment with Salas O’Brien’s objectives and proposal strategy.
  • Oversee the execution of Shipley-inspired color reviews (i.e. Pink, Red, Gold) to ensure proposals are compliant, persuasive, and aligned with the proposal strategy.
  • Coordinate and oversee the writing and editing of key proposal sections (technical, management, past performance, project approach, quality control) to ensure clarity, cohesiveness, and responsiveness to RFP requirements.
  • Ensure strict adherence to all federal solicitation instructions, including compliance with the FAR, DFARS, and other relevant acquisition regulations.
  • Maintain proposal compliance checklists and procedures, ensuring all submittal materials are clear, accurate, and compliant.
  • Conduct interviews with SMEs, Project Managers, and Key Personnel to gather content for resumes, project descriptions, and past performance sections, ensuring that the proposed team’s experience is represented and aligned with the requirements of the RFP.
  • Provide layout support for price strategy, if applicable, and assist in interview preparation, including mock interviews and team coaching.
• Proposal Closeout & Knowledge Management
  • Support the post-submission phase by responding to government clarifications and modifications. Assist with Task Order RFPs as needed.
  • Lead proposal closeout, including gathering feedback, conducting internal lessons learned sessions, and updating the proposal tracker with key outcomes (win/loss status) and next steps.
  • Participate in client debriefs, and document feedback for continuous improvement.
  • Oversee the knowledge management system for federal proposals, ensuring templates, updated content, and best practices are easily accessible.
• Team Leadership, Management, Training & Development
  • Lead and manage the proposal coordinator(s), ensuring effective delegation of tasks and supporting the proposal lifecycle from start to finish.
  • Collaborate with SMEs, Reviewers, Client Managers, Capture Managers, Pricing Leads, Graphic Designers, Executive Leadership, and Business Development Professionals to ensure successful proposal development.
  • Foster a collaborative and efficient proposal environment while providing leadership, coaching, and support to both team members within the Federal BU and across other BUs within Salas O’Brien as it relates to federal proposals.
  • Mentor junior proposal team members and develop their skills through hands-on experience and professional growth opportunities.
  • Develop and deliver training modules on federal proposal topics, and host virtual training events to ensure company-wide understanding of best practices, compliance standards, and enhance the team’s overall proposal skills.
• Proposal Process Improvement
  • Assess and continuously improve proposal development processes, incorporating lessons learned and industry best practices to enhance quality and win rates.
  • Maintain a repository of proposal templates, tools, and processes to standardize and streamline future proposal efforts and improve win rates.

Qualifications

• Bachelor’s degree in Business, Communications, or related field.
• 8-10 years of experience in federal proposal management, with a strong expertise in federal contracting and proposal development processes.
• Proven track record in supporting opportunity identification, proposal development, and post-submission activities within the federal sector.
• Expertise in managing end-to-end proposal development, including content creation, subcontractor coordination, and compliance reviews, and Shipley-inspired color reviews.
• Strong leadership skills, with the ability to manage and mentor proposal coordinators and collaborate effectively with cross-functional teams.
• In-depth knowledge of federal procurement channels, solicitation processes, and relevant regulations (FAR, DFARS, etc.).
• Excellent writing, editing, and communication skills, with the ability to develop clear, persuasive proposals and articulate complex ideas effectively.
• Proficient in Adobe products, including InDesign.
• Strong project management skills, including the ability to track multiple proposals, manage schedules, and ensure on-time delivery.
• Proven ability to develop and execute win strategies, focusing on value propositions, discriminators, and competitive positioning.
• Experience leading and coordinating proposal-related initiatives across an organization.
• Familiarity with proposal management tools and systems (Shipley, Deltek, GovWin, etc.) is a plus.
• Ability to work effectively under tight deadlines and manage competing priorities.

Requirements

• Location: 100% Remote
• Compensation: The expected base salary range for this role is $103,000-$125,000 per year. Actual compensation will be determined based on a number of factors including skills, experience, qualifications, and location.
• This role is also eligible for performance-based bonuses and a comprehensive U.S. based benefits package, including:
  • Medical, dental, and vision insurance
  • 401(k) with company match
  • Paid time off and company holidays
  • Wellness programs and employee assistance resources
  • Professional development support

Equal Opportunity Employment Statement

Salas O’Brien provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state/provincial, or local laws. Salas O’Brien will accommodate the disability-related needs of applicants as required by law.