Job Summary

The Proposal Management Lead is responsible for leading sole-source and competitive proposal activities supporting Defense BL strategic growth objectives. This role oversees end-to-end proposal development inclusive of market forecasting, competitive analysis, acquisition budget analysis and departmental resource management.

The individual serves as a key business partner to Business Development, Programs, Finance, Engineering, Contracts, Supply Chain and Executive Leadership to ensure compliant, compelling, and profitable bids aligned with long-term growth strategy.

Job Responsibilities

• Lead and manage all phases of proposal development for competitive and sole-source opportunities from capture transition through submission
• Establish proposal strategies aligned with Business Development led win themes, pricing strategy, risk posture, and long-term strategic business objectives for new captures and Programs led for follow-on business.
• Ensure Development of proposal schedules, compliance matrices, and executive review materials.
• Drive cross-functional integration across Business Development, Programs, Engineering, Operations, Finance, Contracts, and Supply Chain.
• Ensure proposals are compliant, compelling, executable, and aligned with margin objectives.
• Lead critical proposal reviews including Red Team Gold Team reviews as appropriate and incorporate actionable feedback.
• Lead Gate Review process beginning at Gate 0 and through Contract Award
• Co-Lead customer discussions relating to requirements definition and proposal walkthrough as required.
• Responsibility for record retention of all proposal documentation throughout the proposal lifecycle.
• Support shaping of bid/no-bid decisions. 
• Partner with Business Development to shape opportunities prior to RFP release.

• Support Business Development objectives relating to:
  o    to market forecasting activities to identify pipeline opportunities and revenue outlook.
  o    Industry trends, government budgets, customer acquisition forecasts, and customer priorities
  o    Development of competitive playbooks and SWOT assessments for priority pursuits.

• Conduct structured competitive analysis including competitor capabilities, pricing tendencies, past performance, and positioning.
• Support strategies and pricing levers to improve probability of win (PWIN).
• Develop and manage Bid and Proposal Management operating budget including labor, material, and consultant expenditures related to proposal activity.
• Implement resource planning models to balance workload across proposal managers. 
• Track and report on proposal investment versus win outcomes.
• Drive continuous improvement initiatives to increase proposal efficiency and reduce cost per bid including identification and implementation of processes, templates and tools.
• Lead, mentor, and develop a team of proposal managers and analysts.

Job Qualifications

• Bachelor’s degree in Business, Finance, Engineering, or related field.
• 6 - 8 years of experience in proposal management, capture management, business management, or related field.
• Strong financial acumen including pricing strategy, budgeting, and cost analysis.
• Proven people leadership and departmental management experience
• Proven strategic thinking and business acumen.
• Executive communication and presentation skills and abilities. 
• Must be a U.S. Person per ITAR regulations to comply with export compliance requirements, with ability to obtain a Department of Defense security clearance if needed.

Preferred

• Experience in government contracting or regulated industries.
• Knowledge of acquisition frameworks.
• MBA or advanced degree.