Capture and Proposal Manager at Learning Tree International, Inc. in Herndon, Virginia

Job Description:

Opportunity:

Learning Tree Internationalis improving its position in serving large-scale enterprise accounts in the private and public sector. In most instances, the capture process includes the creation of a comprehensive proposal to outline the solution that Learning Tree can provide the enterprise. At times, the proposal is unsolicited, and, in those cases, we can structure a response to best position ourselves with the prospect. At times, we are responding to a Request for Proposal (RFP), and we need to meet the response requirements as laid out in the RFP document. In addition to these enterprise opportunities, we routinely send out simple proposals for specific tactical training opportunities. Learning Tree is looking for a Capture and Proposal Manager to lead and manage the range of our proposals, from putting in place templates and processes for improving the content and presentation of simple quotes, as well as handling the management of our most complex bid responses.

Core Function:

The Capture and Proposal Manager will have full responsibility to create and refine the process, templates, and materials for proposal creation throughout Learning Tree, along with managing our largest and most complex bid responses. This individual will support the Company in developing value propositions, differentiators, and win themes generally and for specific bid opportunities. In addition, this individual will engage with the sales and marketing organizations in support of business development and sales activities, in particular with enterprise client opportunities.

Essential Functions and Responsibilities:

• Owns the entire RFP & Proposal processes for Learning Tree in North America with an occasional need to assist other Operating Units.


• Owns driving and supporting capture activities with our federal government Account Executives.


• Monitoring GovWin and other websites as part of our capture activities.


• Provide technical writing support for subject matter experts to ensure standard formatting and single voice for commonly used technical documents.


• Responsible for the development and management of various proposal related projects to increase the company's effectiveness at winning new business and retaining current clients.


• Manages Learning Tree proposals and responses specific to our enterprise services, including writing new content, organizing content from other contributors, and ensuring the professionalism and timeliness of final RFP responses.


• Provides value to each proposal being developed as a knowledgeable resource, strategic thinker, and value-added resource to the sales organization.


• Coordinates cross-departments with sales, marketing, product, finance, contracting, and operations and product to provide the best responses and ensure timely responses to RFPs including organizing standard responses to common proposal questions.


• Build a central repository of pre-packaged materials and answers for proposals, to include corporate overviews, services and products, management sections, security questionnaires responses, etc.


• Refine the Learning Tree quick quote process for tactical sales opportunities.


• To the degree possible, monitor and analyze competition proposals to help Learning Tree better compete in the enterprise learning market.


• Identify gaps in current RFP response model strategy and propose new ideas and secure support from internal stakeholders to execute improvements.


• Champion the use of and conduct training for RFP360, our proposal support software.


• Continuously track, evaluate, and improve RFP responses based on customer feedback, sales needs and market research.


• Train sales on RFP processes when required.

Qualifications and skills:

Minimum qualifications and skills for the role including:

• A minimum of 5 years' experience in preparing and managing proposals for enterprise-level opportunities.


• Expertise in document production tools, to include Microsoft Word, PowerPoint, and Excel.


• College degree at a bachelor's level.


• Familiarity with RFP360 preferred.

Competencies:

• Proven track record in managing large proposal efforts in the Federal Government arena.


• Experience leading proposal teams in discussions on proposal win themes and other strategic messages.


• Demonstrated ability to improve company processes and proposal libraries / resources.


• Demonstrated ability to maintain clear, consistent, timely, and effective communication with proposal stakeholders.


• Excellent organizational and management skills.


• Excellent writing and communication skills.


• Able to efficiently and effectively establish trust and confidence in all client engagements.


• Ability to be diligent and succeed within a relatively flat organizational management structure.


• Acceptance of need to and pride in producing high-quality products.