The Proposal Development Manager manages and drives the proposal development lifecycle from customer need identification, through proposal preparation and submission, to post-decision review and feedback to stakeholders. A key success factor will be the creation of compelling service proposals that profitably meet customer product development needs.
Ensure that our proposed service solutions are creative, viable and profitable and our proposal documents are accurate, high quality and presented to meet deadlines set.
Ensure all stakeholders and contributors in the proposals process are informed throughout the cycle to meet deadlines
Effective collaboration with the pricing team to meet deadlines
Effective management of the Proposals Team if/as designated to motivate and develop the team to produce high quality, accurate proposals to set deadlines.
Effectively manages the proposal development lifecycle from customer need identification, through proposal preparation and submission, to post-decision review and feedback to stakeholders
Analyzes customer service needs received in study specification sheets, protocols, case report forms and other supporting information used to prepare proposals (Request for Proposal (RFP) information); identifies discrepancies and works with Business Development to obtain the data or, if none are available, makes reasoned assumptions
Manages the dissemination of initial RFP information to relevant stakeholders and contributors; sets up Proposal Assessment Team (PAT) meeting; directs PAT meeting(s) to ensure complete review of RFP by appropriate operational attendees, discussion of customer background, presentation of Study Drug background and thorough understanding of customer objectives
Assigns responsibilities to appropriate stakeholders and contributors, sets production schedule, coordinates and collates input to meet proposal production timelines; identifies, assess, resolves and/or escalates issues as needed
Collaborates with pricing counterpart in the preparation of appropriate resource/service fees using algorithms and electronic spreadsheets, which may also include assisting in departmental reviews, updating initial estimates, analyzing final costs and providing feedback to appropriate stakeholders for input
In accordance with company review requirements and customer timelines creates a compelling RFP response document that clearly conveys the company’s service offering, strategic approach to meeting the customer’s needs, key messages and value proposition and competitive differentiation
If requested, works with Business Development to interact with or present proposal contents to customers
Conducts a lessons learned analysis and provides feedback and recommendations to operational departments for process improvement and to achieve a higher success rate on future proposals
Updates and maintains proposal template, library text and other customer-facing documentation; maintains up-to-date tracking in proposal tracking database of all proposals
Assists in the preparation of proposal volume metrics and proposal activity reporting
For commercial success:
Energy, vision and drive to help win new work
Lead, direct and motivate stakeholders and contributors to produce winning service proposal
Hires, trains, mentors and manages assigned staff
Participate in corporate initiatives and actions that ensure the continued success of the company.
Performs any other assigned duties
EDUCATION, SKILLS & COMPETENCIES:
Bachelor's degree or higher, preferably in the Sciences. Business Administration/Marketing are acceptable alternatives.
Location- Raleigh office
Minimum of five years relevant biopharmaceutical or medical device industry experience, which includes a minimum of two years of experience in the proposal development process
Expertise and know-how
An understanding of CRO services, the clinical research process and the regulations and guidelines governing our business
Working knowledge of FDA Guidance Documents / EU Directives / ISO14155 regulations, drug / device development, and clinical monitoring procedures
Knowledge of web based communication tools for conferences
Able to motivate and manage a number of stakeholders and contributors to meet deadlines
Proven project management skills and expertise
4. Personal skills & behaviours
Professional and interpersonal skills with the energy, vision and drive to help win new work
Able to lead, direct and motivate stakeholders and contributors to produce a winning service proposal
An ability to communicate and interact effectively with senior levels of the company as well as establish and maintain effective working relationships with colleagues and customers
Excellent verbal and written communications skills with an ability to distill complex scientific or medical concepts into compelling and differentiating strategies and arguments
Enthusiasm and willingness to accept responsibility, takes ownership of assigned projects and sees them through to on-time completion
Detail oriented and well organized with excellent project management and task organizational skills
Possess a good working knowledge of common commercial software (including but not limited to Microsoft Office applications)
Ability to work with little or no supervision to tight deadlines in a high pressure and fluid environment with frequent changing priorities
Excellent team player, collaborative and able to build an effective team.
Ability to multitask and work effectively in a fast-paced environment with changing priorities.
Accountable, dependable and strong commitment.
Is customer service focused in approach to work both internally and externally.
Maintains a positive, results orientated work environment.
Premier Research - 12 months ago