Pursuit Manager - 16861

Los Angeles, CA

Pursuit Manager - 16861

This Opportunity

WSP is currently initiating a search for a Pursuit Manager for our national team. All major city locations will be considered. Be involved in projects with our National Major Pursuits Team and be a part of a growing organization that meets our client’s objectives and solves their challenges. 

Job Summary: Accountable to National Major Pursuits Director, Pursuit Manager for the company’s most complex, strategic, and impactful opportunities from lead identification through contract award. Responsible for engaging with and leveraging WSP’s entire Strategy and Growth Organization (Regional Leadership and Regional Development Directors, National Business Lines, SGT, Comms, GR, R&D, others) to inform decision making, develop strategies, and drive successful pursuits and strategic initiatives. Serves as an advocate and dedicated resource for the firm’s complex pursuits and partners with pursuit teams to drive the execution of strategy. Leverages WSP global expertise and varied national experience, including contributing to/facilitating technical discussions, leveraging client knowledge and partner relationships, and bringing experience and ideas to local teams based on exposure to other client procurements/solutions across the country. Engagement and leadership in national initiatives that may include new service offerings, expanded market share and market entry, advanced technology, and business expansion. Responsible for knowledge sharing, mentoring, and participating in trainings in coordination with the regional SGT teams. 

Your Impact

Pursuit Management

  • Dedicated leadership throughout the Pursuit Process – Responsible for developing and executing the pursuit capture plan to drive positioning; accountable for pursuit readiness. Ability to be the “champion” and lead the team regardless if a technical PM is identified yet; as pursuit champion, responsibilities include strategic guidance for pursuit tactical action plan and schedule of activities; developing strategies to win; supporting technical champions in the testing and refining of strategies and approaches; collaborating with technical staff to write/review/edit proposal content.
  • Client and Opportunity Research – Engage Client Program Account Leader when opportunity sits within a Key Client Account; reviews public studies/reports/business plans/board reports to gain knowledge to help inform the strategy; developing differentiators, value propositions, and key messages.
  • Pursuit Management - Leverages resources across the firm and the entire Strategy and Growth Organization to support all stages of the pursuit and differentiate WSP to the client, including identifying opportunities to maximize involvement across all business lines.
  • Team Facilitation - Responsibilities include assisting in the development of win strategies; developing project approaches (including risk and workplan discussions/details); outlining client contact plans; creating win plan schedules of activities; SWOT analysis; developing differentiators, value propositions, and key messages. 
  • Leveraging New Technology/Innovations – Brings experience from engagement in national initiatives, pursuits across the country, and WSP global expertise to bring new ideas for proposals and presentations, including innovative technical solutions, creative media approaches and other types of digital marketing tools.
  • Proposal and Presentation Development - Provides support/guidance to the proposal development and delivery team to drive the greatest possibility of success by ensuring readability, quality and sales messaging of pursuit related materials; writes compelling sections within the proposal around key messages and themes. Leads the pursuit team in the presentation phase, including storyboarding and presentation coaching.

Regional/District Support

  • As requested, engages in strategy sessions, workshops and color reviews for other regional/district key pursuits at specific milestones to drive the highest outputs and strategic thinking. 
  • Responsible for knowledge sharing, mentoring, and participating in training in coordination with the regional SGT teams. 

National Initiatives

  • Strategic partner in national initiatives that may include new service offerings, expanded market share and market entry, advanced technology, and business expansion.

Who You Are

Required Qualifications

  • Bachelor’s degree
  • 12 years’ experience, including managing large, complex A/E/C proposals and pursuit teams, and industry experience to include competitor analysis
  • Excellent verbal and written communication skills and strength in the areas of critical thinking, client development and marketing strategy development, group facilitation, and teamwork
  • Seen as a strategic thinker/leader, regardless of the role on the team, always engaging with the team and always elevating or adding to the discussion/meeting/process
  • Possesses a strategic mindset and sound judgment and ability to develop and manage strategic capture plans
  • Comfortable engaging at a strategic, high-level within the entire Strategy and Growth Organization, the senior and executive leadership of WSP in the US, across geographies, new clients, and with new teams
  • Possesses experience-based judgement and critical thinking skills to assess the situation and diplomatically pivot teams when necessary; this could mean re-assessing the pursuit management activities/timeline to tailor a solution that maximizes/optimizes performance of the team – requiring judgement and experience to take pursuit management principles and apply them in a way that works for each unique team
  • Strong leadership skills to build trust and influence others and work with all levels of management staff and work closely with National Business Lines, regional and district leaders in implementing strategies
  • Facilitation and leadership skills in team environments to lead reviews at all levels and guide communications, marketing and technical staff in support of pursuit advancement
  • Ability to facilitate training in the pursuit management and presentation processes
  • Proficient with Microsoft Office, Adobe Creative Suite, SharePoint, and other communications-related software programs

Preferred Qualifications

  • Possesses institutional knowledge of WSP’s national and global resources and capabilities 
  • Brings a broad range of experience on various contract types, clients, delivery methods
  • Experience in alternative delivery (design/build and P3) is a plus
  • Brings energy and excitement around each assignment to motivate the team and move the team forward around the shared mission
  • Finds ways to build a team approach and always guiding consensus/alignment through the process 

Working Conditions and/or Physical Demands

  • Deadline oriented; responsibility for pursuit team and leadership expectations 
  • Frequent travel, often with very short notice and off-site and remote work environments
  • Comfortable leading when you maybe uncomfortable/unfamiliar with new assignments, new business lines, new markets, new clients, new leadership and pursuit teams 

WSP Benefits

WSP provides a comprehensive suite of benefits focused on a providing health and financial stability throughout the employee’s career. These benefits include coverage related to medical, dental, vision, disability, and life; retirement savings; paid sick leave; paid vacation (or other personal time); paid parental leave; and paid time off for purposes of bereavement, voting, and/or attendance at naturalization proceedings. 
Compensation


Expected Salary (all locations): $150,000 - $200,000


WSP USA is providing the compensation range that the company in good faith believes it might pay and offer for this position, based on the successful applicant’s education, experience, knowledge, skills, abilities in addition to internal equity and specific geographic location. WSP USA reserves the right to ultimately pay more or less than the posted range and offer additional benefits and other compensation, depending on circumstances not related to an applicant’s sex or other status protected by local, state, and/or federal law.

Expected Salary (Colorado only): $150,000-$190,000

WSP USA is providing the compensation range that the company in good faith believes it might pay and/or offer for this position within the state of Colorado, based on the successful applicant’s education, experience, knowledge, skills, and abilities in addition to internal equity and specific geographic location. WSP USA reserves the right to ultimately pay more or less than the posted range and offer additional benefits and other compensation, depending on circumstances not related to an applicant’s sex or other status protected by local, state, and/or federal law.

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