Proposals Manager (Rail)

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The Proposals Manager role forms part of a dedicated Rail Business Development and Proposals team, which is responsible for all aspects of work winning across the Rail business unit and multidisciplinary WSP activities within the rail sector. The role encompasses support to work winning activities across the capture and convert phases of the WSP winning work lifecycle, coordinating the interfaces between business leaders, technical staff and others in the proposals team to produce high-quality, compelling proposals.

To be successful, the Proposals Manager needs to understand the objectives of the Rail team and play an active key part in the development of well-written, well-presented materials and proposal content. Once assigned to an opportunity, the Proposal Manager will establish and lead the bid team, liaising with clients and partners as required, organising the appropriate reviews and gateway approval meetings, and overseeing submission of the proposal. They will lead the development of win strategies, producing tender plans, managing written responses, facilitating reviews, and ensuring the final submission is delivered effectively, including a smooth handover to delivery teams for successful bids.

In addition, the role contributes to a range of work winning and business development activities that support the growth and success of the Rail business unit. These include supporting marketing and communications (both internal and external), client account and engagement support, business development operations such as effective content and collateral management and maintenance, and administration of systems and pipeline information.

A little more about your role… In this role, core responsibilities include producing high-quality written content and ensuring that the appropriate bid governance and review processes are followed. The Proposals Manager will collaborate with technical and project leaders, liaise with clients and partners, and plan, develop and deliver responses to client procurements across the work winning lifecycle from capture to contract award. They will also enable development, implementation and continuous improvement of work winning processes, collateral and best practice.

• Bid leadership and work winning lifecycle management: Manage the work winning lifecycle from capture to contract award, including facilitating/leading kick off and review meetings, maintain document control and motivating multidisciplinary teams through the proposals process. Plan and manage adherence to programmes e.g from kick-off to review meetings including all agenda, materials and outputs (minutes/actions). Manage interfaces with the proposals team, other UK/global business streams and partners/subconsultants. Manage portals/client facing communication channels to progress pursuits.
• Proposal development: Formulate overall structure of the proposal submission before writing starts – source existing material/best practice answers, develop answer plans. Write impactful, tailored, technically differentiated bid content, and creating visually compelling graphics. Work with technical authors to convert knowledge into winning solutions and proposals, interfacing with senior stakeholders to progress pursuits. Support project teams in preparation for client interviews including presentation development and coaching. Follow WSP best practice governance including supporting qualification, review and close out procedures (e.g lessons learned reviews). Improving the quality and standards of proposal writing and production, promoting best practice for layout and content of all proposal submissions. Collate proposal feedback from all members of the project proposal team for continuous improvement and emerging best practice. Ensure the WSP message and brand is promoted, including best practice materials such as CVs and project sheets. Act as a hub of Rail best practice and knowledge for proposals.
• Strategy, capture & market intelligence: Contribute to proposal winning strategies including deconstructs, SWOT analyses, proposal win themes and storyboard development. Conduct market research and analysis, client and competitor intelligence, contribute to capture planning for pursuits. Maintain an awareness of WSP’s business strategy, services, people and projects to support the preparation of proposals and work winning strategies in the capture phase.
• Team support & leadership: Act as a mentor and support for junior members of the team.

What we will be looking for you to demonstrate…

• Core skills: Excellent command of language for editing and proofing text. Strong and effective verbal and written communication, team player and collaborative. Ability to develop strong relationships and rapport with internal and external stakeholders. People skills to encourage, motivate and enthuse others. Robust organisational and project management skills with a meticulous approach to detail and quality. Excellent time management skills and ability to prioritise. Flexibility to meet demanding proposal deadlines when necessary.
• Technical & sector knowledge: Knowledge and understanding of standard private and public sector proposal processes, with experience coordinating proposals, bids or work winning activities ideally within infrastructure consultancy or related sectors. Accurate and proficient working knowledge in Microsoft office, Adobe suite, InDesign (desired) and graphics skills. Excellent research and analytical skills - ability to interpret data and research into meaningful content.
• Behaviours & approach: A passion for quality and continuous improvement with a focus on delivery. Drive and support the culture of openness and knowledge sharing and continuous improvement. Exhibit and demonstrate behaviours and attitudes in accordance with WSP core values to create a team culture and promote excellent communications. Adopt a pro‑active approach, use initiative and take responsibility for own actions.

Qualifications: Degree-level qualification (any relevant discipline). APMP Foundation as a minimum.

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