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Group: Marketing + Communications

Position: Strategic Pursuits Director

Location: Indianapolis, IN

The American Structurepoint Marketing + Communications Group develops the strategies and tactics to promote American Structurepoint's services. It is our goal to deliver strategic marketing and communications initiatives in support of American Structurepoint's mission and market share growth objectives. This group's number one goal is to make the company look good!

We are seeking an experienced leader to join our fast-paced and exciting team! We help set the bar for the industry, and the ideal candidate will be motivated to help our firm win work. Our Strategic Pursuits Director will be a motivated, organized, an outside-the-box thinker, and will have excellent oral and written communication skills. This individual is responsible for helping lead key pursuits as a strategic advisor to our proposal and technical staff in all service lines and office locations, especially in new growth markets. Our Strategic Pursuits Director is a new position in our Marketing + Communications Group.

The successful candidate should be experienced at leading teams to win work through proposal development, coaching technical team members on how to deliver effective presentations, and leading efforts to ensure we are pre-positioned to win work.

• Work in close partnership with our proposal coordinators and proposal managers to plan, refine, and execute winning pursuit strategies.
• Provide leadership and input on proposal positioning, key messaging, and presentation themes from initial capture planning through the shortlist interview stage to ensure cohesive, client-focused deliverables.
• Lead full coordination and development of high-quality architecture and engineering (A/E) proposals on key pursuits as requested, including qualification documents, and presentations for the company's highest profile/most complex proposal pursuits, regardless of A/E discipline.
• Provide presentation coaching on key pursuits with high fee potential, especially when we are "shortlisted" and guide the development of winning presentations through creative content, facilitation of presentation rehearsals, and presentation coaching.
• Teach others on the proposal team within Marketing + Communications how to provide effective presentation coaching.
• Oversee and support research efforts to understand selection committee composition and dynamics on key pursuits. Develop comprehensive analysis of selection committee members' professional roles, backgrounds, priorities, and their tendencies and preferences. Use this intelligence to shape proposal and presentation messaging, key differentiators, and interview strategies, ensuring our pursuit teams address the factors most likely to influence scoring and selection.
• Oversee/facilitate meetings with leaders of each service in the firm to strategically broaden RFP searches.
• Evaluate/generate pipeline reports and ensure pre-positioning work is taking place on key pursuits.
• Lead strategic pre-positioning marketing support requests such as presentations, research, and marketing packets.
• Track and obtain proposals from competitors to analyze and develop lessons learned.
• Other duties as assigned

• Bachelor's degree in Communications, Business, Marketing, Sales, or related degree.
• 15+ years of experience in pursuit development with proven experience of winning work.
• Preferred experience in the architecture, engineering, or construction industry.
• Willingness to travel up to 20% to our design centers across the US to collaborate with teams and provide strategic pursuit support, coaching, executive collaboration, and team development.
• Executive-level communication and presentation skills.
• Strong business acumen and strategic thinking skills.
• Ability to develop the right key messages for the right audience through effective storytelling for each specific pursuit and client.
• Ability to build excellent working relationships to attain goals.
• Proficient in the use of a CRM.
• Proficient in Microsoft Office.
• Proficient in the use of Adobe Acrobat Software.
• Ability to work under pressure and meet tight deadlines.
• Organized, self-motivated, confident, energetic, and creative.
• Ability to deliver creative and innovative thoughts and the ability to effectively persuade others how to try new ideas that may help win work.
• Strong ability to multi-task to sustain several projects at once.

Preferred Qualifications:

• 10 or more years of proposal development experience specifically in the architecture, engineering, or construction industry.
• 10 or more years of experience developing and submitting proposals to various agencies across the US, including state departments of transportation.
• Proficient in the use of Deltek Vision or Deltek Vantagepoint