Jacobs Lake Oswego, Oregon, United States
Dec 31, 2018Full time
Jacobs Advanced Facilities business unit provides full-service engineering, procurement, construction management, commissioning, qualification and validation services for both new and existing facilities serving the Life Sciences, Electronics, Pulp & Paper, Packaged Consumer Goods, High Tech Manufacturing and Chemicals Industries. Position Summary The primary responsibility of the Inside Sales Manager is to drive disciplined application of our three-phase Relationship Based Sales (RBS) Process: (1) develop and advance client relationships prior to opportunity identification (Opening Game); (2) strategically position us for specific opportunities (Middle Game); and (3) develop high-quality opportunity-specific response documents with competitive and compelling sales messages to satisfy client business goals (End Game). The Inside Sales Manager positions us to win work and supports global growth of our businesses. Organize, direct and motivate a multidiscipline pursuit team to develop strategic sales deliverables. Partner with Sales Leads and Operations in key Opening Game activities, e.g. client, competitor and market research, development of documented Core Client Strategies, participation in 10:1s, development of Executive Summaries and White Papers. Actively work with sales and operations to develop and implement Middle Game action plan, e.g. document due diligence in project brief, develop win plan, SWOT analysis, and Executive Summary, conduct Go/No Go and strategy review, identify execution team. Plan, organize and direct all elements of End Game, e.g. analyze client request, develop response plan (B&P budget, response team, compliance check-list, response outline, schedule), initiate Go/No Go, conduct kick-off meeting, manage and work with team to develop response sections, refine Executive Summary, conduct in-progress reviews, schedule Pricing Reviews, ensure on-time delivery of response. Translate the Win Strategy into key themes and produce compelling sales documents utilizing benefits statements, graphics, and proofs. Work with Sales Lead and Capture Manager/Operations to develop B&P estimate, gain approval, regularly monitor B&P spending, and report any significant variances. Work with Capture Manager/Operations to develop innovative solutions, or leverage corporate network to identify existing capabilities, that respond to client challenges and create a distinctive competitive advantage. Develop and maintain qualification materials including project descriptions, experience matrices/overviews, safety and quality statistics, capability statements, etc. Specifically work with Operations to capture and develop performance proofs and client testimonials. Share sales materials, information, knowledge and best practices with other Inside Sales team members company wide. Ensure that all sales documents comply with our Corporate Identity Program and client confidentiality requirements. Ensure sales process close-out procedures comply with requirements for SOX and ISO certification, as required. Support Global Sales by timely preparation of press releases, providing input to the Annual Report, and support of Global Sales initiatives as appropriate. Qualifications A minimum of 5 years of proposal development experience within the A/E/C industry or applicable experience Bachelor’s degree with relevant major such as Business, Marketing, Communications, Architecture or Engineering required Excellent communication skills (both verbal and written), organization, time management skills, and the ability to work in a fast-paced, deadline driven environment. In-depth proficiency with MS Office Suite, particularly Word, PowerPoint, and Excel required. Proficiency with Adobe Creative Suite, particularly InDesign, preferred. Must also be willing and able to travel domestically, work nights, and weekends, as required. At Jacobs, we help prepare people for new opportunities and challenges. With positions at every level, openings in multiple disciplines, expertise in a range of markets and offices around the globe, we create an environment where you can learn, grow, and thrive. From our competitive benefits program to our Health and Safety initiative of Beyond Zero workplace injuries, we believe that you'll find a flourishing career here at Jacobs. Jacobs is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other characteristics protected by law. Jacobs is a background screening, drug-free workplace.