Sales Proposal Manager
Sales Proposal Writer/ManagerBASIC PURPOSE:  To increase sales and improve our K-12 win rate by producing professional, outstanding sales proposals and RFP responses that:use effective sales strategyemploy excellent messaging and writing skillsclearly define the scope of product, work and services to the prospecthighlight Horizon’s competitive advantagesare competitively pricedmeet the requirements and deadlines specified PRINCIPLE ACCOUNTABILITIES:  Be aware of any RFP opportunities before, or as soon as, they become publicStrategize a win theme based on knowledge of each RFP and the prospect’s needsFormulates sales strategy and market intelligence to produce the most professional, comprehensive, and competitively attractive sales proposals and RFP responses that meet all requirementsImplement and maintain sales proposal system and data libraryUse market and competitive intelligence to ensure effective pricing strategyRedesign, maintain and evolve sales proposal template for all sales reps to use for providing quotes to new customersStay up to date with RFP award statuses at all times through the RFP process; ensure tracking and measurement of all sales proposal activityAct as primary contact for RFPs from a customer-facing perspective (external customer management) ESSENTIAL FUNCTIONS:  Market intelligence – be an expert on the decision makers and influencers in K-12, how they buy and their buying criteria; on our competition (offerings, pricing, strategies) and how to differentiate Horizon through our sales proposalsInterpret RFP requirements and specifications to go beyond the literal and understand intent of each requirementWork closely with sales reps to understand prospect needs and what is most important; develop win theme and strategies for overcoming obstacles and landmines written in the RFPWrite, edit, and produce sales proposals in response to RFPs using win theme, meeting all requirements, and shipped meeting the deadlines specified in the RFPMaintain detailed knowledge of all software functionality and current hardware offerings in the K-12 marketReview final proposal package with sales rep before it goes to the prospectEnsure accurate and competitive pricing for sales proposals that align with company’s desired profit margin and based on prospect demographicsImplement and maintain PMAPS system for up-to-date boilerplate documents, functional responses, and competitive advantagesWork with SMEs from R&amp;D, Accounting, Services and other departments as needed for information needed for RFPs that cannot be answered using own knowledge or PMAPS databaseWork with creative marketing on graphic and production needs for proposals, perpetually improving the proposal presentationDevelop a professional sales proposal package template for prospects outside of the RFP process that can replace the current basic quote templates we use todayDevelop and maintain viable system for managing K-12 customer references that can be used in proposals and RFP responsesDirect Production Coordinator on printing and assembling proposal package RESPONSIBILITIES AND ADDITIONAL DUTIES:  Monthly reports as defined by managementCommunicate to Sales &amp; Marketing any developments, updates, trends in the market including information gained from analysis of competitive RFP responsesParticipate in the sales process, in product demonstrations, or at trade shows as neededAny additional duties as required by management directly related, or not, to position
Title: Sales Proposal Manager
Salary: None
Description: Sales Proposal Writer/ManagerBASIC PURPOSE:  To increase sales and improve our K-12 win rate by producing professional, outstanding sales proposals and RFP responses that:use effective sales strategyemploy excellent messaging and writing skillsclearly define the scope of product, work and services to the prospecthighlight Horizon’s competitive advantagesare competitively pricedmeet the requirements and deadlines specified PRINCIPLE ACCOUNTABILITIES:  Be aware of any RFP opportunities before, or as soon as, they become publicStrategize a win theme based on knowledge of each RFP and the prospect’s needsFormulates sales strategy and market intelligence to produce the most professional, comprehensive, and competitively attractive sales proposals and RFP responses that meet all requirementsImplement and maintain sales proposal system and data libraryUse market and competitive intelligence to ensure effective pricing strategyRedesign, maintain and evolve sales proposal template for all sales reps to use for providing quotes to new customersStay up to date with RFP award statuses at all times through the RFP process; ensure tracking and measurement of all sales proposal activityAct as primary contact for RFPs from a customer-facing perspective (external customer management) ESSENTIAL FUNCTIONS:  Market intelligence – be an expert on the decision makers and influencers in K-12, how they buy and their buying criteria; on our competition (offerings, pricing, strategies) and how to differentiate Horizon through our sales proposalsInterpret RFP requirements and specifications to go beyond the literal and understand intent of each requirementWork closely with sales reps to understand prospect needs and what is most important; develop win theme and strategies for overcoming obstacles and landmines written in the RFPWrite, edit, and produce sales proposals in response to RFPs using win theme, meeting all requirements, and shipped meeting the deadlines specified in the RFPMaintain detailed knowledge of all software functionality and current hardware offerings in the K-12 marketReview final proposal package with sales rep before it goes to the prospectEnsure accurate and competitive pricing for sales proposals that align with company’s desired profit margin and based on prospect demographicsImplement and maintain PMAPS system for up-to-date boilerplate documents, functional responses, and competitive advantagesWork with SMEs from R&amp;D, Accounting, Services and other departments as needed for information needed for RFPs that cannot be answered using own knowledge or PMAPS databaseWork with creative marketing on graphic and production needs for proposals, perpetually improving the proposal presentationDevelop a professional sales proposal package template for prospects outside of the RFP process that can replace the current basic quote templates we use todayDevelop and maintain viable system for managing K-12 customer references that can be used in proposals and RFP responsesDirect Production Coordinator on printing and assembling proposal package RESPONSIBILITIES AND ADDITIONAL DUTIES:  Monthly reports as defined by managementCommunicate to Sales &amp; Marketing any developments, updates, trends in the market including information gained from analysis of competitive RFP responsesParticipate in the sales process, in product demonstrations, or at trade shows as neededAny additional duties as required by management directly related, or not, to position
Requirements: Associate experience, Bachelor's Degree education
Fraudulent: No