Overview
Proposals Specialist Jobs in Toronto, Ontario, Canada at DRA Global
Title: Proposals Specialist
Company: DRA Global
Location: Toronto, Ontario, Canada
DRA Global is a diversified, global engineering, project delivery and operations management group with an impressive track record spanning over three decades.
As the Partner of first choice, DRA Global aims to attract, recruit and retain the best talent in the marketplace; in doing so we have developed a solid organizational culture focused on Safety, Integrity, Courage, Innovation, Trust and People to ultimately deliver the best results for clients.
We are seeking a Specialist, Proposals and Origination, based out of our Toronto or Montreal.
This role supports the Business Development team to increase Canada’s revenue and profitability by identifying and assessing new business opportunities, prioritizing the leads, developing and progressing the leads through to request for proposals and assisting in their conversion into purchase orders. Responsibilities include market research, networking, client engagement to understand project drivers, leading proposals preparation for DRA’s engineering services, preparing and delivering proposal presentations, preparing reports, working with salesforce to keep the pipeline reflective of business reality
New Business Development
- Develops persuasive approaches that will encourage potential clients of working with DRA.
- Assists in preparing win plans detailing the pursuit team, value proposition, relations strengths & gaps.
- Supports the development of proposals with focus to ensure value proposition is clearly communicated and captured.
- Prepares proposal presentations and assists with presentation of proposals to potential clients.
- Actively pursues opportunities related to all DRA’s services including consulting, engineering, construction and asset management.
- Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
Client Relationship Building
- Assists in researching and building relationships with new and existing clients.
- Assists in building relationships in the financial community (Private Equity, Banks, Streaming Funds, Merchant Banks, etc.)
- Assists in mapping out the relationship landscape identifying the decision makers, influencers and detractors within the client organization. Performs relationship gap analysis and deploys actions to address gaps.
Business Development Planning & Reporting
- Manages all relationships and opportunities using the CRM (Customer Relationship Management) system.
- Ensures stakeholders are utilizing the CRM system to ensure accurate reporting.
- Assists in preparing annual sales forecasts and budgets. Updates forecasts & reports on monthly and quarterly basis using the CRM and other resources.
- Attends industry functions, such as association events and conferences, and provide feedback and information on the opportunities, clients market and general trends.
- Utilizes knowledge of the market and competitors, identifies and develops unique value propositions and differentiators specifically tailored to the needs of each client.
- Collaborates with the various divisions within the company to ensure alignment on the pipeline and leads prioritized.
Proposals Management
- Responsible for developing, producing and formally submitting pre-qualifications, expressions of interest and proposals for all project pursuits for DRA Americas Origination; from receipt of RFP documents to proposal submission, including post-bid clarifications.
- Maintains high quality standards for proposal content and coordinates teamwork efforts and timelines with technical content providers and in-house subject matter experts to ensure RFP requirements are met, client hot button issues are addressed, and a high-quality proposal is issued in advance of the submission deadline.
- Leads the consolidation of deliverable’s estimates. Aligns deliverables to the needs of the client and business case.
- Marshals resources across the business unit and throughout organization from other centers to contribute to the proposal process as necessary.
Management Research
- Monitors and analyses business and economic trends.
- Research market trends with the objective of understanding how these trends influence business. Monitor competitor movement.
- Actively updates CRM system to generate progress reports (new leads, prioritization, progress on exiting leads, leads converted)
- Ensures that all client related data is accurately entered and managed within DRA’s CRM system.
- Identifies trendsetter ideas by researching industry and related events, publications, and announcements; tracking individual contributors and their accomplishments.
Requirements:
- 3+ years' experience with engineering, testing, project and professional services.
- 3+ years' previous experience in Business Development & established customer networks
- 3+ years' experience in networking with clients at both corporate and operational levels
Employment type:
Permanent
Our competitive compensation package has been designed to reward our employees’ skills, competencies and performance that align with our culture. The compensation range for this role is $70,000 to $100,000 annually, depending on the candidate's experience and qualifications. DRA offers a hybrid work policy, excellent health and dental benefits including an HSA, RRSP matching, employee recognition programs, and plenty of opportunities to build genuine relationships.
We may use Artificial Intelligence (AI) tools to help screen/assess/select candidates as part of our recruitment process.
We value diversity and the benefits it brings to achieving our objectives, enhancing our reputation, and attracting, engaging, and retaining talented people. We welcome applications from all backgrounds regardless of gender, age, disability, and ethnicity.
Our commitment to equal opportunities and a diverse workplace is embodied in our values of People, Safety, Trust, Integrity, Excellence, and Courage.
