Growth & Proposals Manager (Infrastructure & Built Environment)

Kellogg Brown & Root International Inc.; Dubai; Sur place; AED 350 000 - 550 000; Plein temps

Résumé du poste

Kellogg Brown & Root International Inc. in Dubai seeks a Growth Sales Manager to lead end-to-end growth and pursuit activities for Infrastructure Built Environment opportunities, translating market insights into win strategies and compelling value propositions.

You will coordinate across business development, operations, engineering, estimating, finance, and legal to improve pursuit quality, win probability and profitable growth.

Qualifications

• Bachelors degree or equivalent in business, engineering, construction management, marketing, or related discipline.
• At least nine years of progressive experience in infrastructure, business development, sales, growth, proposals, estimating, commercial management, or related field.
• Experience supporting or leading complex pursuits in infrastructure, transportation, built environment, advisory, professional services, EPC/EPCM, design-build, consulting, government or major capital projects.
• Strong understanding of the full pursuit lifecycle: qualification, strategy, proposal development, pricing, governance, submission, interview, negotiation, handover.
• Proven ability to coordinate complex, cross-functional work and influence stakeholders without direct authority.

Responsabilités

• Lead pursuit planning from qualification through submission, interview and handover.
• Facilitate pursuit kickoffs, strategy sessions, storyboard reviews and proposal workshops.
• Develop and maintain pursuit plans, schedules, governance milestones and action logs.
• Coordinate cross-functional contributors to deliver complete, accurate and timely submissions.
• Identify delivery risks and dependencies early and escalate with practical recommendations.
• Translate customer priorities and market insight into differentiated win strategies and value propositions.
• Develop executive summaries and shape persuasive technical, management and commercial content with SMEs.
• Ensure proposal messaging is consistent, customer-focused and evidence-based.
• Maintain compliance with customer instructions, evaluation criteria and procurement requirements.
• Support preparation of customer presentations and executive briefing content.
• Maintain disciplined version control and knowledge capture in line with knowledge management.

Connaissances

Cross-functional coordination

Strategic thinking

Proposal development

Effective communication

Bid management

Negotiation

Formation

Bachelors degree in business/engineering/related field

Description du poste

Position Summary

The Growth Sales Manager leads and coordinates end-to-end growth and pursuit activities for Infrastructure Built Environment opportunities The role converts customer market and competitor insight into clear win strategies compelling value propositions competitive commercial approaches and high-quality proposal content Working across business development operations engineering estimating finance commercial legal and Growth Enablement the role brings together the right people information and decisions to improve pursuit quality win probability and profitable growth

Key Responsibilities

• Lead pursuit planning from qualification through submission clarification interview negotiation and handover
• Facilitate pursuit kickoffs strategy sessions storyboard reviews color-team reviews and proposal workshops
• Develop and maintain pursuit plans schedules governance milestones action logs and clear accountabilities
• Coordinate cross-functional contributors and subject matter experts to deliver complete accurate and timely submissions
• Identify delivery risks dependencies and resource constraints early and escalated them with practical recommendations
• Translate customer priorities and market insight into differentiated win strategies win themes value propositions and response strategies
• Develop executive summaries and shape persuasive technical management and commercial content in partnership with subject matter experts
• Ensure proposal messaging is consistent customer-focused evidence-based and aligned with the approved pursuit strategy
• Maintain compliance with customer instructions evaluation criteria procurement requirements and internal governance standards
• Support the preparation of customer presentations interview materials and executive briefing content
• Maintain disciplined version control document management and knowledge capture in accordance with the knowledge management framework

Market Intelligence Growth Strategy

• Support opportunity identification qualification and bid no-bid decision-making with clear fact-based analysis
• Develop customer competitor and market intelligence to inform positioning and engagement strategies
• Conduct competitive benchmarking and contribute to price-to-win analysis
• Capture lessons learned maintain reusable pursuit intelligence and ensure relevant insights are applied to future opportunities
• Recommend practical actions to strengthen pipeline quality competitive positioning and win rate

Pricing Commercial Coordination

• Lead development of pursuit pricing strategies in partnership with estimating operations finance and commercial teams
• Coordinate technical commercial financial and contractual inputs to create a cohesive and competitive customer offering
• Manage assumptions exclusions clarifications and submission requirements throughout the pursuit lifecycle
• Support development of pricing models value propositions and differentiators aligned with customer needs and pursuit strategy
• Ensure pricing reflects the proposed execution approach risk profile market intelligence customer requirements and required returns
• Support commercial reviews negotiations post-submission clarifications and the transition of successful pursuits into delivery

Essential Qualifications

Bachelor’s degree in business, engineering, construction management, marketing, communications, or a related discipline; equivalent relevant experience will also be considered.At least nine years of progressive experience in infrastructure, business development, sales, growth, proposals, estimating, commercial management, or a related field.Demonstrated experience supporting or leading complex pursuits in infrastructure, transportation, the built environment, advisory, professional services, EPC, EPCM, design-build, consulting, government, or major capital projects.Strong understanding of the full pursuit lifecycle, including qualification, strategy, proposal development, pricing, governance, submission, interview, negotiation, and handover.Proven ability to coordinate complex, cross-functional work and influence stakeholders without direct authority.Excellent written and verbal communication skills, including the ability to translate technical and commercial information into clear, persuasive customer content.Ability to manage multiple priorities and meet demanding deadlines while maintaining accuracy, quality, and sound judgement.Proficiency in proposal development, document collaboration, presentation, and standard business productivity tools.

Key Competencies

Growth and customer focusCommercial acumenStrategic and analytical thinkingProposal and pursuit leadershipProject management and disciplined executionCollaboration and stakeholder influencePersuasive written and verbal communicationPlanning, prioritization, and organizationRisk assessment and practical decision-makingContinuous improvement and knowledge sharing