A Proposal Manager oversees the entire proposal development process, from initial analysis of client requirements to final submission, ensuring all documents meet quality standards and compliance requirements. This role is critical for securing new business opportunities and driving organizational growth by crafting compelling, competitive proposals that win contracts.
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What is a Proposal Manager?
A Proposal Manager is a strategic professional responsible for leading and coordinating the development of business proposals in response to requests for proposals (RFPs), requests for information (RFIs), and other client solicitations. They serve as the central point of contact throughout the proposal lifecycle, managing timelines, resources, and stakeholder collaboration to create persuasive and compliant submissions that align with both client needs and organizational capabilities.
What does a Proposal Manager do?
A Proposal Manager coordinates cross-functional teams to develop winning proposals by analyzing client requirements, creating response strategies, and managing submission timelines. They oversee content development, ensure compliance with RFP specifications, and maintain quality control through rigorous reviews and editing. Additionally, they manage proposal budgets, facilitate collaboration between technical and business teams, and continuously improve proposal processes based on feedback and outcomes to enhance future success rates.
Job Overview
The Proposal Manager will lead the development and submission of complex, strategic proposals in response to government and commercial solicitations. This role requires expertise in managing the entire proposal lifecycle, from RFP analysis to final submission, ensuring compliance, competitiveness, and alignment with organizational capabilities. The ideal candidate will coordinate cross-functional teams, develop winning strategies, and maintain proposal quality standards to secure new business opportunities.
Proposal Manager responsibilities include:
1. Lead end-to-end proposal development process for federal, state, and commercial opportunities
2. Analyze RFP requirements and develop compliance matrices and proposal outlines
3. Coordinate and manage cross-functional proposal teams including technical, pricing, and contracts personnel
4. Develop win themes, competitive analysis, and proposal strategies
5. Conduct color team reviews (Pink, Red, Gold) and incorporate feedback
6. Ensure proposals meet all formatting, content, and submission requirements
7. Maintain proposal knowledge database and reusable content library
8. Implement and enforce proposal development best practices and processes
9. Manage proposal schedules and deadlines using SharePoint or similar collaboration tools
10. Conduct post-submission debriefs and capture lessons learned
1. Bachelor's degree in Business, Communications, or related field
2. 5+ years of proposal management experience in government contracting environment
3. APMP Foundation Level certification or equivalent
4. Proven track record of managing winning proposals over $10M
5. Expertise in FAR/DFARS regulations and government procurement processes
6. Strong knowledge of Shipley or similar proposal development methodology
7. Exceptional written and verbal communication skills
8. Proficiency in Microsoft Office Suite and proposal management software
9. Ability to work under tight deadlines and manage multiple proposals simultaneously
10. Experience with section writing, editing, and quality assurance processes
Preferred Qualifications
1. APMP Practitioner or Professional Level certification
2. Experience with federal agencies such as DoD, DHS, or NASA
3. Master's degree in relevant field
4. Experience managing proposals in technology, defense, or professional services sectors
5. Knowledge of CPARS and past performance documentation requirements
6. Experience with proposal automation tools (Qvidian, Loopio, or RFPIO)
7. Security clearance eligibility
8. Experience with cost proposals and pricing strategies
9. Background in technical writing or subject matter expertise in relevant domains
10. Familiarity with SAM.gov and government procurement platforms
Bonus Skills
1. APMP Certification Manager designation
2. Active security clearance
3. Experience with international proposals and export controls
4. Multilingual capabilities (Spanish, Mandarin, or Arabic)
5. Graphic design skills for proposal enhancement
6. Project Management Professional (PMP) certification
7. Experience with collaborative writing platforms (Google Workspace, Microsoft Teams)
8. Knowledge of Section 508 compliance requirements
9. Experience with proposal analytics and metrics tracking
10. Public speaking or presentation training experience
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