Lead, Strategic Proposals

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We're seeking a Strategic Proposals Lead in our South Africa office to help us take vision to value and create lasting impact.  The Strategic Proposals Team (SPT) is a centralized team that provides proposal and pursuit leadership at North Highland. As accredited APMP proposal professionals, we partner with internal industry teams to create winning proposals and presentations – including strategy, pitch, and proposal development. 

SUMMARY:

This opportunity is as a Lead for our SPT EMEA (Europe, Middle East and Africa) team, with a primary focus on opportunities in the UK public-sector and regulated industries. Under the direction of senior members of SPT, you will lead proposal processes – guiding the proposal team, coordinating and leading kickoff meetings and cadence calls, establishing the proposal schedule and tracking proposal team assignments to completion to help our impact in delivering high-quality, client-focused proposals and generate more work for the firm.

YOU WILL:

Lead the proposal development process from start to finish, verify client requirements are met, collaborate with cross-functional teams to craft value messaging and quality proposal content, manage timelines and resources effectively, and ensure final submissions are compelling, compliant, and delivered on time with support from a proposal manager or director. Specific expectations include:

• Organize and Manage Proposal Efforts – Lead proposal process in line with firm’s global proposal methodology, taking opportunities from qualification through pursuit stages to deliver successful, high quality, compliant proposals and pitches.

• Client RFP/ITT Analysis and Proposal Structuring – Analyze the client context, opportunity history, and client documents to develop proposal outlines/templates, establish compliance guidelines, and manage team content assignments.

• Compliance Management – Ensure all document and portal requirements are met, resolve any conflicts within the proposal efforts, and interpret client language and requirements. Collaborate with representatives from company departments including HR, legal, and finance to address any compliance requirements that need wider input.

• AI Best Practice – Embed and use AI tooling in your daily work to deliver efficient, high quality, and repeatable proposal processes as well as leading on new ways to improve our ways of working using these tools.

• Strategic Collaboration – Work with client account and internal teams to lead development of proposal response strategies, identify key differentiators, and facilitate the creation of winning position and themes.

• Team Leadership – Lead a proposal team, coordinate task assignments and responsibilities with the account team, and ensure all team members understand their roles in the proposal process.

• Content Oversight – Oversee the development of proposal content to ensure it is compelling, accurate, and aligns with the client's needs.

• Content Writing – Write sections of the proposal, such as firm-level assurance processes or staff profiles, ensuring clarity and consistency throughout the document(s).

• Editing – Edit proposals to ensure consistent format, branding alignment, voice and appropriate tone in proposals.

• Sales Messaging – Act as an advocate for the application of firm sales messaging within proposal and pitch content and incorporate key messages that convey the value proposition for each opportunity

• Progress Monitoring – Establish routine cadence calls to monitor progress and make necessary adjustments to meet deadlines.

• Proposal Review Management – Schedule, prep for, and organise proposal reviews,

• Facilitate the preparation of content for presentation teams

• Design – Lead development of graphics and documents that effectively and attractively convey brand and proposal messaging, including partnering with the Design Team.

IDEALLY, WE'D LIKE:

• Minimum of 3+ years of experience, preferably within proposals/pursuits in a B2B/Professional Services environment.

• Experience of leading proposal development in the UK public sector or regulated industry procurement lifecycles, including knowledge of procurement rules and client procurement practices.

• Shipley and/or Association of Proposal Management Professionals (APMP) Certification highly desired.

• Well organised, strong project management skills – able to multi-task across multiple projects and track multiple workstreams, activities, and people at the same time.

• Strong written and oral communication skills.

• Ability to digest detailed client requirements and document packs to understand their critical needs and apply those to executing a proposal process effectively.

• Comfortable leading/facilitating group discussions or meetings in in-person, hybrid, and virtual formats.

• Resourceful and proactive mindset, identifying areas where we can help improve a response or process and taking on that responsibility.

• Demonstrated proficiency using Microsoft tools (Teams, Sharepoint, PowerPoint, Word, Excel, CoPilot).

• Able to build relationships with industry, service line, market and other key stakeholders.

DESIRED SKILLS:

• Presentation / pitch coaching experience.

• Visual / graphics design layouts or proposal graphics best practice.

• Knowledge of consulting core competencies such as Project Management, Change Management, Process, and Technology knowledge is preferred.

• Experience using AI techniques for proposal enhancement.

• Knowledge of commercial modeling and pricing development in professional services.

EDUCATION/CERTIFICATIONS/EXPERIENCE:

• Education: Bachelor’s degree in Business, English, Marketing, or related field.

• Training / Certifications: Certified APMP, Shipley, or related proposal training highly desired.

• Years’ experience: Minimum 3+ years of proposal leadership experience.

Applicants must be authorized to work in South Africa, without the need for visa sponsorship by North Highland. Work visa sponsorship will not be provided, either now or in the future, for this position.

North Highland is an equal opportunity employer, and we adhere to all applicable laws and regulations to ensure a fair and equitable workplace. All qualified applicants will receive fair and impartial consideration without regard to race, color, sex, gender identity, religion, national origin, age, sexual orientation, disability, veteran status, or any other characteristic protected by law. We handle all information in accordance with local privacy standards and maintain strict confidentiality.