Unispace is hiring a

Head of Pursuits, Americas

Boston, United States
Full-Time
Unispace is revolutionizing the creation of the workplace. Delivered across borders and capabilities, we offer an agile, end-to-end experience rooted in industry-leading workplace insights and fit for today’s ever-evolving global brands. Powered by genuine partnership with our clients, our efficient and flexible approach integrates transformational technology to empower decision-making and meet the pace of change. We enable our teams to provide diverse, fresh perspectives and to be courageous in challenging conventions of the way we work, collaborate, and learn.

Who you are

You’re a rare and special breed: a pursuits/proposals executive wonder, a creative, yet critical thinker. You are an influential leader with an appreciation of how to manage and bring together multiple teams to achieve a common goal. You are an agent for change and have a great track record in building pursuits teams and platforms, are open minded in your approach and always keep the customer front of mind.

What you’ll deliver

A redefined approach to responding to RFQ/RFPs and presentations, in collaboration with the Regional Principal of Marketing and Client Partnerships Director. Using your influence and leadership, you will bring all stakeholders along for the journey to refine our processes and improve our win rate. An additional priority is the refinement of the pursuits platform. This includes rebuilding the content/assets/best practice library, introducing metrics, developing an ongoing training program and constantly seeking to innovate and differentiate. 

Your skills and passion in a nutshell

  • You’re an inspiring leader with practical experience in managing and developing a team
  • You have impeccable stakeholder management skills and are passionate about coaching, managing, and coordinating teams ensuring all parties are engaged, clear, and delivering against the win strategy/storyboard
  • We want you to have opinions and express your thoughts/experience, knowing how to influence and persuade stakeholders to get the best outcome
  • You understand how to harness new technologies to generate and nurture opportunities, build brand equity, and create greater efficiencies throughout the team
  • You’re a creative thinker, who problem solves through collaboration and innovation
  • Strong storytelling capabilities. You’re a natural at developing win strategies, storyboards and a clear value proposition with client teams
  • You can communicate a concept through a cohesive narrative while maintaining tone of voice
  • Client-centricity is your default. You want to get to the core of a client’s needs, and understand the details and themes that sit behind Pursuits
  • You’re comfortable leading workshops and strategy sessions providing constructive feedback
  • Excellent writing and organisational skills with an eye for graphic design and unfaltering attention to detail
  • Your time management and resourcing planning is exceptional, and you know how to get the best out of your stakeholde
  • You work well under pressure and to strict deadlines
  • You’re happy to roll-up your sleeves and run proposals from initial qualification to post-submission feedback
  • You’re comfortable with change and ambiguity – seeing them as opportunities to innovate rather than barriers to achievement
  • Comfortable operating in a high responsibility, high freedom, high accountability environment. Our pace is quick and high volume, and we need someone who can keep up and consistently enjoys achieving and delivering, managing multiple deadlines
  • You love finding a better way of doing things, challenging the ‘status quo’, with the desire to constantly improve

What you’re responsible for

  • Partner with senior stakeholders across the Americas business to innovate our approach to pursuits, establish win strategies, and to champion pursuits excellence
  • Manage, coach, and mentor a growing team of pursuits and graphic professionals across our Americas region, with the goal of fostering a high performing, innovative team
  • Lead the development of major proposal responses, presentations and client or industry specific capability statements
  • Act as central point of contact for pursuit pipeline management
  • Develop case studies and topical content that promotes Unispace’s brand identity and position as a thought leader 
  • Co-create tools, templates, and training to facilitate increased independence of sales teams while fostering interdisciplinary collaboration
  • Ensure consistency, world class content writing, branding and design
  • Proactively seeking new ways to differentiate the firm in the market
  • Partner with Business Development, Client Relations, and Marketing & Communications on the strategic pursuit of new clients
  • Conduct post-submission analysis and lessons learned and implement changes and improvements
  • Collaborate across disciplines, regions and studios 

How we’ll measure it

  • Within six months of your commencement, the Americas region should be approaching proposals and pitching with a refined, well-understood and highly utilized framework
  • Benchmark the current win-rate, and show improvement at half yearly intervals
  • Within six months of commencement, the rebuilding and visible improvement of pursuits processes including our library and coordinating with other regions for consistency
  • Active involvement in Business Development and Client Relations’ targeting strategies for the Americas region
  • Timely and successful delivery of proposal responses, presentations and client or industry specific content which leverage regional/global intelligence and best support regional BD/Pursuits efforts 
  • Escalation and/or appropriate management of potential Pursuits issues
  • Supporting the strategic direction of the Pursuits and wider Client Partnerships function
  • Effectiveness and quality of relationships across team(s) within the discipline and region 
  • Proactive contribution to internal knowledge and engagement with the global marketing & communications team to encourage best practices 

Work experience & Technical knowledge

  • 10+ years of experience working in a proposal/pursuit capacity
  • Experience managing a proposals team
  • Experience implementing process efficiencies and embedding change
  • Experience in the architecture, design, or construction industry
  • Extensive experience writing and managing proposals
  • Experience being a strategic partner to firm leadership
  • Strong leadership and problem-solving skills
  • Customer-focused with strong storytelling and storyboarding capabilities
  • Superior writing, organizational, and interpersonal skills
  • Advanced knowledge of Adobe Creative Suite
  • Advanced knowledge of Microsoft Office

The statements on the job description are intended to describe the general nature and level of work being performed by the person(s) assigned to do this job.  The job description is not intended to be an exhaustive list of all responsibilities and duties required.
 
*External and internal applicants, as well as position incumbents who become disabled as defined under the Americans with Disabilities Act must be able to perform the essential job functions (as listed on the job description) either unaided or with the assistance of a reasonable accommodation to be determined by management on a case by case basis.
 
Unispace is committed to inclusion and diversity in all aspects of our business. We are proud to be an equal opportunity workplace and will evaluate qualified applicants without regard to race, religious creed, color, age, sex, sexual orientation, gender, gender identity, gender expression, national origin, ancestry, marital status, medical condition as defined by state law (genetic characteristics or cancer), physical or mental disability, military service or veteran status, pregnancy, childbirth and related medical conditions, genetic information or any other characteristic protected by applicable federal, state or local law.

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