Proposals Manager

About the Role

SJ Group is seeking a Proposals Manager to join their team in Makkah, with locations in Jeddah and Makkah. This full-time role requires 5-10 years of experience and involves comprehensive management of the bid lifecycle, from initial tender receipt through to post-bid activities and internal governance. The Proposals Manager will coordinate multidisciplinary teams and external consultants to ensure timely and compliant submissions.

Key Responsibilities

• Manage the entire bid lifecycle, including RFP analysis, bid program development, and coordination of inputs from internal and external teams.
• Develop proposal templates, compliance matrices, and bid management documentation.
• Oversee bid governance and internal approval processes, including Go/No-Go evaluations and Gate Review meetings.
• Lead the preparation of financial proposals, including cost build-up, resource deployment plans, and cash flow projections.
• Develop technical proposal structures, content frameworks, and project delivery strategies.
• Coordinate with internal stakeholders across various business lines and support functions.
• Engage and manage external consultants and subconsultants, including preparing RFPs and negotiating commercial terms.
• Review contractual requirements, identify risks, and coordinate with legal and commercial teams.
• Manage and maintain bid-related systems, records, and knowledge bases, including SharePoint and Microsoft Dynamics 365.
• Coordinate final proposal reviews, submissions, and post-bid activities such as clarifications and negotiations.

Commercial and Financial Proposal Development

• Lead the development of financial proposals in coordination with the Cost Manager and technical teams.
• Develop detailed cost build-ups, incorporating internal resources, external consultants, and project expenses.
• Establish preliminary resource deployment plans, including staffing and man-month allocations.
• Consolidate and evaluate subconsultant financial proposals and integrate them into the overall commercial offer.
• Calculate and assess gross margin, profitability, EBIT, and other financial indicators.
• Develop cash flow projections and proposed payment schedules.
• Prepare commercial summaries, pricing breakdowns, and financial information for internal reviews.

Technical Proposal Development and Coordination

• Develop the technical proposal structure and content framework based on RFP requirements.
• Prepare initial technical write-ups, including project understanding, methodology, and value proposition.
• Coordinate the development of project delivery strategies and mitigation measures for identified risks.
• Prepare project-specific organizational structures, team compositions, and reporting arrangements.
• Ensure alignment between technical scope, resource deployment, delivery program, and financial proposal.
• Review and tailor personnel CVs and project references to demonstrate relevance to tender requirements.

Stakeholder and External Party Coordination

• Act as the central coordination point for internal stakeholders across various business lines and support functions.
• Coordinate with technical leads, project managers, and commercial teams to establish delivery arrangements.
• Facilitate multidisciplinary coordination meetings to resolve technical, commercial, and contractual matters.
• Identify and engage potential subconsultants and specialist partners.
• Coordinate the preparation and execution of NDAs and requests for proposals for external parties.
• Negotiate and align proposed fees and commercial assumptions with external partners.

Qualifications and Experience

• 5-10 years of experience in proposals or bid management.
• Demonstrated ability to manage complex bid lifecycles from initiation to submission.
• Proficiency in developing and managing bid documentation, including templates and compliance matrices.
• Experience in coordinating financial and technical proposal development.
• Strong understanding of bid governance and internal approval processes.
• Ability to coordinate effectively with diverse internal and external stakeholders.
• Familiarity with contractual and risk management aspects of proposals.
• Experience with knowledge management systems and opportunity tracking.