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Our People & Places Solutions business – reinforces our drive to improve the lives of people everywhere and epitomizes the “why” of what we do – the tremendous positive impact and value our solutions bring to our communities and society as a whole. From facilities delivering life-saving therapies and ensuring clean water to enabling the connection of people through all modes of transportation and providing access to technology – we’re integrating a multitude of these solution elements to build the smart environments of tomorrow.
Start your Jacobs career with a company that inspires and empowers you to deliver your best work so you can evolve, grow and succeed – today and into tomorrow.
Your Impact:
What if we showed you how we’re solving the world’s greatest challenges by transforming intangible ideas into intelligent solutions for a more connected, sustainable world?
Our People & Places Solutions business – reinforces our drive to improve the lives of people everywhere and epitomizes the “why” of what we do – the tremendous positive impact and value our solutions bring to our communities and society as a whole. From facilities delivering life-saving therapies and ensuring clean water to enabling the connection of people through all modes of transportation and providing access to technology – we’re integrating a multitude of these solution elements to build the smart environments of tomorrow.
About the Opportunity:
Any Sales Operations Professional at an Associate level is capable to provide ownership of the end-to-end opportunity, working with Subject Matter Experts to develop value propositions that position to win work. You own the quality and presentation of our submissions and work with the teams to determine the best approach and style of response. The working environment is fast phased, and it is essential to have the ability to balance technical and commercial differentiation to support the Sales Lead in presenting the perfect balance that wins projects which fit our vision. You are to be effective at bringing the ideas of others to market; have good judgment about which ideas and suggestions could work; and be able to coordinate the work winning and creative process of others as part of an opportunity team either in a lead or coordinator capacity.
Working with a high degree of autonomy, you have excellent communication skills and are comfortable with managing priorities and deadlines. Highly developed soft skills relating to facilitation, conflict resolution, time management, and instilling an inclusive culture within the opportunity team are all of value. Assertiveness and influencing skills ensure your success working with stakeholders in this high-pressured environment. In addition, an ability to work and train team members to use Microsoft, CRM Salesforce, SharePoint, and InDesign are all considered advantageous. This is the perfect role for someone who enjoys leading proposal sessions and developing outstanding content.
Responsibilities include:
- Responsible to promote, implement and drive the implementation of our Relationship-Based Sales (RBS) methodology.
- Support sales processes and close-out procedures to comply with requirements for SOX and ISO certification, as required. Particularly in relation to governance and recording of Go/No-Go and Bid/No bid decisions and Green Reviews.
- Lead by example, guide others through your behavior instead of your words. Your intention is to inspire others to copy your behavior to accept the changes and thought processes to be successful.
- Develop or contribute to Win Plan (Gaps to Value Proposition), SWOT analysis, and Executive Summary.
- Work with designated response teams members to develop opportunity response plans in alignment with our Relationship Based Sales (RBS) process.
- Coordinate production of response documents
- Champion use of Client Success Platform (CSP) for approvals & linked SharePoint for End Game document collaboration.
- Analyse client requests & develop response plan (B&P budget, response team, compliance checklist, writing plan, response outline, schedule).
- Support Opportunity Bid/No Bid meetings, Pink Teams, kick-off meetings. Conduct and record approvals in CSP.
- Ownership in developing sections of sales documents that communicate the value proposition, through analysis and synthesis of raw data gathered from members of the opportunity team. This includes creating executive summaries with a unique design that is complementary to the value proposition.
- Conduct in-progress reviews, prepare Red Team package, incorporate Red Team input, Schedule Pricing Reviews. Conduct and record approvals in CSP.
- Ensure on-time delivery of response.
- Support bids close out processes after submission including collaboration with knowledge management.
- Develops new or updates existing sales qualification materials for current and future pursuit efforts to maximize quality and efficiency of sales document preparation.
- Research and understand industry sectors pursued by your region, and develop an understanding of our corporate, regional, and market qualifications that differentiate Jacobs towards clients.
- Develop your knowledge and skills in working within core Sales Systems and Tools and use the same for research and analysis purposes (e.g., CSP, SharePoint and Knowledge Centre).
- Develop and maintain materials including project descriptions, experience matrices/overviews, and capability statements. Work with Operations to capture and develop performance proofs and client testimonials.
- Contribute sales materials, information, knowledge and best practices with the global Sales Operations community.
- Ensure that all sales documents comply with our Corporate Identity Program and client confidentiality requirements.
- Champion Jacobs brand, including working within Brand Guidelines for visual identity and brand voice.
- Working independently to co-ordinate and develop sales documents using applicable tools, guidelines, and templates.
- Support Sales Leads and Operations in key Opening Game activities, e.g., client, competitor and market research, development of documented Core Client Strategies, participation in 10:1s, call planning, development of Executive Summaries and White Papers.
- Participate in multidiscipline opportunity teams to contribute to Middle Game plans and deliverables.
Here’s What You’ll Need:
As a successful candidate you will have:
The selection process is focused upon attributes and relevant practical experience, as opposed to prescribed levels of academic or professional qualification. Key attributes for the role include, but are not limited to:
- Tenacity
- Strong work ethic and proactivity, self-motivation, initiative, and leadership
- Basic business acumen
- Prepared to step outside of your comfort zone
- Ability to positively deal with unexpected change
- Ability to manage and discuss doubt during challenging times
- Work regime flexibility and accepting there are periods of intense working
- A strong desire for success and the elimination of failure
- Good communication and interpersonal skills with stakeholders at all levels of the business
- Patience, positivity, and resilience
- Enjoys team camaraderie whilst is also being able to work independently
Previous sales experience is highly desirable, but not essential if you can articulate why your current skills are transferable to this role. All grades and technical and professional backgrounds are considered. Full in-boarding to Growth & Sales and on-the-job training is provided.
