Director, Proposal Management

This is a fully remote position, open to applicants in California, +7 more states.

📋 Description

• Lead the development of comprehensive bioprocessing proposals on an enterprise scale by integrating Repligen equipment, consumables, automation, software, services, and selected third-party technologies.

• Act as the primary leader for proposals, overseeing early customer engagement, A&E interactions, budgetary proposals, and guiding the processes through RFI, RFP, URS responses, and the final proposal creation.

• Establish and enhance the proposal management capabilities by implementing governance, processes, templates, technical and regulatory response libraries, pricing tools, and digital workflows.

• Recruit, mentor, coach, and develop Proposal Managers while building scalable regional coverage.

• Coordinate cross-business-unit teams to create cohesive proposals that encompass the entire Repligen portfolio.

• Implement controlled processes for budgetary proposals, which include assumptions, exclusions, configurable options, lead-time inputs, pricing governance, margin review, and necessary approvals.

• Manage the end-to-end processes for RFI, RFP, RFQ, and URS responses, covering intake, go/no-go assessments, workplans, clarification questions, compliance matrices, technical responses, pricing coordination, reviews, approvals, submissions, addenda, and follow-up.

• Collaborate with Commercial teams to oversee strategic accounts, customer forecasts, and the various stages of the proposal pipeline.

• Develop stage-gate processes, templates, Statements of Work, define scope boundaries, create responsibility matrices, review checklists, approval workflows, and establish handover standards.

• Build and maintain libraries containing approved technical, regulatory, quality, validation, documentation, architecture, and commercial content.

• Facilitate AI-assisted URS/RFP tools and Configure-Price-Quote capabilities, ensuring human review and approval controls are in place.

• Partner with Integrated Solutions Program Management to ensure a smooth sales-to-execution handover post-award.

• Define proposal metrics and utilize findings to enhance processes, content, and tools.

• Report directly to the VP of Integrated Solutions.

⛳️ Requirements

• A Bachelor's degree or higher in Engineering, Life Sciences, Business, Operations, or a related technical field.

• A minimum of 10 years of experience in the life sciences or bioprocessing industry, with significant exposure to proposals, applications engineering, product management, technical sales, capital equipment, or integrated solution development.

• At least 5 years of experience leading intricate RFI, RFP, RFQ, URS, or proposal activities related to bioprocess equipment, engineered systems, automation, consumables, facility projects, or other regulated capital solutions.

• Strong comprehension of both upstream and downstream bioprocessing, single-use technologies, equipment integration, automation interfaces, consumables, services, and the commercial lifecycle associated with capital projects.

• Proven ability to develop budgetary quotations and final proposals across various product lines while managing technical scope, pricing, schedule, risk, compliance, and customer expectations.

• Experience in engaging with Sales leaders, end users, A&E/EPC firms, consultants, Product Management, Engineering, Quality, Regulatory, Finance, Legal, and other cross-functional stakeholders.

• Knowledge of GMP equipment and consumables regulatory and quality requirements.

• Experience in developing standardized proposal processes, knowledge libraries, templates, CPQ workflows, and CRM processes.

• At least 3 years of experience in people leadership, including team capability building, coaching, resource planning, and succession development.

• Willingness and capability to travel globally, approximately 15% of the time.

• Executive presence with confidence when engaging senior customer stakeholders, architecture and engineering firms, and cross-functional leadership.

• Exceptional skills in written communication, proposal development, commercial judgment, organization, and attention to detail.

• Ability to function effectively within a matrixed organization, manage multiple time-sensitive projects, and lead amid ambiguity.

• A goal-oriented, collaborative, highly organized, and accountable leadership style.

• Self-motivated with the ability to operate effectively with a high degree of autonomy.

• A valid passport and driver's license.

🏝️ Benefits

• Variable cash programs (bonus or commission).

• Equity may be offered for eligible roles.

• Paid time off.

• Health, dental, and vision benefits.

• Retirement benefits.

• Flexible spending accounts.