Director, Proposal Management
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Job Description
Director leading enterprise bioprocessing proposals integrating Repligen equipment, software, services, and third-party technologies. Building proposal governance, teams, tools, and sales-to-execution processes.
Responsibilities:
- Lead development of enterprise-scale, end-to-end bioprocessing proposals integrating Repligen equipment, consumables, automation, software, services, and selected third-party technologies
- Serve as primary proposal leader from early customer and A&E engagement and budgetary proposals through RFI, RFP, URS response, and final proposal development
- Establish and scale proposal management capability through governance, processes, templates, technical and regulatory response libraries, pricing tools, and digital workflows
- Recruit, develop, coach, and mentor Proposal Managers and build scalable regional coverage
- Coordinate cross-business-unit teams to develop unified proposals spanning the Repligen portfolio
- Establish controlled processes for budgetary proposals, including assumptions, exclusions, configurable options, lead-time inputs, pricing governance, margin review, and approvals
- Own end-to-end RFI, RFP, RFQ, and URS response processes, including intake, go/no-go assessment, workplans, clarification questions, compliance matrices, technical responses, pricing coordination, reviews, approvals, submission, addenda, and follow-up
- Partner with Commercial teams to manage strategic accounts, customer forecasts, and proposal pipeline stages
- Develop stage-gate processes, templates, Statements of Work, scope boundaries, responsibility matrices, review checklists, approval workflows, and handover standards
- Build and maintain approved technical, regulatory, quality, validation, documentation, architecture, and commercial content libraries
- Enable AI-assisted URS/RFP tools and Configure-Price-Quote capabilities with human review and approval controls
- Partner with Integrated Solutions Program Management on sales-to-execution handover after award
- Establish proposal metrics and use findings to drive process, content, and tool improvements
- Report directly to the VP of Integrated Solutions
Requirements:
- Bachelor's degree or higher in Engineering, Life Sciences, Business, Operations, or a related technical discipline
- 10 years of life sciences or bioprocessing industry experience, with substantial experience in proposals, applications engineering, product management, technical sales, capital equipment, or integrated solution development
- At least 5 years of experience leading complex RFI, RFP, RFQ, URS, or proposal activities for bioprocess equipment, engineered systems, automation, consumables, facility projects, or other regulated capital solutions
- Strong understanding of upstream and downstream bioprocessing, single-use technologies, equipment integration, automation interfaces, consumables, services, and the commercial lifecycle for capital projects
- Demonstrated ability to develop budgetary quotations and final proposals across multiple product lines while coordinating technical scope, pricing, schedule, risk, compliance, and customer expectations
- Experience engaging Sales leaders, end users, A&E/EPC firms, consultants, Product Management, Engineering, Quality, Regulatory, Finance, Legal, and other cross-functional stakeholders
- Understanding of GMP equipment and consumables regulatory/quality requirements
- Experience developing standardized proposal processes, knowledge libraries, templates, CPQ workflows, and CRM processes
- At least 3 years of people leadership experience, including building team capability, coaching, resource planning, and succession development
- Willingness and ability to travel globally approximately 15%
- Executive presence and confidence engaging with senior customer stakeholders, architecture and engineering firms, and cross-functional leadership
- Exceptional written communication, proposal development, commercial judgment, organization, and attention to detail
- Ability to operate effectively in a matrixed organization, manage multiple time-sensitive pursuits, and lead through ambiguity
- Goal-oriented, collaborative, highly organized, and accountable leadership style
- Self-motivated and able to operate effectively with a high degree of autonomy
- Valid passport and driver's license
Benefits:
- Variable cash programs (bonus or commission)
- Equity may be included for eligible roles
- Paid time off
- Health, dental, and vision benefits
- Retirement benefits
- Flexible spending accounts
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