Sales Proposal Writer/Manager BASIC PURPOSE: To increase sales and improve our K-12 win rate by producing professional, outstanding sales proposals and RFP responses that: use effective sales strategy employ excellent messaging and writing skills clearly define the scope of product, work and services to the prospect highlight Horizon's competitive advantages are competitively priced meet the requirements and deadlines specified PRINCIPLE ACCOUNTABILITIES: Be aware of any RFP opportunities before, or as soon as, they become public Strategize a win theme based on knowledge of each RFP and the prospect's needs Formulates sales strategy and market intelligence to produce the most professional, comprehensive, and competitively attractive sales proposals and RFP responses that meet all requirements Implement and maintain sales proposal system and data library Use market and competitive intelligence to ensure effective pricing strategy Redesign, maintain and evolve sales proposal template for all sales reps to use for providing quotes to new customers Stay up to date with RFP award statuses at all times through the RFP process; ensure tracking and measurement of all sales proposal activity Act as primary contact for RFPs from a customer-facing perspective (external customer management) ESSENTIAL FUNCTIONS: Market intelligence – be an expert on the decision makers and influencers in K-12, how they buy and their buying criteria; on our competition (offerings, pricing, strategies) and how to differentiate Horizon through our sales proposals Interpret RFP requirements and specifications to go beyond the literal and understand intent of each requirement Work closely with sales reps to understand prospect needs and what is most important; develop win theme and strategies for overcoming obstacles and landmines written in the RFP Write, edit, and produce sales proposals in response to RFPs using win theme, meeting all requirements, and shipped meeting the deadlines specified in the RFP Maintain detailed knowledge of all software functionality and current hardware offerings in the K-12 market Review final proposal package with sales rep before it goes to the prospect Ensure accurate and competitive pricing for sales proposals that align with company's desired profit margin and based on prospect demographics Implement and maintain PMAPS system for up-to-date boilerplate documents, functional responses, and competitive advantages Work with SMEs from R&D, Accounting, Services and other departments as needed for information needed for RFPs that cannot be answered using own knowledge or PMAPS database Work with creative marketing on graphic and production needs for proposals, perpetually improving the proposal presentation Develop a professional sales proposal package template for prospects outside of the RFP process that can replace the current basic quote templates we use today Develop and maintain viable system for managing K-12 customer references that can be used in proposals and RFP responses Direct Production Coordinator on printing and assembling proposal package RESPONSIBILITIES AND ADDITIONAL DUTIES: Monthly reports as defined by management Communicate to Sales & Marketing any developments, updates, trends in the market including information gained from analysis of competitive RFP responses Participate in the sales process, in product demonstrations, or at trade shows as needed Any additional duties as required by management directly related, or not, to position