Title:
Growth & Proposals Manager (Infrastructure & Built Environment)
"Belong, Connect, Grow, with KBR!
The KBR team of teams delivers future-forward science, technology and engineering solutions and mission-critical services that help governments and companies around the world accomplish their most important objectives, while also helping achieve their sustainability goals.
KBR Sustainable Technology Solutions provides holistic and value-added solutions across the entire asset life cycle. These include world-class licensed process technologies, differentiated advisory services, deep technical domain expertise, energy transition solutions, high-end design and engineering capabilities, and smart solutions to optimize planned and operating assets."
KBR is looking for Growth & Proposals Manager (Infrastructure & Built Environment) to be based in Abu Dhabi / Dubai and should be Flexible to travel, with the ability to support infrastructure and built environment pursuits across the region.
Position Summary
The Growth Sales Manager leads and coordinates end-to-end growth and pursuit activities for Infrastructure & Built Environment opportunities. The role converts customer, market, and competitor insight into clear win strategies, compelling value propositions, competitive commercial approaches, and high-quality proposal content. Working across business development, operations, engineering, estimating, finance, commercial, legal, and Growth Enablement, the role brings together the right people, information, and decisions to improve pursuit quality, win probability, and profitable growth.
Key Responsibilities
- Lead pursuit planning from qualification through submission, clarification, interview, negotiation, and handover.
- Facilitate pursuit kickoffs, strategy sessions, storyboard reviews, color-team reviews, and proposal workshops.
- Develop and maintain pursuit plans, schedules, governance milestones, action logs, and clear accountabilities.
- Coordinate cross-functional contributors and subject matter experts to deliver complete, accurate, and timely submissions.
- Identify delivery risks, dependencies, and resource constraints early and escalate them with practical recommendations.
- Translate customer priorities and market insight into differentiated win strategies, win themes, value propositions, and response strategies.
- Develop executive summaries and shape persuasive technical, management, and commercial content in partnership with subject matter experts.
- Ensure proposal messaging is consistent, customer-focused, evidence-based, and aligned with the approved pursuit strategy.
- Maintain compliance with customer instructions, evaluation criteria, procurement requirements, and internal governance standards.
- Support the preparation of customer presentations, interview materials, and executive briefing content.
- Maintain disciplined version control, document management, and knowledge capture in accordance with the knowledge management framework.
Market Intelligence & Growth Strategy
- Support opportunity identification, qualification, and bid/no-bid decision-making with clear, fact-based analysis.
- Develop customer, competitor, and market intelligence to inform positioning and engagement strategies.
- Conduct competitive benchmarking and contribute to price-to-win analysis.
- Capture lessons learned, maintain reusable pursuit intelligence, and ensure relevant insights are applied to future opportunities.
- Recommend practical actions to strengthen pipeline quality, competitive positioning, and win rate.
Pricing & Commercial Coordination
- Lead development of pursuit pricing strategies in partnership with estimating, operations, finance, and commercial teams.
- Coordinate technical, commercial, financial, and contractual inputs to create a cohesive and competitive customer offering.
- Manage assumptions, exclusions, clarifications, and submission requirements throughout the pursuit lifecycle.
- Support development of pricing models, value propositions, and differentiators aligned with customer needs and pursuit strategy.
- Ensure pricing reflects the proposed execution approach, risk profile, market intelligence, customer requirements, and required returns.
- Support commercial reviews, negotiations, post-submission clarifications, and the transition of successful pursuits into delivery.
Qualifications & Experience
- Bachelor’s degree in business, engineering, construction management, marketing, communications, or a related discipline; equivalent relevant experience will also be considered.
- At least nine years of progressive experience in infrastructure, business development, sales, growth, proposals, estimating, commercial management, or a related field.
- Demonstrated experience supporting or leading complex pursuits in infrastructure, transportation, the built environment, advisory, professional services, EPC, EPCM, design-build, consulting, government, or major capital projects.
- Strong understanding of the full pursuit lifecycle, including qualification, strategy, proposal development, pricing, governance, submission, interview, negotiation, and handover.
- Proven ability to coordinate complex, cross-functional work and influence stakeholders without direct authority.
- Excellent written and verbal communication skills, including the ability to translate technical and commercial information into clear, persuasive customer content.
- Ability to manage multiple priorities and meet demanding deadlines while maintaining accuracy, quality, and sound judgment.
- Proficiency in proposal development, document collaboration, presentation, and standard business productivity tools.
Key Competencies
- Growth and customer focus
- Commercial acumen
- Strategic and analytical thinking
- Proposal and pursuit leadership
- Project management and disciplined execution
- Collaboration and stakeholder influence
- Persuasive written and verbal communication
- Planning, prioritization, and organization
- Risk assessment and practical decision-making
- Continuous improvement and knowledge sharing
