Proposal/Marketing Manager/Director

CARLEEN HEPBURN

**** ***** *****

Snellville, GA 30039

Telephone: 770-***-****

Cell: 770-***-****

Email address: **********@*****.***

SUMMARY OF QUALIFICATIONS

In today’s competitive market, it is no longer acceptable just to comply with the client’s requirements, but it is necessary to demonstrate how the proposed solution(s) will solve the client’s short- and long-term needs. Carleen is a seasoned, professional manager with 15+ years’ experience managing proposal and marketing initiatives for companies, including Affiliated Computer Services (ACS), Camp Dresser & McKee Inc. (CDM), CH2M Hill, Harland, Global Crossing, and Lucent Technologies. She understands the entire proposal/marketing process from opportunity tracking, capture management, proposal management to contract negotiations and how to assemble an “A Team” that can develop a winning solution that meets the client’s needs while mitigating risk to the company.

Carleen is an accomplished, decisive, and knowledgeable proposal/marketing professional and has received numerous awards for winning significant new and existing business, enabling business units to meet its revenue targets. She has gained the respect of all levels of management, including “C” suite management due to my decisive management approach, resulting in quality outputs and winning solutions for both the client and company.

To drive brand recognition in the market place and across industry sectors of interest, Carleen builds strong brands utilizing integrated marketing methodologies and successfully managing business-to-business services market penetration initiatives using innovative methodologies, including webinars, conferences, brownbags (lunch and learn), regional symposiums, etc. She is an energetic leader and a veteran in relationship management, including client, personnel, teaming partners, and vendors. Her core professional competencies include but not limited to proposal management, capture management, project and process management, market and business development, competitor analysis and market research, strategic brand management, market/trend/data analysis, and cross-functional team leadership and management.

Carleen is seeking a company where she can leverage her years of experience by partnering with the company’s resources to develop compelling documents to win more new business and expand/maintain existing business relationships while strengthening the company’s brand in its respective markets.

EDUCATION

MBA – Concentration in Marketing, American InterContinental University (AIU), 2004 (GPA 3.75 – Magna Cum Laude)

B.S. – Public Health, Rutgers University – Douglass College, 1996

MEMBERSHIP

Sigma Beta Delta Honor Society, Member Number 54402

Society for Marketing Professional Services (SMPS), Member Number 49729

Cambridge Who’s Who, Member Number: 1418789

TRAINING

Certified – Shipley, Facilitation, Strategic Selling, and Large Account Management Process

SuperUser – Salesforce, Privia, SharePoint, Marketo, Constant Contact, RegOnline, and Industrial Info Resources (IIR)

CERTIFICATION

Certified Professional Services Marketer (CPSM) [in progress]

Notary Public, State of Georgia, Gwinnett County, License Number W-00112503

EXPERIENCE

Affiliated Computer Services (ACS) – www.acs-inc.com 04/2011 – Present

Proposal Content Development Manager

Ms. Hepburn serves as the proposal content development manager for ACS State Healthcare, LLC, Government Healthcare Solutions Organization (subsidiary of ACS, A Xerox Company). She is responsible for managing writers, proposal managers, and production coordinators, and graphic artists. She facilitates strategic multi-million dollar opportunities with complex healthcare services requirements. She works with solution managers and line of business (LOB) experts on all proposal pursuits as well as facilitates the development and implementation of the organizations business plan relative to product development and positioning for cutting-edge Medicaid services. Additionally, Ms. Hepburn performs tasks including but not limited to the following:

• Takes responsibility for the opportunity from pursuit through award

• Oversees bid strategy development:

Qualification and “win-ability” of an opportunity

Solution approach, win themes, and discriminators

Identification/selection of partners/teammates and initiation of non-disclosure agreements and teaming agreements

Development/management of bid and proposal (B&P) budget

Engages corporate shared services resources

• Identifies required LOB resources as well as subject matter experts and proposal center writers, proposal managers, production coordinators, and graphic artists

• Shares client knowledge: history, terminology, policies, organization structure, etc.

• Works with solution manager to finalize solution, staffing, and appropriateness of corporate qualifications

• Writes and gains approval of transmittal letter and executive summary

• Monitors content to determine if additional LOB resources is needed

• Supports proposal manager during proposal status calls

• Manages decision reviews

• Finalization of price and scheduling of appropriate cost review(s)

• Participates in the proposal process, offering strategic guidance and direction; reviews across and within proposal sections to ensure quality and consistency of messages, the incorporation of win themes, and the quality presentation of solutions to ensure maximum technical scoring

• Monitors workload and progress to ensure assigned staff work meets expectations; provides feedback on a routine basis

• Hires and manages staff and conduct performance evaluations and special recognitions

• Manages staff’s career goals and objectives and modifies goals as needed throughout the year to ensure ongoing career growth

• Holds regularly scheduled individual supervisory sessions with all staff, ensuring all assignments are performed satisfactorily and on time

• Develops and delivers training sessions as needed; develops proposal workshop sessions and “brownbag” meetings for all staff

• Mentors staff in research activities, writing skills, and editing

• Participates in proposal review teams and read and comment on proposal content to improve overall quality

• Develops operating budget for the proposal center department

• Develops and achieves strategic plans/goals to grow ACS’ healthcare customer base and associated product lines, including Medicaid and future health exchange products

• Develops and maintains relationships with internal constituents by advising them of the latest products, programs, and services

• Effectively manages external and internal communications

• Effectively uses resources to establish brand identity with multiple key stakeholders and constituencies, including members, providers, regulators, and legislators

• Maintains current understanding of competitions’ strengths and weaknesses

Camp Dresser & McKee Inc. (CDM) – www.cdm.com 02/2004 – 04/2011

Lead Marketing Writer/Supervisor

Ms. Hepburn served as the lead marketing writer/supervisor for CDM’s Industrial Services Group. She supervised a staff of five writers and a graphic artist as well as support staff; facilitated strategic multi-million dollar pursuits with complex services and construction requirements; developed marketing material and statements of qualifications; edited proposals and technical papers for conferences; hosted technical webinar series for both internal and external clients; and coordinated conference participation, among others. She served as the marketing lead for the electric utilities, chemicals, oil & gas market sectors, as well as provided oversight to the food and beverage and metals and mining, and defense aerospace market sectors. She was responsible for strategy development and market research, coordinated and authored all proposals and marketing collateral, and supported conference participation and sponsorship which resulted in revenue and market growth in the sectors noted, enabling the industrial services group to consistently exceed its revenue goals from calendar year 2004 through 2010. Likewise, she worked with unit managers and the president of the Industrial Services Group and facilitated the development and implementation of CDM’s Industrial Services Group strategic five-year plan for the domestic and international market, where she played a key role in supporting the implementation strategy on how to identify opportunities, set metrics and targets, monitor performance and communicate progress to different stakeholders. Additional tasks include but not limited to the following:

• Tracked and reported on global opportunity pipeline (Salesforce)

• Facilitated opportunity assessment reviews and opportunity qualification, including bid/no-bid decisions

• Prepared and maintained the capture plan and conducted biweekly briefings to inform management of capture status and action plans to win

• Attended pre-bid meetings and collected additional intelligence on the client’s evaluation criteria, client’s hot buttons, issues and challenges, and short- and long-term goals

• Researched and documented market intelligence about the customer, procurement, and competition

• Developed win themes and key discriminators

• Facilitated brainstorming sessions to solidify the technical, operational, management, personnel, business strategies, and solutions approaches

• Assembled and managed the core capture team (sales, operations, engineering, marketing, etc.)

• Determined staffing needs and priorities for capture team; led the selection of reviewers for team reviews (pink, red, green/gold, recovery, final, and white glove)

• Worked jointly with the client service managers to champion opportunities to various stakeholders to build and drive winning pursuit teams

• Identified potential risks and develop mitigation plans

• Supported preparation and execution of oral presentations and site visits

• Prepared annual budget and business operating plans

• Established and maintained the proposal schedule

• Created a compliant outline addressing all sections of the RFP

• Ensured compliance and developed compliance matrices, as appropriate

• Approved template, cover, spine, tab, and label content (text and artwork)

• Gathered and submitted RFP questions

• Initiated and ensured RFP and appropriate proposal sections are reviewed by legal, contracts, and insurance groups

• Planned kick-offs, status meetings, and all color (pink, red, green/gold, recovery, final, and white glove) reviews

• Rated proposal at red team for the weekly dashboard report

• Ensured completion of all required forms by the appropriate personnel

• Prepared review packages and provided necessary guidance

• Established and maintained the online workspace (Privia and SharePoint)

• Coordinated with and supported graphics and production efforts

• Ensured on time production and communicated delivery plan

• Supported a $150 million sales goal and more than 125 proposals annually

• Worked collaboratively with client service managers, technical staff, and teaming partners to write and coordinate proposals ranging in value from $1 million to $100 million dollars

• Managed workflow and supervised, appraised, and mentored the marketing center staff

• Reviewed request for proposals; conducted research and competitor analysis, prepared proposal outline, schedule, and SWOT analyses; and developed win themes, discriminators, features, and benefits to improve the win ratio

• Led strategic brainstorming and storyboarding sessions throughout the business unit using Shipley proposal techniques

• Served as a red team reviewer on proposal pursuits, improving the win ratio, overall quality, and content while verifying conformance with the RFP requirements

• Facilitated strategy sessions, led the proposal team, and oversaw the overall quality of deliverables and efficiency of the proposal center

• Led and facilitated proposal planning, strategy, and review sessions

• Managed large, strategic multi-million dollar proposals as well as SOQs, RFIs, and client-focused presentations

• Oversaw the maintenance and quality of proposal databases for the division/geographic area, including qualifications materials, project matrices, and specialized experience write-ups

• Responded to inquiries and requests from other divisions such as writing marketing collaterals to assist in capturing new business

• Coordinated internal marketing initiatives and new process implementation, including program implementation such as Salesforce, SharePoint, Marketo, CDMwins, other business development process tools, etc.

• Facilitated large account and single-sourced opportunity planning sessions within each market sector to grow overall revenue target

• Spearheaded the Industrial Services Group’s webinar program to promote CDM’s technical expertise (created focused marketing campaigns, including focused website, targeted emails, and follow-up survey, and developed performance metrics and increased client attendance by 20 percent)

CH2M HILL – www.ch2m.com 03/2003 – 02/2004

Technical Sales Support Publications Specialist

As lead technical sales specialist for the southeast region water business group technical publications, Ms. Hepburn managed proposal activities for public and private utilities, municipalities, federal, etc. During Ms. Hepburn’s tenure, the projects she managed resulted in $15M in annualized revenue. She performed scheduling and workload leveling activities. She served as lead editor for large and complex publishing projects under minimal supervision or multiple production projects simultaneously. She performed document coordination activities. She served as lead editor and proposal manager on documents of all types and sizes. She worked directly with regional managers and external clients. Additional tasks included but not limited to the following:

• Partnered with client service managers to develop the proposal strategic approach(es) and customer-centric responses, and create presentations and proposals to meet clients’ requirements

• Interviewed clients and account managers to effectively communicate value proposition

• Managed project status, expenses, and overall budget

• Worked with subconsultants and third-party vendors

• Worked with contract administration and management team during contract negotiations

• Conducted kick-off calls, developed win themes and strategy, and assured compliance and production management

• Prepared cost analysis for projects (i.e., proposal assessment, proposal development, proposal interview, and contract negotiation)

Harland 11/2001 – 03/2003

RFP Sales Support Proposal Manager

• Supported approximately 150 sales executives nationwide, completing 90 plus RFPs, resulting in $100M in annualized revenue

• Authored, managed, and produced eight to ten successive proposals monthly

• Managed the process that moves a proposal from assessment to contract

• Managed simultaneous winning presentations (oral proposals) for three top ten financial institutions in the U.S. totaling $50M

• Developed and implemented formal proposal processes and trained global executive, sales, and marketing representatives accordingly

• Wrote original content as well as review, revise, and edit existing copy

• Completed assigned tasks on schedule at the highest level of creative integrity

• Reviewed requests and documentation with sales executives in order to fully comprehend assignment

• Worked with sales executive to ensure an effective client-centric approach

• Worked across departmental organizations to ensure accuracy of information and consistency

Global Crossing/Globix Corporation 03/2001 – 11/2001

Senior Sales Support Bid Response Manager/Request for Proposal (RFP) Manager/Sales Support

• Supported approximately 300 sales executives nationwide and Europe and was instrumental in the SWIFT project resulting in approximately $200M in annualized revenue

• Assisted the sales consultant in identifying gaps between requested services/functionality/specifications and our standard products and services

• Worked with operational management in the region to address and resolve such gaps

• Responsible for reviewing marketing’s responses for proposals and provided additional information as needed relative to tracking and following up on outstanding proposals

• Managed complex proposals for international commercial telecommunications services from capture management (pre-RFP) to contract award

• Supervised proposal analysts and graphics specialists in managing and producing quality client-focused proposals

• Analyzed opportunities over $100M with multiple complex services

• Managed the overall assessment and completion of proposals

• Developed rules of engagement methods and procedures for proposal development

• Developed tracking tools for proposal assessment

• Monitored sales activity for early identification of opportunities

• Examined and assessed the client’s RFP to identify products and services for the required solution

• Assisted the account management team with win strategies to ensure solutions/designs meet the client’s requirements

• Identified stakeholders, arranged kick-off meeting, prepared executive overview, and prepared table of contents and responsibility matrix

Lucent Technologies 12/1996 – 03/2001

Lucent Worldwide Services

Opportunity Manager/Sales Support/Bid Manager/Sales Support/Assistant Proposal Manager/Proposal Specialist

• Supervised and instructed documentation specialists on the correct format (page layout and graphic design) specified by the RFP

• Managed work flow by assigning new opportunities to proposal team members

• Monitored sales activity for early identification of opportunities

• Examined and assessed the client’s RFP to identify products and services for the required solution

• Assisted the account management teams with the win strategies, ensuring solutions/designs meet the client’s requirements

• Captured and articulated the value proposition and streamlined it throughout the proposal

• Managed final bid review process to ensure compliance and accuracy of information

• Served as the single point of contact for managing the overall bid from opportunity assessment to contract award

• Developed online proposal document and knowledge library database

• Edited, proofed, and formatted the document to ensure a common theme and connectivity between sections

• Identified up-scope potential within the offer to provide the client a more robust, reliable solution

• Identified the risks involved and determined contingency plans to mitigate risks

OTHER QUALIFICATIONS

• Proven leadership skills, including organizational and motivational skills, team leadership skills, and ability to effectively communicate with senior executives

• Proficient in preparing budgets, schedules, and cost estimates

• Experience with the entire pursuit and capture planning process from market analysis, customer and opportunity identification, development of win strategy, proposal production and submission, best and final offers, pricing-to-win strategy, presentations, final negotiation, and post-award debriefs

• Strong writing, editing, and project management skills

• Excellent communication skills (written and verbal) to effectively communicate status and progress of the capture plan to all levels of management

• Strong leadership skills to achieve effective progress, anticipate problems, and keep capture activities moving forward

• Experience tracking, monitoring, reporting, standardizing, and monitoring projects

• Proven ability to conduct competitive assessments and solution analysis

• Ability to help formulate winning technical, management, past performance and oral presentation strategies

• Experience in working with international business partners, preparing complex technical proposals, and working in new business environments

• Ability to organize and manage multiple priorities and projects under tight deadlines

• Strong interpersonal skills with the ability to form successful relationships and collaborate with both internal teams and clients

• Strong organizational skills as well as attention to detail

• Able to work independently as well as within a team

• Proactive, flexible, and able to switch gears quickly from one project to the next

• Strong leadership abilities in developing junior staff

• Flexible and able to handle multiple tasks simultaneously under tight deadlines

• Ability to work collaboratively and in a positive manner

• Strong negotiation, interpersonal, organizational, and influential skills with a strong sense of customer service

• Ability to deliver results with no supervision

• Excellent presentation and problem solving skills

• Proficiency with MS Office software programs

• Results oriented with a strong sense of urgency and accountability

REFERENCES

Available upon request

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