Senior Proposal Manager

FHI 360
  • Location
    Washington, D.C.
  • Sector
    Non Profit
  • Experience
    Mid Career
  • Posted
    May 11

Position description

FHI 360,  a global nonprofit human development organization currently at the forefront of the COVID-19 pandemic response, seeks a Senior Proposal Manager for a full-time position in our home office based ideally in Durham, NC, however, highly qualified candidates in Washington, D.C will also be considered.


This exciting position will work across all our varied technical areas and diverse staff in more than 50 countries worldwide by leading proposal and capture teams through a structured proposal process based on Shipley Associates and APMP best practices. The ideal Senior Proposal Manager will have experience facilitating capture activities and developing proposals ranging in size from $1M to $300M for a variety of funders including USAID, CDC, NIH, DFID, the Bill and Melinda Gates Foundation, and other public and private entities. Ideal candidates will bring proactive problem-solving and enjoy working in a fast-paced, collaborative environment with tight, ever-changing deadlines under minimal supervision and direction. While this position works autonomously on proposals, our close-knit Business Development and Diversification team will be available and eager to provide support and guidance whenever needed, including providing backstopping support.


Reporting & Supervision:

This position sits within the Business Development and Diversification Department (BDD), an “Enterprise Service” team, reporting to one of two Business Development Managers who report to the Director of Proposals. The position regularly interacts with Technical and Regional Operating Units and with other Enterprise Services teams including Finance, Contracts, Human Resources, and Global Security. The Senior Proposal Manager will coach, train and mentor more junior proposal managers on the team and backstop as their supervisor as needed.


Expected Outcomes:

  • Manage proposal teams to strategically position themselves during capture and subsequently develop high-quality, compliant and competitive proposals through the use of standardized tools and processes
  • Apply best practice proposal process elements (color reviews, etc.) appropriate to the size and complexity of each opportunity and apply lessons learned from previous proposals by facilitating internal and external debriefings
  • Proactive involvement and continued education within the proposal management profession and international development industry to support personal professional development and team learning by staying abreast of latest developments, innovations, and best practices.
  • Train and onboard new staff, mentor existing staff, support management, and drive internal business development process improvements


Primary Responsibilities:

Proposal/Capture Process Management:

  • Works with the Technical Lead, Capture Manager (CM)/Proposal Design Lead (PDL), to form Capture and/or Proposal Teams;
  • Develops proposal kick off materials, including the proposal calendar and compliance/ responsibility matrix;
  • Organizes and leads the Kick-off Meeting and all subsequent capture/proposal meetings, including regular check-ins as needed.
  • Enforces adherence to deadlines;
  • Liaises with sub-recipients and resource organizations to collect all required partner inputs
  • Schedules and leads Blue, Pink, and Red Team reviews as appropriate; assembles and circulates relevant documents to reviewers;
  • Ensures overall proposal responsiveness to, and compliance with, the solicitation; and
  • Oversees preparation of the proposal for delivery and submits the proposal to the client.


Proposal Strategy Support and Development:

  • Manage virtual cross-functional teams – including internal staff, sub-partners, consultants – to develop and communicate capture/proposal strategy.
  • Facilitate strengths, weaknesses, opportunities and threats (SWOT) analysis and win themes development
  • Organizes and facilitates capture strategy and proposal design sessions that result in agreed upon proposal strategy and design responsive to the RFP/A;
  • Serves as the “business development expert” on capture and proposal teams, communicating to Teams the latest developments, innovations, and best practices within the international development industry and proposal management profession


Mentoring, Training, Process Improvements

  • Develop and lead business development and proposal related trainings aimed at other proposal managers and the organization as a whole.
  • Mentor more junior proposal managers, providing guidance and answering question as needed
  • Shadow more junior proposal managers on capture and proposal efforts and provide coaching and guidance as needed
  • Training/on-board new proposal managers
  • Spearhead business development process improvements initiatives such as updating/improving tools, developing new tools, or publishing guidance.


  • Strong knowledge of fundamental principles, terminology, and methodology of proposal development.
  • Experience managing U.S. Government (USG) proposals, particularly USAID, CDC, and NIH. Additional USG and non-USG proposal experience a plus.
  • Working knowledge of APMP best practices and the Shipley Proposal Process including color reviews.
  • Knowledge of Non-governmental Organization (NGO) preferred.
  • Must be able to work independently with minimal direction/supervision, ability to independently organize and prioritize own work and to adapt to changes in priorities, workload, and workflow.
  • Proven ability to effectively multi-task and be flexible to meet competing needs and sensitive deadlines.
  • Successfully have interacting and managing deliverables with senior staff who are not direct reports, including holding them to deadlines and encouraging them to follow best practice.
  • Must feel comfortable addressing a room of 20+ people to facilitate a meeting
  • Must have strong written communication skills so emails are clear and articulate and team members understand what is being asked of them and when it must be completed.
  • Must be able to exercise judgment within well- defined procedures and practices to determine appropriate action.



  • Bachelor's Degree or International Equivalent in Business Administration, Public Health, Social Sciences or Related Field; preference given to master’s degree in similar fields

  • Minimum of 5 years of relevant experience with a minimum, 5 years of proposal management experience.
  • Demonstrated skills in coalescing teams and teamwork and in building consensus;
  • Familiar with Association of Proposal Management Professionals (APMP) and/or Shipley Associates concepts and processes.
  • Recognized as a critical and strategic thought-partner, with a demonstrated ability to identify and understand issues, problems and opportunities from disparate sets of information and provide clear conclusions and guidance.
  • Demonstrated skills in being a team player and building teams and in building consensus;
  • Competent in using MS software, including Outlook, Excel, Word, PowerPoint, Teams and SharePoint, experiencing using Salesforce strongly preferred
  • Read, write and speak English.
  • Additional language skills preferred.


Typical Physical Demands:

  • Typical office environment. Ability to sit and stand for extended periods of time; ability to lift 5-50 lbs.


Technology to be Used:

  • Personal Computer, Microsoft Office (i.e. Word, Excel, PowerPoint, etc.), Sales Force, e-mail, telephone, printer, calculator, copier, cell phones.


Travel Requirements:

  • Ability to travel internationally up to 10%.

Application instructions

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