Director of Proposal Management

Job Description

Job Description

Location: Rosslyn, VA (On-Site)

Position Overview:

Hanwha Defense USA develops and supplies advanced land and naval combat platforms and systems, including manned and unmanned vehicles, artillery, and ammunition to enhance the capabilities and survivability of U.S. and allied forces. HDUSA is seeking a Director of Proposal Management to support our Land Systems, Munitions and Missiles business. The Director of Proposal Management will be responsible for overseeing the entire proposal process, from initial strategy development to final submission.

Essential Duties and Responsibilities:

• Identify, qualify, and analyze opportunities to secure funding or contracts in partnership with Business Development/Capture and program leadership
• Lead all aspects of the proposal development process (e.g., planning, writing management, editing, illustration, production, submission) from receipt of the DRFP/RFP through delivery to the customer and post-submission activities
• Establish proposal strategy aligned to capture strategy, including win themes, discriminators, solution messaging, and evaluation criteria alignment
• Develop and maintain compliant proposal schedules and detailed work plans; facilitate proposal reviews (e.g., Blue, Green, Storyboard/Pink, Red, Gold Team) and drive action-item closure to improve quality and increase win probability
• Ensure compliance with solicitation requirements (instructions, evaluation criteria, formats, page limits, certifications/representations) and internal governance/quality standards
• Own and manage proposal artifacts such as compliance matrices, annotated outlines, storyboards, writing plans, style guides, and submission checklists
• Provide leadership and guidance to proposal team members (proposal managers, writers, coordinators, editors, and contributors as applicable), including coaching, feedback, and resolution of issues and conflicts
• Be an active participant in key Business Development/Capture activities including opportunity reviews, gate reviews, capture strategy reviews, and strength/win-theme development
• Proactively communicate, collaborate, and coordinate with key individuals and leaders including but not limited to Engineering, Program Management, Supply Chain, Finance, Contracts, Pricing, Import/Export, Legal, Human Resources, and Senior Management to secure inputs, approvals, and deliverables on schedule
• Support cost/price volume development in coordination with Pricing/Finance to ensure alignment with the technical solution and solicitation requirements
• Establish and continuously improve proposal processes, tools, templates, content reuse/library practices, and metrics; drive lessons learned, debrief support, and continuous improvement actions to strengthen future proposals
• Perform proposal resource planning across the pipeline (prioritization, staffing recommendations, and external support as needed) to meet business demand
• All other duties as assigned

Qualifications/ Experience:

• Must be able to obtain a Secret level security clearance
• 10+ years of progressive experience leading/managing Federal Government (DoD and/or other agency) proposals with a demonstrated record of delivering compliant, competitive submissions under tight deadlines
• Experience within DoD and/or Federal Government acquisition environment (understanding of RFP structures, evaluation criteria, and compliance practices)
• Progressive hands-on and/or management experience with proposal development, technical writing oversight, editing, publishing/production, and submission coordination
• Demonstrated experience reading and analyzing RFPs/DRFPs; creating compliance matrices and tailored proposal outlines/schedules; managing team activities; coordinating technical, management, and pricing inputs; and revising content under tight timelines
• Strong proposal management, planning, facilitation, and verbal and written communication skills
• Demonstrated ability to direct and orchestrate collaboratively across a large and distributed organization, managing diverse tasks, requirements, and commitments
• Excellent negotiating, interpersonal, organizational, and time-management skills
• Ability to work as a team player with Business Development and Executive Leadership to establish successful capture results and proposal outcomes
• Must be an expert decision-maker with sound judgment, strong attention to detail, and the ability to manage competing priorities

Preferred:

• Proposal management certification or professional training (APMP, Shipley, or equivalent)
• Experience building/leading proposal operations, governance, templates, and reuse libraries; and/or leading proposal teams (direct reports and/or matrixed teams)

Education:

• Bachelor’s degree desired in business, engineering or equivalent direct experience

Special Knowledge / Skills:

• Excellent business acumen and customer focus
• Demonstrated understanding of government proposal processes
• Strong familiarity with the defense and security sector
• Excellent written and verbal communication and presentation skills; ability to facilitate meetings and lead review sessions
• Ability to independently use Microsoft Office Programs (Word, Excel, PowerPoint); comfortable in collaborative content environments (e.g., Teams/SharePoint or similar)
• Ability to work harmoniously in a multi-cultural team environment
• Ability to gather, interpret, and analyze data and present in a clear manner
• Strong analytical skills with the ability to synthesize complex technical and business information into clear, evaluator-friendly proposal content

Physical Demands / Work Environment:

• Ability to travel domestically 20% of the time and internationally 5% of the time
• Normal amount of sitting or standing, average mobility to move around an office environment, able to conduct normal amount of work at a computer. Must be able to lift 20 pounds. Vision abilities required by this job include close vision and ability to adjust focus.

Hanwha Defense USA is an equal opportunity employer. All qualified applicants will receive consideration without regard to race, color, religion, national origin, age, sex, gender identity or expression, sexual orientation, disability, veteran status, or any other protected characteristic.