Senior Manager, Proposal Development

Position Summary

The Senior Manager, Proposal Development is responsible for leading Berkshire Grey's proposal and bid management function, overseeing the development, coordination, and delivery of customer-facing commercial, technical, and contractual documents that support revenue growth and successful customer engagements. This includes proposals, Statements of Work (SOWs), change orders, budgetary quotations, RFP/RFQ responses, pricing packages, and related customer deliverables.

As the primary proposal management leader within Berkshire Grey, this role serves as the central point of coordination among Sales, Solutions Engineering, Product Management, Program Management, Finance, Supply Chain, Legal, Operations, and Executive Leadership. The Senior Manager drives the proposal process from opportunity qualification through customer submission, ensuring all deliverables are accurate, compliant, commercially sound, and aligned with company objectives.

This role combines proposal leadership, bid management, commercial coordination, project management, and process improvement to support Berkshire Grey's growth in warehouse automation, robotics, and intelligent fulfillment solutions.

Key Responsibilities

Proposal & Bid Management

• Own and manage the end-to-end proposal lifecycle from opportunity qualification through final customer submission.
• Lead the development of customer-facing proposals, RFP/RFI responses, SOWs, change orders, budgetary quotations, pricing packages, and supporting commercial documentation.
• Coordinate proposal strategy, messaging, compliance requirements, and executive review processes.
• Manage document control, version management, approval workflows, and submission activities.
• Ensure consistency, accuracy, professionalism, and quality across all customer-facing deliverables.

Cross-Functional Leadership

Serve as the primary liaison among Sales, Solutions Engineering, Product Management, Program Management, Operations, Supply Chain, Finance, Legal, Marketing, and Executive stakeholders as applicable.

• Coordinate technical, commercial, operational, and contractual inputs from subject matter experts.
• Drive stakeholder accountability and resolve issues that could impact proposal quality, scope, pricing, or schedule.
• Provide executive-level visibility into proposal status, risks, dependencies, and resource requirements.

Contracts & Change Management

• Develop, maintain, and continuously improve contract templates, standards, and best practices for Berkshire Grey solutions.
• Partner with Engineering and Program Management teams to define project scope, deliverables, assumptions, acceptance criteria, schedules, and customer responsibilities.
• Coordinate the development and review of change orders throughout project lifecycles.
• Ensure all scope modifications are appropriately documented, evaluated, approved, and communicated.

Commercial & Contract Support

• Collaborate with Sales and Finance to ensure pricing, payment milestones, commercial assumptions, and business terms are accurately reflected in customer deliverables.
• Support customer contract negotiations by coordinating responses to commercial and operational requirements.
• Identify, document, and manage proposal risks, assumptions, exclusions, and dependencies.
• Partner with Legal to ensure all proposal content aligns with approved business policies, financial objectives, and contractual standards.
• Develop and conduct training for internal teams on contract terms, proposal processes, Statements of Work, change management procedures, and related commercial best practices.

Proposal Operations & Process Improvement

• Create and maintain proposal libraries, reusable content, templates, lessons learned, and best practices.
• Establish and improve proposal governance, workflows, review processes, and approval structures.
• Identify opportunities to improve efficiency through standardization, automation, AI-enabled content management, and knowledge-sharing practices.
• Champion proposal management best practices across the organization.

Quality Assurance

• Conduct comprehensive reviews of all proposal deliverables to ensure technical accuracy, commercial consistency, compliance, and customer alignment.
• Verify consistency among proposed solutions, pricing, schedules, assumptions, and contractual commitments.
• Ensure all required approvals are obtained prior to customer submission.
• Maintain high standards of quality and professionalism across all customer-facing documentation.

Required Qualifications

• Bachelor’s degree in business, engineering, project management, communications, or a related field.
• 10 to 15 years of experience in proposal management, proposal development, bid management, commercial operations, contract administration, or related functions.
• Experience leading complex, cross-functional proposal efforts within warehouse automation, robotics, industrial automation, material handling, systems integration, software, or capital equipment industries.
• Demonstrated ability to manage multiple concurrent pursuits and competing priorities in a fast-paced environment.
• Strong project management, organizational, and stakeholder management skills.
• Exceptional written communication, technical writing, and document development capabilities.
• Advanced proficiency with Microsoft Office Suite, particularly Word, Excel, and PowerPoint, along with experience leveraging Salesforce, Box, Confluence, and Lucidchart/Visio.
• Experience managing document control, approval workflows, and proposal governance processes.

Preferred Qualifications

• Specialized experience supporting large-scale warehouse automation, robotics, material handling, or systems integration projects.
• Familiarity with proposal management, bid management, or capture management methodologies.
• Understanding of commercial contracts, pricing strategies, and change management processes.
• Experience working with CRM, ERP, project management, and proposal management platforms.
• Experience supporting multimillion-dollar solution sales and complex customer pursuits.

Key Competencies

• Proposal & Bid Leadership
• Cross-Functional Collaboration
• Strategic Thinking
• Project Planning & Coordination
• Executive Communication
• Commercial Acumen
• Risk Management
• Technical & Business Writing
• Process Improvement
• Stakeholder Management
• Organizational Effectiveness
• Problem Solving
• Attention to Detail
• Time Management

Success Measures

• On-time delivery of proposals, SOWs, change orders, and customer submissions.
• Proposal quality, accuracy, compliance, and professionalism.
• Internal stakeholder satisfaction.
• Reduced proposal cycle times and improved process efficiency.
• Increased reuse of standardized content and templates.
• Reduced proposal-related commercial and scope risks.
• Contribution to revenue growth through effective pursuit and proposal leadership.

9610-2604BM