Director, Proposal Management

Job description

The Director, Proposal Management is responsible for leading the development of enterprise-scale, end-to-end bioprocessing proposals that integrate Repligen equipment, consumables, automation, software, services, and selected third-party technologies into complete customer solutions. This role serves as the primary proposal leader, supporting the process from early customer and A&E engagement and budgetary proposals through RFI, RFP, URS response, and final proposal development. The Director will report directly to the VP of Integrated Solutions. In this role, the Director will establish and scale a consistent proposal management capability across Repligen by developing governance, processes, templates, technical and regulatory response libraries, pricing tools, and digital workflows. The Director will also recruit, develop, and mentor a team of Proposal Managers as demand grows and partner closely with business unit leaders across the organization.This role is expected to model our Leadership Behaviors—Integrity & Compliance, Customer Focus, Collaboration, Courage, Team Empowerment, and Accountability & Results—in all aspects of work. Key Responsibilities• Cross-Business-Unit Proposal Leadership: Coordinate with business unit leaders, Product Managers, Applications, Engineering, Automation, Fluid Management, Process Analytics, Service, Quality, Regulatory, Finance, Legal, and Supply Chain to develop unified proposals spanning the Repligen portfolio. • Commercial Readiness: Establish a controlled process for rapid, accurate budgetary proposals before formal URS release, including assumptions, exclusions, configurable options, lead-time inputs, pricing governance, margin review, and approval requirements. • RFI, RFP, RFQ & URS Management: Own the end-to-end response process, including intake, go/no-go assessment, workplan and responsibility assignment, clarification questions, compliance matrices, technical responses, pricing coordination, reviews, approvals, submission, addenda, and post-submission follow-up. • Pipeline Management: Partner with Commercial team to maintain a prioritized view of strategic accounts, customer forecasts, and stages in the proposal process. • Proposal Governance & Standardization: Develop scalable stage-gate processes, proposal templates, Statements of Work, scope boundaries, responsibility matrices, review checklists, approval workflows, and handover standards that improve speed, consistency, quality, and risk control. • Technical & Regulatory Knowledge Libraries: Partner with subject-matter experts to build and maintain approved libraries of common URS responses, equipment specifications, consumables documentation, regulatory and quality content, validation support materials, drawings, reference architectures, and standard commercial language. • Digital Tools, AI & CPQ Enablement: Work with teams on AI-assisted URS/RFP tools and Configure-Price-Quote capabilities. Define requirements, validate outputs, maintain human review and approval controls, and drive adoption of tools that accelerate response development without compromising technical or regulatory accuracy. • Sales-to-Execution Handover: Partner with the Director, Integrated Solutions Program Management to conduct a disciplined handover after award, ensuring scope, pricing assumptions, customer commitments, risks, interfaces, milestones, and required deliverables are clear and executable. • Organizational Leadership: Recruit, develop, coach, and retain a high-performing team of Proposal Managers. Establish role clarity, workload allocation, operating cadence, performance expectations, training plans, succession planning, and scalable regional coverage as the business grows. • Performance Management & Continuous Improvement: Establish and track proposal metrics such as response cycle time, on-time submission, proposal throughput, win rate, budget-to-final quote variance, reuse of approved content, handover quality, and lessons learned. Translate findings into ongoing process, content, and tool improvements. Qualifications• Bachelor's degree or higher in Engineering, Life Sciences, Business, Operations, or a related technical discipline. • 10 years of life sciences or bioprocessing industry experience, with substantial experience in proposals, applications engineering, product management, technical sales, capital equipment, or integrated solution development. • At least 5 years of experience leading complex RFI, RFP, RFQ, URS, or proposal activities for bioprocess equipment, engineered systems, automation, consumables, facility projects, or other regulated capital solutions. • Strong understanding of upstream and downstream bioprocessing, single-use technologies, equipment integration, automation interfaces, consumables, services, and the commercial lifecycle for capital projects. • Demonstrated ability to develop budgetary quotations and final proposals across multiple product lines while coordinating technical scope, pricing, schedule, risk, compliance, and customer expectations. • Experience engaging Sales leaders, end users, A&E/EPC firms, consultants, Product Management, Engineering, Quality, Regulatory, Finance, Legal, and other cross-functional stakeholders. • Understanding of GMP equipment and consumables regulatory/quality requirements. • Experience developing standardized proposal processes, knowledge libraries, templates, CPQ workflows, and CRM processes. • At least 3 years of people leadership experience, including building team capability, coaching, resource planning, and succession development. Additional Requirements• Willingness and ability to travel globally approximately 15%. • Executive presence and confidence engaging with senior customer stakeholders, architecture and engineering firms, and cross-functional leadership. • Exceptional written communication, proposal development, commercial judgment, organization, and attention to detail. • Ability to operate effectively in a matrixed organization, manage multiple time-sensitive pursuits, and lead through ambiguity. • Goal-oriented, collaborative, highly organized, and accountable leadership style. • Self-motivated and able to operate effectively with a high degree of autonomy. • Valid passport and driver’s license. What Repligen Offers Our mission is to inspire advances in bioprocessing as a trusted partner in the production of biologic drugs that improve human health worldwide. Focused on cost and process efficiencies, we deliver innovative technologies and solutions that help set new standards in bioprocessing. The estimated base salary range for this role, based in the United States of America is $176,000-$253,000. Compensation decisions are dependent on several factors including, but not limited to an individual's ,qualifications, location, internal equity, and alignment with market data. Additionally, employees are eligible to participate in one of our variable cash programs (bonus or commission) and eligible roles may receive equity as part of the compensation package. We offer a wide range of benefits such as paid time off, health/dental/vision, retirement benefits and flexible spending accounts. All compensation and benefits information will be confirmed in writing at the time of offer.