Europe Head of Opportunity Management

Skills

About the Role

You will lead a high-impact Proposals and Credentials team based in Poland, shaping it into a client-focused center of excellence that manages a steady workload of multi-jurisdictional pitches and proposals. Managing a team of four, you will personally lead major, high-value pitches, panel reviews and RFPs while setting the vision, strategy and standards for opportunity management across Dentons Europe. You will design and embed robust processes, tools and policies to improve win rates, profitability and client experience, and work closely with the Head of Pricing, Head of Client Development and Head of Practices and Sectors to ensure a consistent go-to-market approach. You will also build a collaborative, high-trust team culture, oversee proposal knowledge management tools and technology, and use win/loss data and market insight to continuously improve pursuit strategy and content.

Requirements

• Significant experience (10+ years) in proposal, bid or opportunity management within professional services
• Experience in a large law firm or comparable partnership environment strongly preferred
• Proven track record of leading major, complex and multi-jurisdictional bids and RFPs
• Strong understanding of proposal management technologies such as automation tools, content libraries, experience databases and CRM platforms
• Experience designing and implementing go/no-go frameworks and bid qualification criteria
• Excellent stakeholder management skills with credibility to influence senior partners and leadership
• Outstanding written and verbal communication skills
• Strong project management skills managing multiple deadlines and stakeholders under pressure
• Commercial mindset with understanding of pricing and profitability
• Strategic thinking ability to translate vision into scalable processes
• Collaborative low-ego service-oriented approach
• Resilience and adaptability in a fast-moving entrepreneurial environment
• Client-centric mindset

Responsibilities

• Develop and own the regional Opportunity Management strategy aligned with firmwide and client strategies
• Define best-in-class opportunity management standards and create a roadmap to achieve it
• Serve as a trusted advisor to senior partners and leadership on major opportunities and panel reviews
• Lead, coach and inspire a hybrid team of proposal and opportunity professionals
• Set clear objectives, KPIs and development plans for team members
• Build and manage capacity and resourcing for the team
• Direct and personally lead end-to-end management of strategic proposals for the largest and most complex opportunities
• Shape win strategies and value propositions in collaboration with partners and sector leaders
• Ensure proposal documents are client-centric, compelling and aligned with brand positioning
• Design and implement a consistent proposals methodology including stages roles and quality standards
• Develop and roll out bid qualification and go/no-go policies
• Introduce governance around opportunity pursuit including escalation paths and risk checks
• Oversee development of a centralised proposals knowledge base
• Evaluate select and optimise proposal management technology platforms
• Drive adoption of tools and data to increase efficiency and quality
• Build relationships with partners, Business Development, Risk and other stakeholders
• Align opportunity management with client plans and growth targets
• Share best practice and training to enhance opportunity management capability
• Analyse win/loss data pricing outcomes and client feedback to drive process improvements
• Track market trends in legal procurement and panel management
• Champion innovation in proposals including design and technology-enabled solutions

Benefits

• Holiday allowance
• Meal vouchers
• Medical coverage
• Eco vouchers