Europe Head of Opportunity Management

Skills

About the Role

You will lead a high-impact Proposals and Credentials team across the region, shaping it into a client-focused, efficient center of excellence. Managing a team of four, you'll bring both technical expertise and people development skills to this senior, highly visible and strategic position, reporting to the Europe Clients & Markets Director. You'll set the vision, strategy and standards for opportunity and proposals management, design robust processes and tools to improve win rates and profitability, and personally lead major, high-value pitches, panel reviews and RFPs. You'll collaborate closely with the Head of Pricing, Head of Client Development and Head of Practices and Sectors to ensure a consistent go-to-market strategy, while building a collaborative, inclusive and high-trust team culture.

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, CRM and collaboration 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 to translate vision into practical scalable processes

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 them
• 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 go/no-go and bid qualification policies
• Introduce governance around opportunity pursuit including escalation paths and risk checks
• Oversee development and maintenance of a centralised proposals knowledge base
• Evaluate, select and optimise technology platforms supporting opportunity and proposal management
• Drive continuous improvement and adoption of tools and data
• Build strong relationships with partners, Business Development, Risk and other stakeholders
• Work closely with Key Client Development team and Practice teams to align opportunity management with client plans
• Share best practice, training and guidance 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, storytelling and technology-enabled solutions

Benefits

• 25 days of vacation/year
• 3 sick days/year
• Meal lump-sum
• MultiSport card
• Multipass card
• Home Office allowance