Europe Head of Opportunity Management

4 hours agoHead Warsaw, Masovian Voivodeship, Poland Hybrid Full Time Management Jobs by Nextlaw Labs

Skills

Account Planning Bid Management Opportunity Management Pitch Rfp Crm Stakeholder Management Client Development Panel Review Communication Project Management Pricing Team Leadership Proposal Management Governance Content Management

About the Role

You will lead a high-impact Proposals and Credentials team across the region, based in Poland, that is essential to the strategy of Dentons Europe and the commercial success of the firm. You will shape the team's journey to become a client-focused, efficient and effective center of excellence, handling a steady workload of multi-jurisdictional pitches and proposals. Managing a team of four, you will bring both technical expertise and people development skills to this senior, highly visible and strategic role, reporting to the Europe Clients & Markets Director. You will set the vision and standards for opportunity management, personally lead major pitches and panel reviews, and 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 and a one-firm approach. You will also build a collaborative, inclusive and high-trust team culture that encourages shared ownership and continuous improvement.

Requirements

Significant experience (10+ years) in proposal / bid / 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 proposal automation tools, content libraries, experience databases, CRM and collaboration platforms
Experience designing and implementing go/no-go frameworks, bid qualification criteria and opportunity governance
Excellent stakeholder management skills with confidence to influence senior partners and leadership
Outstanding written and verbal communication skills
Strong project management skills with ability to manage multiple deadlines and stakeholders under pressure
Commercial mindset with understanding of pricing, profitability and client relationship drivers
Strategic thinking with ability 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 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, sector leaders and BD colleagues
Ensure all proposal documents are client-centric, compelling and commercially sound
Design and implement a consistent proposals methodology including stages, roles, timelines and quality standards
Develop and roll out bid qualification and go/no-go policies
Introduce governance around opportunity pursuit including escalation paths, approvals 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 improvements
Track market trends in legal procurement and panel management
Champion innovation in proposals including design, storytelling and technology-enabled solutions

Benefits

Private medical healthcare provided by Medicover
MultiSport card
Benefit Cafeteria system
Veterinary care for your pet provided by PetHelp
Option to join a private insurance plan
An additional day off for your birthday
Tailored learning & development opportunities
Hybrid work model with a modern office in Warsaw city center