Page 59 - Superion Sales

SUPERION – Sales Playbook

Capture/ Proposal Management

The proposal team at-a-glance (as of January 2018)
Katie Grigg Anja Brady Kim Chrapowitzky
Manager Sr. Proposal Specialist Sr. Proposal Specialist
Laura Hoffman Karen Ozolnieks Dan Heath
Sr. Proposal Specialist Sr. Proposal Specialist Proposal Specialist
Theresa Kewley Edward Shutter Harriet Spain
Proposal Specialist Proposal Specialist Proposal Specialist (PT)
Andrew Baugh Mattie Scull
Proposal Writer Proposal Writer

The RFP Process

RFP Received

• Proposal Manager:
• Identifies relevant opportunities from bid notices

• Notifies Sales Rep (AE/CSE) and Director of opportunity; forwards RFP documents
• Updates RFP information in Salesforce

2. Sales Representative:

• Reviews RFP documents and provides a bid or no bid decision to Proposal Manager. Note:
A bid decision meeting may be required

• If a bid: RFP assigned to Proposal Specialist; Specialist schedules kick-off meeting with
subject matter experts (SMEs) and Sales Rep

3/8/2018

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