Director of Government Proposals

ABOUT US

Metrc is the most trusted and experienced provider of cannabis regulatory systems in the United States and is growing extremely rapidly to expand globally. We provide a solution that combines advanced software, radio-frequency identification (RFID) technology, a dedicated customer-support team, and a secure database to track and trace cannabis from growth, harvest, and processing to testing, transport, and sale. As the Director of Government Proposals, you will have the opportunity to thrive in a fast-moving, fluid environment, and be passionate about implementing change, great processes and procedures in a commercial setting at a fast-growing technology company.

ABOUT THE ROLE

The Director of Government Proposals is responsible for the strategy and execution of Metrc’s end-to-end proposal process for state technology contracts. It requires a candidate who is highly motivated, passionate about government technology; and comfortable defining strategic direction, assuming responsibility, and collaborating across various functions.

The Director of Government Proposals plays a pivotal role within Metrc, engaging with state procurement, technology, and cannabis officials on potential new contracts. Reporting directly to the Vice President of External Affairs & Business Development, this role requires a seasoned professional with an intimate understanding of state procurement, cross-functional proposal development, and team management. This encompasses knowledge of procurement policies and mechanisms, managing complex and highly detailed projects across multiple contributors, and overseeing Key Performance Indicators and metrics to facilitate continuous improvement. The ideal candidate excels in written and verbal communication, attention to detail, and process improvement.

KEY RESPONSIBILITIES

• Embodies Metrc’s Leadership Principles
• Lead the end-to-end government proposal lifecycle, including pre-procurement planning and outreach; procurement monitoring; system demonstrations; proposal, SOW and/or RFI response development; negotiations; and post-procurement debriefings.
• Manage the government business development team (full-time employees and external consultants), including the monitoring of work, outputs, priorities, and efficiency – and coaching and investing in professional development opportunities.
• Develop and maintain intimate knowledge of our product, services, and value-drivers – and research procurement policies and client pain points to best position our solution.
• Lead the development and execution of cross-functional strategies to win marquee contracts.
• Ensure all new procurement opportunities (e.g. RFPs) are promptly identified, evaluated, and worked; partner with Customer Success to plan for upcoming contract expirations.
• Collaborate with internal teams, lead the proposal development process, including internal and external communications; cross-functional project management; ad-hoc discussions, issue resolution, and pricing approach with subject matter experts; final submission and proposal compliance; and negotiations.
• Facilitate system demonstrations with the Product team, including planning, coordination, and follow-up.
• Manage post-procurement activities, including debriefings, internal feedback, handoff planning for implementation, collection of relevant data points and metrics, proposal content updates, and process improvements.
• Oversee and continuously improve department systems and related processes, such as RFP monitoring services, proposal development software, and CRM platform.
• Oversee and operationalize Key Performance Indicators and metrics to better track output and identify areas of opportunity.
• Develop reports, dashboards, and other communications for leadership on status of ongoing procurements, forecast, and related metrics.
• May perform other additional duties and responsibilities, as assigned

QUALIFICATIONS – KNOWLDGE, SKILLS & ABILITIES

• Bachelor’s degree in business, public administration, social sciences, or similar
• 7-10 years’ experience in state procurement; both public and private experience a plus.
• Experience managing and developing internal and external team members to high performance.
• Knowledge of government structures and policies, especially those related to procurement.
• Exceptional oral and written communication skills to both internal and external audiences, including leadership.
• Fluent in IT jargon, concepts, and trends (e.g., SaaS, disaster recovery, API, SLAs)
• Ability to work with minimal direction, manage multiple complex projects, think critically and creatively, and operate in a changing environment
• Excellent organizational skills, including the development of new -- and improvement of existing – processes and tools
• Proficient in MS Office, Salesforce, Responsive (formerly RFPIO)
• Demonstrated track record of successful leadership in managing and developing teams, showcasing the ability to inspire and guide direct reports toward achieving individual and collective goals

TRAVEL

• This position will require travel about 20% of work time.

PHYSICAL DEMANDS AND WORK ENVIRONMENT

• Remote position
• Frequently required to sit
• Frequently required to talk or hear
• Continually utilize visual acuity to operate equipment, read technical information, and/or use a keyboard and mouse.

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities, or physical requirements. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Metrc is an Equal Opportunity Employer, and all qualified applicants and team members will be considered for employment and advancement without regard to, race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, national origin, age, marital status, disability, genetic information, military or veteran status or any other characteristic protected by federal, state, or local law.