Director, Proposal Management

Repligen Corporation•Waltham, MA

About The Position

The Director, Proposal Management leads the development of enterprise-scale, end-to-end bioprocessing proposals that combine Repligen equipment, consumables, automation, software, services, and selected third-party technologies into complete customer solutions. The role leads proposals from early customer and architecture and engineering engagement and budgetary proposals through RFI, RFP, URS response, and final proposal development. It reports directly to the VP of Integrated Solutions. The Director establishes and scales a consistent proposal management capability across Repligen by developing governance, processes, templates, technical and regulatory response libraries, pricing tools, and digital workflows. The Director recruits, develops, and mentors a team of Proposal Managers as demand grows and works closely with business unit leaders across the organization. The role is expected to model Repligen’s Leadership Behaviors: Integrity & Compliance, Customer Focus, Collaboration, Courage, Team Empowerment, and Accountability & Results. Repligen’s mission is to inspire advances in bioprocessing as a trusted partner in producing biologic drugs that improve human health worldwide. It delivers technologies and solutions focused on cost and process efficiencies. The estimated U.S. base salary range is $176,000–$253,000. Compensation depends on factors including qualifications, location, internal equity, and market data. Employees are eligible for a variable cash program (bonus or commission), and eligible roles may receive equity. Benefits include paid time off, health, dental and vision coverage, retirement benefits, and flexible spending accounts. Compensation and benefits details will be confirmed in writing at the time of offer.

Requirements

Bachelor’s degree or higher in Engineering, Life Sciences, Business, Operations, or a related technical discipline.
At least 10 years of life sciences or bioprocessing industry experience, with substantial experience in proposals, applications engineering, product management, technical sales, capital equipment, or integrated solution development.
At least 5 years leading complex RFI, RFP, RFQ, URS, or proposal activities for bioprocess equipment, engineered systems, automation, consumables, facility projects, or other regulated capital solutions.
Strong understanding of upstream and downstream bioprocessing, single-use technologies, equipment integration, automation interfaces, consumables, services, and the commercial lifecycle for capital projects.
Demonstrated ability to develop budgetary quotations and final proposals across multiple product lines while coordinating technical scope, pricing, schedule, risk, compliance, and customer expectations.
Experience engaging Sales leaders, end users, A&E/EPC firms, consultants, Product Management, Engineering, Quality, Regulatory, Finance, Legal, and other cross-functional stakeholders.
Understanding of GMP equipment and consumables regulatory and quality requirements.
Experience developing standardized proposal processes, knowledge libraries, templates, CPQ workflows, and CRM processes.
At least 3 years of people leadership experience, including building team capability, coaching, resource planning, and succession development.
Willingness and ability to travel globally approximately 15%.
Executive presence and confidence engaging senior customer stakeholders, architecture and engineering firms, and cross-functional leadership.
Exceptional written communication, proposal development, commercial judgment, organization, and attention to detail.
Ability to work effectively in a matrixed organization, manage multiple time-sensitive pursuits, and lead through ambiguity.
Goal-oriented, collaborative, highly organized, and accountable leadership style.
Self-motivated and able to work effectively with a high degree of autonomy.
Valid passport and driver’s license.

Responsibilities

Coordinate cross-business-unit development of unified proposals spanning Repligen’s portfolio, working with business unit leaders and teams in Product Management, Applications, Engineering, Automation, Fluid Management, Process Analytics, Service, Quality, Regulatory, Finance, Legal, and Supply Chain.
Establish a controlled process for rapid, accurate budgetary proposals before formal URS release, including assumptions, exclusions, configurable options, lead-time inputs, pricing governance, margin review, and approvals.
Own the end-to-end RFI, RFP, RFQ, and URS response process, including intake, go/no-go assessment, work planning, responsibility assignment, clarification questions, compliance matrices, technical responses, pricing coordination, reviews, approvals, submission, addenda, and follow-up.
Partner with the Commercial team to maintain a prioritized view of strategic accounts, customer forecasts, and proposal stages.
Develop scalable proposal stage-gate processes, templates, Statements of Work, scope boundaries, responsibility matrices, review checklists, approval workflows, and handover standards.
Partner with subject-matter experts to build and maintain approved technical and regulatory knowledge libraries, including URS responses, equipment specifications, consumables documentation, regulatory and quality content, validation support materials, drawings, reference architectures, and standard commercial language.
Work with teams on AI-assisted URS/RFP tools and Configure-Price-Quote capabilities; define requirements, validate outputs, maintain human review and approval controls, and drive adoption while protecting technical and regulatory accuracy.
Partner with the Director, Integrated Solutions Program Management on disciplined post-award handovers, ensuring scope, pricing assumptions, customer commitments, risks, interfaces, milestones, and deliverables are clear and executable.
Recruit, develop, coach, and retain a high-performing team of Proposal Managers; establish role clarity, workload allocation, operating cadence, performance expectations, training plans, succession planning, and scalable regional coverage.
Establish and track proposal metrics, including response cycle time, on-time submission, throughput, win rate, budget-to-final-quote variance, approved-content reuse, handover quality, and lessons learned; use findings to improve processes, content, and tools.