Pursuit Specialist
Position Summary
We are seeking a highly organized and proactive Pursuit Specialist to support our Business Development team in identifying and pursuing construction opportunities. This role will focus heavily on critical and strategic top-of-funnel support for major projects, leveraging AI and other methods to source, qualify and track upcoming public-sector projects, preparing customer and opportunity research, maintaining accurate and timely CRM data, and assembling “pursuit packages” that allow Business Development leaders to spend more time selling.
Key Responsibilities
Opportunity Identification & Lead Tracking
- Identify upcoming government and private construction projects by monitoring:
- 3rd party research groups that specialize in identifying projects
- Capital improvement plans, bond programs, and budget approvals
- Public procurement portals and bid postings
- Federal and state grant awards
- AI tools and other sources (e.g., conferences, online tools)
- Track local, state, and federal project opportunities across key agencies and regions.
- Maintain a roster of architects, contractors, and other BD-facing contacts including engagement history and follow-up schedules.
- Support early-stage opportunity qualification and positioning efforts.
Business Development Support & Opportunity Briefings
- Develop concise opportunity summaries for BD leaders including:
- Agency background and key contacts
- Project scope and schedule (as available)
- Procurement type (hard bid, design-build, etc.)
- Competitive landscape and known stakeholders
- Support go/no-go decisions by gathering key project details and requirements.
- Assist BD leaders with meeting prep, call planning, and follow-up tracking.
- Manage surveys from architects and contractors.
- Support and update reporting dashboards via information gathering.
Pursuit Materials & Sales Package Development
- Assemble and maintain sales pursuit materials such as:
- Capability statements
- Past performance/project sheets
- Qualification materials
- Cornerstone’s safety record and reputation for quality workmanship team resumes and project experience summaries
- Help tailor materials for specific agencies and project types.
Pipeline Organization & CRM Support
- Track key pursuit milestones including RFQ/RFP release dates, site visits, proposal deadlines, and award schedules.
- Enter and maintain opportunity data in CRM systems to support pipeline visibility.
- Assist with internal reporting and funnel tracking as needed.
Internal Coordination
- Coordinate with sales, estimating, operations, project teams, and other functions to gather relevant project experience and technical content.
- Help ensure pursuit information is accurate, consistent, and up to date.
- Support rapid-response efforts for time-sensitive bid opportunities.
Qualifications
- 3-7 years of experience in business development support, sales enablement, marketing, proposal coordination, or related roles.
- Strong writing, research, and document preparation skills.
- Ability to manage multiple deadlines and shifting priorities.
- Demonstrated ability to create high quality sales presentations Experience using CRM tools
- Familiarity with the construction industry and public-sector project environment is a plus but not required.
Core Skills & Competencies
- Strong time management skills
- Clear and concise communication
- Comfortable working with BD leaders and project executives
- Able to synthesize large amounts of information into usable summaries Self-starter mindset with strong follow-through
- Data analysis and reporting skillset
- Experience working in a team environment where outcomes are dependent upon cooperation and coordination with other team members.
What Success Looks Like
- BD leaders have better information and materials, faster
- Stronger early visibility into upcoming public-sector construction opportunities
- Increased consistency and quality in pursuit packages
- Improved organization of the sales funnel and tracking process
- Reduced administrative workload for the BD team
- Accelerate growth by building a pipeline of good-fit opportunities
