Lead, Proposal Management

Lead, Proposal Management, L5

Reference #44399

Waterdown, Ontario

About L3HARRIS WESCAM

As a subsidiary of L3Harris Technologies and within the Integrated Mission Systems Segment, the WESCAM division develops the most advanced optical sensor and targeting systems for global defense and military sectors, National Security, Search & Rescue and Airborne law enforcement agencies. From long-range covert surveillance missions to search and rescue operations, our MX-series systems, and the mission systems solutions they are a part of, produce stabilized high-magnification electro-optical and infrared images from airborne, marine and ground based platforms, enabling our customers to see first and act first.

About the Role

WESCAM is seeking an experienced Lead, Proposal Management who is accomplished in all aspects of Proposal Management from the early stages of a pursuit to chairing of Kickoff meetings, costing and pricing in complex spreadsheet models through to the acquiring of bid approvals, bid issuance and transition to the program execution team. This role will be working within a mature Bids and Proposals organization of approx. 20 people to coordinate custom bids and proposal efforts in response to a variety of domestic and international RFP’s from Governments, OEM’s and end users. As a Lead, Proposal Management, you will manage the collection and accumulation of cost, scheduling, compliance and narrative responses from functional departments and be responsible for issuing high quality bids and proposals for the sale of our MX Series Electro-Optic / Infra-Red sensors, Services and System Solutions for installation on Aircraft, Maritime vessels and Land vehicles.

Applicants with prior experience in the Aerospace industry and / or with the bidding of complex System Solutions will be highly valued.

Primary Responsibilities

• Manage large, complex proposals of substantial importance to the organization with minimal oversight or direction.
• Learn and understand WESCAM’s complete product & service offering (price book) and be very familiar with industry best practices for capture and proposal processes
• Analyze and interpret customer requirements (Request For Bid (RFB) / Request For Proposal (RFP) / Request for Information (RFI) / Request for Quotation (RFQ) etc.)
• Evaluate the Proposal Request and prepare for Pursuit or Bid Decision meeting
• Prepare for and facilitate the Proposal Kickoff meeting
• Develop proposal schedule, assign team responsibilities and expedite assignments to/from the proposal team
• Develop proposal response strategy with assistance from Capture Lead and Proposal Management as required
• Coordinate the collection and accumulation of cost, scheduling and performance elements from functional departments.
• Use complex Excel spreadsheets to capture costing / pricing and Basis of Estimates (BOE)
• Coordinate the handling of custom proposal requirements (SOW, SPEC, T&C compliance matrices etc.)
• Coordinate the proposal narrative responses
• Facilitate colour team reviews
• Generate concise proposal text / compliance text to fill-in gaps with proposal team text / sales language as required.
• Obtain approvals following WESCAM’s approval process (chair approval meeting if required)
• Complete the proposal response including editing, formatting and publication, for on-time submission
• Provide post-proposal support during subsequent Q&A and BAFO response.
• Lead and become an expert in the Price Justification process and requirements and work with members of the B&P, Finance and Contracts teams to respond quickly and accurately to customers.
• Participates as a member of the contract negotiating team.
• Liaise and lead meetings with customers directly as required.
• Closeout the proposal process by completing as awarded information and transition information to the program execution team.
• Provides inputs to changes in proposal processes, tools and systems to improve efficiencies and results. As requested, implement the suggested changes.
• Work to achieve individual annual goals and objectives with minimal oversight and frequently support the achievement of department strategic goals involving cross-functional teams.
• Maintain / update assigned proposal tools, templates and process instructions.

Required Capabilities

• Strong proficiency (advanced users) with MS Excel, MS Word and MS PowerPoint
• Experience with Microsoft Dynamics an asset
• Strong organizational skills. Technical aptitude considered beneficial
• In-depth knowledge of proposal management best practices
• Excellent writing skills with the ability to write persuasive proposal text
• Excellent verbal communication skills with the ability to chair bid management meetings
• Excellent attention to detail is essential
• Ability to prioritize workload
• Flexible schedule to support Major Proposal response timelines
• Team player attitude
• Ability to multi-task and work under pressure
• Ability to work extended hours during major proposal submissions
• Excellent communication & leadership skills to facilitate meetings with key stakeholders from a multi-functional team (Sales, Procurement, Program Management, Service, Engineering etc.), to execute bid strategy
• Expertise in System level Program Execution (Statement of Work, Work Breakdown Structure etc.)
• Experience in complex aerospace / defense product sales or sales support an asset
• Participation in Association for Proposal Management Professionals (APMP) Practitioner level an asset.
• Working knowledge of the Shipley Business Development Lifecycle

Desired Education and Experiences

• May have in-depth knowledge of project management.
• Bachelor’s Degree and minimum 9 years of prior relevant experience.
• Graduate Degree and a minimum of 7 years of prior related experience.
• In lieu of a degree, minimum of 13 years of prior related experience.

*This posting is for a current vacancy. In the province of Ontario, Canada, the pay range for this position will be $115,000 to $140,000

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