Bid & Proposal Manager, Propulsors (Finance)
Position Summary
The Bid & Proposal Manager works collaboratively to manage the commercial process, including the development of high quality, accurate proposals and commercial offerings with the support of the Bird Johnson & Fairbanks Morse Defense (FMD) cross functional team, including business development, sales managers, application engineers, legal, finance, and operations. The Bid & Proposal Manager ensures offers reflect customer expectations and requirements at a commercial position that best positions FMD as the supplier of choice and meets or exceeds business performance and strategic objectives. This individual is a well-rounded business professional with excellent communication and interpersonal skills and is comfortable in a fast paced, dynamic environment. Ability to travel domestically and internationally as required. The incumbent will be required to be on-site in Walpole, MA for one week every month.
Key Responsibilities
• Responsible for executing the commercial process for propulsion system solutions by leading and collaborating with the cross functional team through qualification, opportunity strategy reviews, the proposal development process, and timely offer and contract reviews.
• Monitors metrics related to process effectiveness and efficiency and adjusts the commercial process and develops tools as needed.
• Conducts a comprehensive review and breakdown of the customer request, engaging appropriate cross-functional team members
• Establishes clearly communicates, and manages critical dates within the commercial process to the commercial team
• Integrates commercial data (i.e., price, delivery, scope, exceptions, etc.) into a clear, comprehensive proposal that communicates the FMD value proposition
• Works across the organization to identify commercial, technical, execution, and financial risks in the project, developing appropriate mitigation and negotiation strategies. Maintains contracting standards and reviews modifications and risks with Legal and Project Management
• Supports Business Development in customer interactions including detailed offer reviews and contract negotiations
• Develops and maintains all commercial documentation forms, templates, and tools and ensures documents meet Fairbanks Morse Defense brand standards
• Provides timely training to commercial process stakeholders on documentation updates and process changes
• Leads a timely and comprehensive transfer meeting to Project Management upon successful entry into a contract to provide products and/or services.
• Tracks pricing and cost histories and variances and evaluates win/loss information to collaborate with Product Management on adjustments to product offerings and configurations by region, where necessary.
• Lead in a manner that reflects Fairbanks Morse's values.
Required Qualifications
• Proposal management experience preferred
• Bachelor's degree in marine engineering systems or related field
• Knowledge of US Navy and government contracting processes
• 5-8 years direct experience in commercial management, proposal development, or sales in a business-to-business environment
• Demonstrated experience with long, complex sales cycles
• Excellent organizational and planning skills, communication skills, and attention to detail
• Strong knowledge and applications of software tools to prepare documents and conduct analysis
• To be considered for this opportunity, you must be eligible to obtain and maintain secret level security clearance, which requires US Citizenship
Preferred Qualifications
• Master's in business administration
• Experience in marine propulsion system sales preferred
• Power systems engineering experience a plus
NOFORN Policy
• This position involves access to technical data that is subject to U.S. export control regulations. As such, only U.S. citizens are eligible to apply. This position is designated NOFORN (Not Releasable to Foreign Nationals) under U.S. government security regulations.
