Sr. Associate, Proposal Management
Reference #18667
Waterdown, Ontario
About L3HARRIS WESCAM
As a subsidiary of L3Harris Technologies, Inc within the Integrated Mission Systems Segment, WESCAM 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 Proposal professional who is accomplished in all aspects of proposal coordination from the chairing of Kickoff meetings, costing and pricing in complex spreadsheets through to the acquiring of bid approvals and bid issuance. This role will be working within a Bids and Proposals organization of approx. 15 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 Senior Associate, you will coordinate the collection and accumulation of cost, scheduling, and performance elements 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 complex projects or processes with general oversight
- Learn and understand WESCAM’s complete product offering and the Common Capture Process (CCP)
- Analyze and interpret customer requirements for both Products and Services (Request For Bid (RFB) / Request For Proposal (RFP) / Request for Information (RFI) / Request for Quotation (RFQ) etc.)
- Evaluate the Proposal Request and prepare for Bid Decision meeting as required
- Prepare for and facilitate the Proposal Kickoff meeting
- Develop proposal schedule and assign team responsibilities
- Develop, plan and schedule proposals, delegate and expedite assignments to/from the proposal team
- Chair meetings as required related to status and discussions on issues related to the opportunity being worked on
- 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)
- Administrate informal review of bid / proposal documents prior to submission (Red Team)
- Generate concise proposal text / compliance text to fill-in gaps with proposal team text / sales language as required.
- Follow-up and expedite timely responses from the proposal team
- Obtain approvals following WESCAM’s approval process (chair approval meeting if required)
- Complete the proposal and prepare the response for on-time submission
- Provide post-proposal support during subsequent Q&A and Negotiations
- Closeout the proposal process by completing as awarded information
- Identify improvements within Product & Service proposal processes and assist in implementing changes where applicable
- Coordinate and assist with the Price Justification process and requirements and work with members of: Sales Finance, and Contracts teams to respond quickly and accurately to customers.
- Work to achieve individual and department strategic goals
Required Capabilities
- Strong proficiency with MS Excel, MS Word and MS PowerPoint
- Experience with a CRM tool an asset
- Strong organizational skills.
- Technical aptitude considered beneficial
- 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
- Team player attitude
- Ability to multi-task and work under pressure
- Ability to work extended hours to support proposal submission timelines as required
- 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
Desired Education and Experiences
- Requires practical knowledge of job area.
- Bachelor’s Degree and a minimum of 2 years of prior related experience.
- Graduate Degree or equivalent with 0 to 2 years of prior related experience.
- In lieu of a degree, minimum of 6 years of prior related experience.
- Experience in complex aerospace 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
