Sr. Associate, Proposal Management

Ref#16818

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 and processes with minimal oversight
• Learn and understand WESCAM’s complete product offering (price book) and the Common Capture Process (CCP)
• 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 and assign team responsibilities
• Develop proposal response strategy with assistance from Capture Lead and Proposal Managers as required
• Chair various meetings
• Develop, plan and schedule proposals, delegate and expedite assignments to/from the proposal team
• Manage 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)
• Manage custom proposal requirements (SOW, SPEC, T&C compliance matrices etc.)
• Manage the proposal narrative responses including administrating the Red Team review process
• 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
• Contributes to achieve department strategic goals including making substantial improvements to systems and processes to improve performance of job area.
• Coach, mentor and train other employees.

Required Capabilities 

• Strong proficiency (advanced users) with MS Excel (complex spreadsheets), MS Word (proposal documents) and moderate proficiency with MS PowerPoint
• Experience with Microsoft Dynamics 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
• Ability to multi-task and work under pressure
• Team player attitude to assist with challenges that may arise on other team member’s proposals
• Ability to communicate proposal progress to key stakeholders
• Ability to work extended hours during major proposal submissions to maintain the proposal schedule
• 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
• Experience in Program Execution (Statement of Work, Work Breakdown Structure etc.)

Desired Education and Experiences 

• Requires strong knowledge of job area typically obtained through advanced education combined with experience.
• Typically viewed as having a specialty within discipline.
• May have broad knowledge of project management.
• Experience in complex aerospace product sales or sales support an asset
• Bachelor’s Degree and minimum 6 years of prior relevant experience or Graduate Degree and a minimum of 4 years of prior related experience.
  • Minimum 4 years bids and proposals or relevant experience in a technical, fast paced environment
• Participation in Association for Proposal Management Professionals (APMP) Practitioner level an asset.
• Working knowledge of the Shipley Business Development Lifecycle
• Applicants with prior experience in the Aerospace industry and / or with the bidding of complex System Solutions will be highly valued.