Title:  Principal, Proposal Management

Principal, Proposal Management

Reference #36870

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 Senior Proposal Manager who is accomplished in all aspects of Proposal Management from the early stages of a pursuit to facilitating and guiding colour review meetings and acquiring executive level approvals prior to submission.  This role will be assigned to the most complex, significant and strategic major proposals often requiring the management of proposal teams in multiple international divisions to win opportunities for the sale of WESCAM MX Series Electro-Optic / Infra-Red sensors, Services and System Solutions for installation on Aircraft, Maritime vessels and Land vehicles.

Recognized as an expert and/or resource within the field by peers, in and outside the organization, with broad expertise across multiple functions in a defense / aerospace industry. Works under consultative direction against annual goals to manage large, complex project initiatives of strategic importance to the organization. Communicates within and outside of the organization to influence leadership to accept new practices, approaches, and concepts. Develops or champions new systems, concepts, or technologies. Recommends tactics and strategies that directly impact the achievement of overall business or functional results.

The position will also act as a guide / consultant to the Bids and Proposals organization of approximately 20 people, training and mentoring staff on best practices and developing response strategy, improving PWin.

Primary Responsibilities 

• Responsible for managing large, complex project initiatives of strategic importance to the organization, involving large cross-functional teams with minimal oversight
• Learn and understand WESCAM’s complete product & service offering  and be an expert on industry best practices for capture management and proposal processes
• Analyze and interpret customer requirements & evaluation criteria and develop a compliant response approach in alignment with win strategy
• Facilitate and provide guidance regarding conduct of colour team reviews
• Facilitate Pursue-No Pursue, Bid-No Bid meetings. As required, facilitate bid approval meetings
• Develop proposal schedule, assign team responsibilities and ensure timely execution
• Conduct alignment reviews between win strategy, proposal responses, costing and risk register
• Coordinate the collection and accumulation of cost, scheduling and performance elements from functional departments
• Oversee the use of complex Excel spreadsheets to capture costing / pricing and Basis of Estimates (BOE) and have the ability to use and audit same ensuring alignment to cost proposal requirements and win strategy
• Assist in the development of PTW and estimated evaluation scoring
• As required, develop Table of Contents, proposal outline, narrative responses and proposal volumes, providing compelling sales language aligned to win themes, and translating win strategy into narrative
• Facilitate red team review teams on larger responses and be a red team reviewer supporting the B&P department
• Solid understanding of DoD / DND acquisition and evaluation processes
• Complete the proposal response including editing, formatting and publication, for on-time submission
• Provide post-proposal support during subsequent Q&A and BAFO responses
• Liaise with customers directly as required
• Deputy Capture Lead as required
• Closeout the proposal process by completing as awarded information
• Conduct proposal lessons learned process
• Provide guidance related to proposal process within B&P and with supporting functional groups
• Support B&P team members in development of response strategies and proposal execution issues
• Identifies and leads changes in proposal processes, tools, templates and boilerplate responses to improve efficiencies and results.
• Achieve individual annual goals and objectives, support the achievement of department strategic goals involving cross-functional teams and support B&P team members in achieving their goals
• Maintain / update assigned proposal tools, templates and process instructions.
• Oversee the department’s quality system and represent the department during audits

Desired Assets

• 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
• Training and experience in use of and leading Capture Management process (i.e. Shipley)
• Development of training materials and training staff of best practices
• Strong aptitude in development of win strategy, contributing to capture
• Excellent writing skills with the ability to write persuasive proposal text, develop response outlines (story boarding) and manage proposal volumes (book boss) as required
• Excellent verbal communication skills with the ability to brief senior leadership as required
• Excellent attention to detail is essential
• Flexible schedule and ability to work extended hours to support Major Proposal response timelines
• Team player attitude
• Ability to multi-task and work under pressure
• Excellent communication & leadership skills to facilitate meetings with key stakeholders from a multi-functional team (Sales, Procurement, Program Management, Service, Engineering etc.)
• Ability to rapidly develop response approaches aligned to win strategy and evaluation criteria
• Expertise in 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
• Leadership capability to guide business or functional teams without formal management role.

Education and Experiences 

• Requires both advanced business knowledge and highest level of technical mastery in functional area.
  • Minimum 16years bids and proposals / related experience in a defence or aerospace environment
• Bachelor’s Degree with a minimum of 12 years of prior related experience.
• Graduate Degree with a minimum of 10 years of prior related experience.

Our work environment is both challenging and dynamic – our physical environment is state of the art. Here’s what you can expect by joining L3Harris WESCAM:

• • Brand new, custom-built 330,000 sq ft Engineering and Production facility atop the Waterdown escarpment in Hamilton
  • Close to hiking paths along the Bruce trail
  • Every other Friday off (paid – with our rare 9/80 work schedule)
  • 18000 sq ft subsidized Café including 12 mini- Café areas throughout the complex
  • Free 10,000 sq ft  on-site gym
  • Free wellness programs
  • Free fruit, bagels and coffee
  • Wellness rooms – first aid, prayer, mother’s room and quiet zones
  • Work / Life balance
  • Real opportunities for growth and development
  • A diverse and inclusive working culture
  • Everyone’s role at L3HARRIS WESCAM contributes to protecting people’s lives

*This posting is for a current vacancy.  In the province of Ontario, Canada, the pay range for this position will be $125,000 to $175,000 

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