Proposal Manager

Title Proposal Manager
Location PA


Leads and oversees the proposal, customer services and order entry acquisition process for pre-identified business opportunities. Plans and delivers pre-sales and post-sales services and support to customers. Provides a single point of contact for proposal process and execution supporting program managers and account managers to provide responsive proposals to customers. Tasks include analysis of RFQ/RFP requirements and coordination with program management to construct proposal approach, schedule, and activities required to meet proposal delivery dates. Tasks include monitoring the development and delivery of proposals; manage proposals by coordinating departmental or cross-functional teams. Analyzes and develops operational processes, escalation procedures and performs training needs assessments for identifying opportunities for service delivery improvements, proposal processes, order entry processes and value add to customers/clients. Lead and coordinate work activities of Customer Service Representatives as well as performing some proposal and customer service tasks. Oversees the planning, coordination and processing of sales orders. Performs this management role in a moderate complexity business representing the normal extension of the business area product line.

Essential Duties and Responsibilities:
Manage employees, Develop Maintain and Operate processes for Proposal Management, Customer Service and Order Entry
Clearly and effectively communicate with internal and external customers.
Track quotes and proposals from the initial request to the review and approval of the Purchase Order.
Analyze requests for Information, requests for quotes, and requests for proposals to determine who needs to provide input to the quote.
Oversee receipt of RFQs working with proposal coordination team to ensure administrative tasks are completed expeditiously, and proposal effort can be launched
Analyze RFQ content and establish plan of attack. Coordinate with PM to ensure all estimating elements are identified and addressed in the plan.
Lead development of LCM Phase 2A review and proposal approval packages in accordance with LCM and Phase Gate approval requirements
Develop accurate presentations and reports to support internal management and customer reviews.
Monitor and status completion of required LCM artifacts in support of Phase 2A reviews.
Support and/or prepare basis of cost estimates, provide pricing rationale and recommendations supporting quotations for development, production, and follow-on contracts.
Assemble, review and incorporate the inputs from the functional organizations.
Monitor proposal development schedule progress and address overall on-time to promise delivery to achieve 98% or better delivery success.
Prepare monthly bid and proposal summaries for management review
Establish the customer expectations of when they should expect to receive the quote, and ensure quotes are delivered on time.
Coordinate B&P budget management with BD Director
Other Duties and Responsibilities:
Coordinate action amongst multiple business functions for the successful execution of key business processes and customer/client satisfaction
Review the draft and final versions of the quote to ensure that functional input has been included, accuracy has been checked, quality and staffing financial considerations have been made, and technical ability has been evaluated to ensure the task can be completed, any potential issues are highlighted, and that the quotes align with costs for past performance.
Ensure proposal compliance to bid instructions, FAR regulations and corporate policies
Facilitate hand off of program to Program Management after the purchase order has been received and accepted.
Facilitate Lessons learned and After Action Reviews of large proposals or proposals that encountered issues. Debrief these with the proposal team and incorporate improvements into the process as appropriate
Supervisory Responsibilities:
Manage personnel in Proposal Management, Customer Service and Order Entry
Minimum Job Requirements:
Three (3) years of leadership experience in proposal development and delivery for defense industry proposals in a manufacturing and/or engineering development environment
4 year degree, or equivalent experience in applicable business processes.
5-10 years related experience
3-5 years of management experience
Excellent written and verbal communications skills, along with presentation skills.
Possess excellent time-management skills
Self-starter attitude with a desire to solve problems, support co-workers, and grow his/her technical skills using whatever means are necessary (e.g. lab work, simulation, technical papers, added coursework, etc.).
Proficient user Microsoft Office software. (MSWord, Excel, PowerPoint, Visio, Project)
Proficient user SALESFORCE or other CRM tool.
Required to obtain and maintain a security clearance which requires US citizenship
Key Leadership Competencies:
An authentic and believable leader who communicates with conviction and humility and is able to engender trust throughout the organization.
A natural communicator and influencer, using such strengths in often difficult and complex situations.
Strong emotional intelligence.
Enthusiasm for building high-performing teams.
An approachable, hands-on and “roll up the sleeves” management style with attention to detail. Keen business judgement with the ability to provide fresh, proactive insight.
A willingness to be out among the employees and the customers listening to their ideas and concerns while gaining their trust and support.
A communication style which instills confidence.
An entrepreneurial orientation, yet with the skills and savvy to work within the existing company culture and help to evolve into the desired culture.
Flexibility and problem-solving capabilities
High energy level and strong action orientation.