Director, Bid and Proposal Management

Director of Bids and Proposals

Thales is looking for a Director of Bids and Proposals (DBP) to support and manage all bid activities for Thales Inflight Experience (IFE) business line including all inflight entertainment and connectivity product portfolios as well as integrated offers while contributing directly to EXCOM initiatives. This position commands a high level of expertise and an understanding at the enterprise level of the commercial, technical and value implications of the solutions to be proposed to the customer. These wide ranges of activities not only require an experienced global view of the business but will also consume the unit financial stake of over of 50% of the BL yearly order intake budget. The position is required to develop and sustain the growth of the inflight entertainment and connectivity business and to support the Avionics (AVS) Global Business Unit (GBU) in achieving their long-term corporate growth commitments. The DBP will challenge and motivate cross-functional, multi-disciplined stakeholder personnel that support the bid process, to promote cooperation and an attitude of commitment in the pursuit of our objectives. The DBP will encourage a culture of continuous improvement in bid quality, robustness, technical rationalization and overall project feasibility working cooperatively with Sales, Customer Delivery, Product Management and Engineering. Through performance of the duties listed below, the DBP will provide value added support to the Sales process by ensuring regional and centralized bid strategies and process are incorporated into the customer proposals, coordinating and leveraging key company strengths into individual Sales campaigns serving to improve the company's effectiveness to compete in the marketplace while improving profitability. Furthermore, assurance that RFPs are responded to in a timely manner and completely is a key objective of this position.

In this position, you will also endeavor to collect regional customer order intake, gross margin, customer pursuit, market and trend information to provide continuous performance monitoring and feedback and to assist effectively forecasting and reporting global order intake and profitability. The position will also serve to ensure compliance with established company processes and utilize the appropriate company Bid Management process for presentation to management for required approvals.

Key Areas of Responsibility

• Bids & Proposals management for both IFE and Connectivity as well as combined offers; Manage and coordinate the core bid team stakeholders including Financial Analysts, Program Management and Engineering for cost development; Define the initial project baseline based on a viable solution and project structure regarding the customer requirements and Company strategy / policy; Organize bid kick off meetings to communicate and flow down customer RFP requirements through the organization : cost and price targets and customer product / system requirements; ensuring that all bid requirements are acknowledged and understood; Create and validate the bid based on the stakeholders' commitment and by validating risks and opportunities of the future project; Based on the initial project baseline, define major milestones for delivery and acceptance, consolidate costs and validate the whole project baseline for the bid.
• Manage a matrix team consisting of both internal and external third parties; collect and review the required input (costs data and technical information) to create the bid package, whilst ensuring that the bid schedule and milestones are adhered; Review the bid package and ensure that it is accurate, meet the bid target setting requirements as identified by the sales manager, and meet the current corporate requirements for cash flow, payment schedules and GM (%).
• Coordinate executive reviews of the bid package; focused on commitments, risks and financial analysis; Make presentations to the GBU level at Corporate for gate and business model trends; Launch the solution oriented phase, organize and plan the future project; Coordinate the Sales / Program handover of successful bids, ensuring Program Management is fully briefed on the customer requirements and subsequent program scope of work, company commitments and associated bid financial package.
• Manage annual customer bid activity based on yearly order intake objectives; Establish and foster positive relationships with the regional sales organizations to ensure a cooperative and collaborative approach to sales, proposal strategy and forecasting; Work closely with Product Strategy, Product Management and Product Marketing groups to provide customer trend analysis, based on RFP activity, and help develop future product developments and roadmaps supporting the following tasks; Survey of the competition offering with associated SWOT.
• Define market price for each segment of the connectivity offering hardware, software and services; Identify and characterize connectivity services taking into account cabin environment but also extension to maintenance and flight support services for pilot needs.
• Analyze and benchmark business models both B2B with airlines and B2C with passengers; Define best in class offering portfolio with clear differentiators leveraging both internal developments, and develop relevant partnerships to complete the connectivity value proposal; Participate in the innovation and product planning process with the designated design team; As needed, support trade shows in which the IFE Group exhibits; Create / Conceptualize new business models, bid tools and business practices.

Minimum Qualifications

If you're excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community!

Special Position Requirements

This position will require successfully completing a post-offer background check. Qualified candidates with a criminal history will be considered and are not automatically disqualified, consistent with federal law, state law, and local ordinances.

We are an equal opportunity employer, including disability and veteran status. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

If you need an accommodation or assistance in order to apply for a position with Thales, please contact us at talentacquisition@us.thalesgroup.com.

Thales provides an extensive benefits program for all full-time employees working 30 or more hours per week and their eligible dependents, including :