Bids and Proposals Manager

Job Title:
Bids & Proposals Manager
Location:
Cincinnati, OH
Reports To:
Vice President / General Manager

Company Overview

Federal Equipment Company, a division of Fairbanks Morse Defense, is a leading supplier of marine deck machinery and specialized material handling systems. With a long-standing reputation for quality and reliability, we proudly serve the U.S. Navy, Coast Guard, Military Sealift Command, and Canadian Coast Guard. As part of a 150-year legacy of innovation, we are committed to delivering tailored solutions that meet the unique demands of our customers.

Position Summary

The Bids & Proposals Manager is responsible for driving the sales process, managing customer relationships, and delivering high-quality, competitive proposals that meet customer needs and align with company objectives. This role involves collaborating across internal teams to ensure seamless execution of proposals and contracts while maintaining a strong focus on process development and operational efficiency. The ideal candidate will have exceptional organizational and communication skills, a solutions-oriented mindset, and the ability to lead a sales process that supports Federal Equipment Company’s reputation for reliability and precision.

Key Responsibilities

• Lead the preparation, review, and submission of high-quality proposals, ensuring compliance with customer requirements and alignment with company goals.
• Manage proposal schedules and critical deadlines, ensuring timely and accurate submissions.
• Collaborate with cross-functional teams—including engineering, legal, finance, and operations—to gather inputs for proposals and address technical, commercial, and financial considerations.
• Build and maintain strong relationships with key Navy accounts, industrial clients, and the Sales Representative Network, ensuring a high level of customer service and responsiveness.
• Lead and help implement strong processes, data analytics, and key performance indicators (KPIs).
• Research market trends and competitor activities to identify opportunities for improvement and growth.
• Track pricing, cost histories, and win/loss data to inform pricing strategies and improve future performance.
• Ensure smooth handoff to Project Management teams upon contract award to facilitate seamless execution.
• Bachelor’s degree in a relevant field (Business, Engineering, or related discipline), or equivalent experience.
• 5+ years of experience in Sales Management, Regional Sales, or Proposal Management, preferably within the marine, defense, or manufacturing industries.
• Strong understanding of sales processes and proposal development, with experience managing long-cycle projects.
• Excellent organizational, communication, and collaboration skills with a strong attention to detail.
• A strong understanding of the market, products, service offerings and customer base or the ability to quickly learn.
• Experience in development, implementation and execution of a sales strategy and system.
• Ability to create and maintain strong relationships with customers, employees and sales representatives.
• Very proficient in Microsoft Office Suite, including Word, Excel, PowerPoint, and Outlook.
• This position requires access or potential access to Unclassified Naval Nuclear Propulsion Information, which is Not Releasable to Foreign Nationals (NOFORN) data. Therefore, to meet NOFORN requirement, you will have to provide proof of US Citizenship and attest that you do not have dual citizenship. Acceptable proof of US Citizenship is a US Passport, US Birth Certificate or Naturalization Certificate.

Qualifications

This specification is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions that will be given this title and shall not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision.

Ability to competently perform all the essential duties of the position, with or without reasonable accommodation, demonstrated commitment to effective customer service delivery, and the ability to work productively as a member of a team or work group are basic requirements of all positions at Fairbanks Morse Defense.