Sales Manager - FEC

Mission-Driven. Honor-Bound. Fairbanks Morse Defense. What’s your calling? For the men and women of Fairbanks Morse Defense it’s the rapid and effective support of the fleets that entrust us to design, develop, and deliver the best naval power technology on the planet. We’re one of the nation’s leading marine defense contractors because of the highly trained and dedicated teams that provide reliable power systems, parts, and aftermarket services to the U.S. Navy, Coast Guard, Military Sealift Command, and Canadian Coast Guard. When you join Fairbanks Morse Defense, you join a legacy of commitment that spans 150 years. Fairbanks Morse Defense offers competitive benefits with a wide range of training and development opportunities. Our world-class teams are dedicated to helping every individual achieve their full potential. Discover what it’s like to be a part of the Fairbanks Morse Defense team here: https://www.fairbanksmorsedefense.com/careers

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.

Qualifications

• 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.

Fairbanks Morse Defense offers a competitive benefits package including but not limited to, medical, dental, vision, life, and disability insurances, and 401k retirement plan with employer match.  In addition, we offer paid time off, paid holidays, paid parental leave, and tuition reimbursement. 

Equal Opportunity Employer/Veterans/Disabled