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An expert in business development and strategic planning

Said S. Salah has over 25 years of progressive experience in the Federal Government contracting and pricing field. Progressive International experience with a focus on Middle East business development. Expert in contracts management, competitive cost modeling, financial analysis, price-to-win (PTW) and price-to-execute (PTE) analysis, competitive analysis, and creative pricing strategies. Successfully led the PTW-PTE campaign for a US$2.85billion award, containing worldwide services in CONUS, Saudi Arabia, Kuwait, Afghanistan, Qatar, and other international locations. Progressive experience in proposal preparation and pricing, contracts analysis and monitoring, and customer negotiations. Extensive experience in establishing successful pricing strategies that are compliant, competitive, and profitable. Extensive working knowledge of FAR, GAAP, CAS. Strong background in forecasting, estimates to complete, cost/revenue projections, indirect rate development and analysis, variance reporting, and transaction costing. Extensive work in developing detailed work breakdown structures (WBS), basis-of-estimates (BOEs), variance analysis, and program cost control. Experience in strategic planning and analysis, identifying critical cost impacts and long range planning. Extensive knowledge and experience in risk assessment and mitigation strategies.


Experience
SSRS LLC

Managing Partner

2018 - 2019 (1 year, 10 months)
Responsible for the implementation of Capture Pricing and Positioning Strategies for small and mid-sized Government Contractors. Support business development teams during the contract acquisition life-cycle, to include team selection, subcontractor negotiations, competitive assessments, PTW and PTE analysis, and other critical strategies that maximize the company PWIN. Assist in the preparation of bid cost narratives, financial disclosure documentation, and other compliance deliverables required for proposal submission.
EagleForce Associates

Chief FInancial Officer

2017 - 2018 (7 months)
Responsible for directing EagleForce's fiscal functions, including:
Plan, develop, organize, implement, direct and evaluate the organization's fiscal function and performance;
Develop the corporation's plans and programs as a strategic partner to multiple corporations and clients;
Evaluate and advise on the impact of long range planning, including regulatory actions;
Provide accurate budget analysis, financial reports, and financial trends in order to assist the CEO and other senior executives in their business decisions;
Enhance and/or develop, implement and enforce financial policies and procedures;
Optimize the handling of financial functions (Payroll, AR, AP) and initiate appropriate strategies to enhance cash position;
Provide recommendations from the financial perspective on any contract which the corporation intends to execute.
ManTech International Corporation

GM & Managing Director; ManTech MENA (Middle East & North Africa) LLC

2014 - 2017 (2 years, 10 months)
Managing Director for ManTech's Middle East Operations headquartered in Riyadh, Saudi Arabia;
General Manager for ManTech's KSA Branch Office (ManTech MENA LLC) responsible for marketing and business development, operations, and profitable contract execution;
Successfully led ManTech's capture activities of the Royal Saudi Airforce (RSAF) F15 Technical Support Program with ManTech's exclusive partner, Jadwalean International Operations and Management Corp. Led the team through Award confirmation and successful Contract Transition at multiple sites throught the Kingdom of Saudi Arabia for 200+ US Expats, 650+ Saudi Nationals, and 30+ support personnel from multiple nationalites;
Responsible for regional support of ManTech's OCONUS operations in the Middle East including, Saudi Arabia, UAE, Kuwait, Qatar, Bahrain, Jordan, and Egypt.
EagleForce Associates

VP of Finance

2013 - 2017 (4 years, 12 months)
ManTech International Corporation

Director, Pricing Strategy

2010 - 2014 (4 years, 9 months)
Developed Business Case and Price-To-Win (PTW) Strategies for must-win opportunities, including technical, management, and pricing strategies to achieve desired PTW in a manner consistent with company profitability and performance goals;
Successfully led the PTW-PTW function for ManTech’s Technical Services Group resulting in a combined value in excess of US$3.65billion in awarded contracts;
Works collaboratively with operations, capture management, business intelligence and subject matter experts (both internal & external) to craft and evaluate alternative offer approaches (technical, management, pricing) that provide the best probability of winning for ManTech, and are consistent with company profitability and performance goals, and to support Pursue and Bid / No Bid decisions;
Develops, evolves, and maintains historical analyses of competitor bid pricing techniques, including technical and management differentiators and their impact on price, and uses that data in analysis of bid opportunities and in the development of specific bid pricing targets;
Ghosts competition to model their likely and potential offer behavior and resulting pricing;
Creates customer "should cost" models;
Synthesizes and evolves analyses with qualitative learning from market research studies, market assessments, focus groups, syndicated research, etc. to form a holistic understanding of target customers;
Works closely with Contracts Pricing Department to communicate results of analysis of competitor pricing and pricing techniques, and ensure Capture decisions are reflected in the Cost Volume;
Works directly with Business / Competitive Intelligence team professionals to obtain and analyze relevant data;
Assists in developing enterprise-wide PTW processes across various business units, to include attendant required training.
BAE Systems

Director of Pricing

2005 - 2010 (4 years, 4 months)
Manage Pricing Team on all proposal efforts for the acquisition of new, follow-on, and recompete bids for the BAE Systems Information Technology Inc. Support existing and new business activities, including the preparation of all Compliance, Competitive, and Profitability (CCP) Analysis;
Manage all Government and commercial contract activities, including international business proposals. Prepare strategic price-to-win analysis (PTW) including win probability, risk assessments, and time-phased mitigation plans;
Ensure compliance with corporate Estimating practices and procedures, including proper application and presentation during required phase reviews. Prepare proposal submissions, which include Cost Reimbursable, Time & Material, and Fixed Price efforts. Responsible for cost narratives, development of pricing assumptions, terms & conditions, cost compliance, BOE preparation and reviews, cost/pricing model development, P&L reviews, and best and final offers (BAFO) submissions;
Responsible for DCAA audit responses, indirect rate application, and cost/price justifications. Assist BD and Capture Managers in bid and execution modeling and other pricing related functions.
BearingPoint

Senior Pricing Manager

2004 - 2005 (11 months)
As part of the Public Services Capture Team (PSCT), a highly skilled group entrusted with securing ‘must win’ opportunities, the Lead Pricing Manager leads a staff of cost & pricing analysts in overseeing the development and communication of the cost and pricing solution and associated verbal or written deliverables. Other duties include providing direct support to the Capture Managers, compliancy with customer requirements (FARS, DFARS), Coordination with PS Contracts, recommending subcontracting strategies, development of bid pricing strategies, coordination with Competitive Analysis Manager, develop successful cost exhibit terms/conditions to achieve proposal cost realism, develop competitive pricing strategies that are realistic and defendable, develop pricing strategies for subcontractors, and apply complex life cycle tools to achieve cost realism and support of TCO.
SAIC

Controller & Finance Manager; Saudi SAI (SAIC’s Middle East Operations)

2002 - 2003 (1 year, 1 month)
Responsible for the Joint Venture's (JV) comprehensive duties related to Finance and Financial Reporting, Business Management, Administration, and Operations of Saudi SAI. Coordinate the development, review, and reporting, and tracking of the Company’s financial business plan. Work closely with SAIC, and other vendors and subcontractors, to support bid efforts, including A-20 (Fixed Price) reviews. Negotiate and administer new and existing contracts, including subcontracts. Interact with Clients and Subcontractors to maintain cost and scheduling requirements for all Expatriate life-support activities in-Kingdom. Coordinate personnel staffing and screening for new and on-going project activity. Assist in the Marketing of SAIC products and services to potential clients, including liaison support, strategy implementation. Coordinate operational issues related to visa processing, Client security access, and housing and transportation needs. Coordinate with SAIC and other vendors and subcontractors for securing resources related to in-Kingdom manpower staffing, developing Qualification Packages, and direct proposal support. Responsible for developing cost estimates and bid packages. Responsible for the administration of financial and accounting activity to include payroll, leases and insurances for Saudi SAI, and oversight of accounting and clerical staff.
SAIC

Group Pricing Manager

2000 - 2004 (4 years, 8 months)
Manage all proposal efforts for the acquisition of new, follow-on, and recompete bids for the Gobien Group. Support existing and new business activities. Manage Government and commercial contract pricing activities, including international business proposals and pricing strategy. Prepare proposal submissions, which include Cost Plus, T&M, and Fixed Price efforts. Extensive knowledge and application of SAIC policies, including Red Team, Green Team, and A-20 Fixed-Price reviews. Responsible for pricing strategy, cost volume preparation, development of pricing terms & conditions, CESM compliance, BOE review, cost/pricing model development, and best and final offers (BAFO). Assist Contracts and Subcontracts Managers in task order cost modeling and other pricing related functions.
Booz Allen Hamilton

Senior Pricing Analyst/Supervisor

1997 - 1999 (1 year, 11 months)
Responsible for all pricing functions for BAH's International Team operations, including RFP review, proposal scheduling, assignments to junior pricers, and final review of all cost proposals for the Team. Spearheaded the development and implementation of many pricing initiatives including BAH’s first official task order pricing system (TOPS) aimed at streamlining the group’s proposal preparation process gaining efficiency and accuracy. Conducted numerous training programs for cost proposal preparation and federal government contracting, including cross-team training seminars.

Education
Certificate Program, Federal Procurement

University of Virginia

2000 - 2002
MBA , Finance

Marymount University

1994 - 1996
B.A, Economics

George Mason University

1990 - 1994