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Business Development | Competitive Cost Modeling | Financial Analysis | MBA

Said S. Salah works with local, state and Federal Government in United States to establish successful pricing strategies that are compliant, competitive, and profitable using his expertise in contracts management, competitive analysis, creative pricing strategies, Business Development, Competitive Cost Modeling, Financial Analysis.

Said has more than 20 years of professional working experience and he holds MBA degree in Finance from Marymount University.

He worked with ManTech International Corporation as GM & Managing Director who is responsible for marketing and business development, operations, and profitable contract execution.

Prior to his current work as Senior Pricing Strategist (SME) at Amentum, Said was the Director of Pricing for BAE Systems, Inc.

Said had worked in in CONUS, Saudi Arabia, Kuwait, Afghanistan, Qatar, and other international locations.



Experience
Amentum • United States (U.S)

Senior Pricing Strategist (SME)

2019 - Present (2 years, 1 month)
As the Senior Pricing Strategist for Amentum (formerly AECOM Management Services Inc.), responsible for Pricing Strategy development and implementation on all key opportunity engagements pursued by the company. Support Business Development and Capture teams during the contract acquisition life cycle, to include team selection, subcontractor negotiations, competitive assessments, evaluation scoring, profitability analysis, and other critical strategies that maximize the company’s PWIN. Assist in the preparation of bid cost narratives and other compliance deliverables required for proposal submission. Support color review teams for both Technical/Management and Pricing sections to ensure consistency, compliance, and competitiveness of submission artifacts.
SSRS LLC • United States (U.S)

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 • United States (U.S)

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 • Saudi Arabia

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)
EagleForce pedigree was established within the Intelligence, Defense and Homeland Security sectors and is recognized as a leading technology solution’s company providing a broad range of eligibility systems development, organizational and operational assistance to “Big Data” processing including interoperability, predictive analytics, and IT functions. Our evidence-based eligibility & real-time monitoring systems have been deployed to solve some of the biggest technology challenges in the world. Today, our solutions have been adopted by many leading healthcare companies including pharmaceutical manufacturers, PBMs, chain pharmacies and drug wholesalers.
ManTech International Corporation • United States (U.S)

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 • United States (U.S)

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 • United States (U.S)

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 • Saudi Arabia

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 • United States (U.S)

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