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11 months ago
DynCorp International
Location: Fort Worth, Texas
Job type: Contract/Locum
Contact: No Name
Category: Executive Positions
Job Summary
The Capture Management Director for Aviation provides capture process leadership to capture strategic business opportunities, executing all aspects of the Capture Plan and Capture/Proposal Process. Fully responsible and accountable for all capture activities from Step 1 through contract award and transition. Achieves unprecedented levels of capture process quality and increased competitiveness by insuring interdependent, timely and streamlined execution of the capture/proposal process.  
Prior US Military service or working in other federal agencies such as DHS, DoS, FAA, NASA, and/or the Intelligence Community, with specific experience in aviation operations and sustainment is desired.
Strong technical expertise in any of the following areas: aviation maintenance, repair and overhaul (MRO), aviation maintenance services, flight operations, contract or logistics support (CLS) is a plus.
Principal Accountabilities
  • Planning, directing, and controlling all activities related to the capture effort, including accountability of all phases of capture management. Will manage large, complex bids
  • Develop capture strategy that synthesizes information regarding the customer, competitors and the company’s strengths and weaknesses.  Create a sound business case and value proposition based on customer requirements.
  • Translates the win strategy into a comprehensive capture plan including win themes and discriminators, competitive analysis, price-to-win, customer engagement plan,
  • Communicates the vision of success that inspires and energizes the capture team.
  • Builds an organization structure required to win and enables a smoothly operating capture team.
  • Gain and maintain stakeholder (senior management, partners, teammates) Buy-in and support, and commitment of right resources to win.
  • Develop and manage the Capture Budget, including the bid and proposal budgets,  to efficiently and effectively complete the Capture process within budget
  • Develop appropriate teaming strategies, including definition and negotiation of teaming agreements
  • Select joint venture (JV) candidate companies and preliminary definition of the joint venture to include recommended board structure, JV organization and ownership share.
  • Develop and Lead step reviews.
  • Mentor early career capture managers.
  • Instilling practices and behaviors that improve efficiency and effectiveness.
  • Provide leadership in fostering interdependency and maintain process accountability.
  • Performs other duties as assigned

Knowledge & Skills
  • Extensive knowledge of capture management process that entails the development of management, technical and past performance approaches, cost volume management, teaming, pricing strategies and competitive assessments.
  • Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with senior managers, employees, and the general public.
  • Strong leadership skills with an ability to coach, lead, motivate and influence others to support corporate goals and objectives to produce a winning proposal within budget and schedule constraint.
  • Ability to understand profit and loss calculations and basic business finance.
  • Demonstrated ability to analyze business environments including typical terms and conditions and other typical bid requirements e.g., Letters of credit, offset, holdback, warranties, etc.
  • Ability to help formulate winning technical, management, past performance, cost and orals presentations strategies.

Experience & Education
  • Bachelor’s degree in a field related to business development such as business administration, etc.
  • Two (2) years’ experience in business development or related discipline can be substituted for each year of the four (4) years of college.
  • Master’s degree is desirable.
  • Twelve (12) years of experience supporting business development and/or capture activities in the Federal sector to include related  technical or program  management experience with four (4) of those years focusing on capturing large Government bids.
  • Domestic and international capture experience.
  • Experience managing JV or “teamed” bids as prime.
  • Proven results at competitively winning new business within aviation as capture manager on programs of increasing value from $25 million to over $1 billion.
  • Experience in competitive analysis, customer analysis, win strategy development, conduct step reviews and price-to win analysis.
  • Successful completion of Capture Management training courses.
  • Positions may require U.S. citizenship for purposes of obtaining clearances.  Additional clearances may also be required from the DoD.

Desired Experience / Skills
  • Relevant experience in program management, contract management.
  • Formal capture manager training and accreditation.

Physical Requirements/Working Environment
  • Works in a normal office environment with controlled temperature and lighting conditions

  • Ability to travel domestically and internationally if required, 10%-20%

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