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%