Aviation Senior Capture Management Director provides capture process leadership to capture strategic business opportunities valued at $1B+. Responsible for leading, building, and training a capture team capable of executing all aspects of the capture plan and capture/proposal process. Acting on the behalf of the executive sponsor for the opportunity, is fully responsible for all capture activities from Step 1 until contract award. Achieves superior levels of capture process quality and increased competitiveness by insuring interdependent, timely and streamlined execution of the capture/proposal process.
Essential Responsibilities:
~ Plans, directs, and controls all activities related to the capture effort, including accountability of all phases of capture management. Will manage large, complex bids. Works at the corporate level to support all capture/bid efforts. Directs Capture Managers when necessary to achieve win strategy and compelling proposal approach. ~ Develops and implements activities/actions for win strategy development, overall capture strategies, proposal win strategies, technical/management strategies, and pricing strategies to shape and secure contracts. Contributes to meeting individual and established group performance goals in support of overall corporate growth and success ~ Qualifies the target and develops win strategy, including pricing strategy. ~ Coordinates the development of successful pricing strategies, price to win inputs, which identify risks, and interprets solicitation requirements. ~ Is accountable to coalesce tailored customer-centric proposal solutions with differentiated and executable approaches that align with price to win strategy. ~ Leads and facilitates blue teams to strengthen win strategy for corporate bid efforts when not the Capture Manager. ~ Develops and executes a comprehensive call plan, identifies project key personnel, and conducts competitive assessments. ~ Translates the win strategy into a comprehensive capture plan and manages the transition from opportunity reviews and step processes through the proposal process including win themes and discriminators. ~ Prepares and provides capture information, budgets, and decision briefings for senior management. ~ Oversees and coordinates, as necessary, Proposal Managers in development and execution of a proposal management plan, including technical, management, pricing, and past performance/corporate experience. ~ Prepares and presents training for Capture and Proposal Managers. ~ Attends scheduled site visits. ~ Develops appropriate teaming strategies, including definition and negotiation of teaming agreements. ~ Develops and leads black hat, blue, pink, red and gold color reviews. ~ Oversees development and presentation of orals when required. ~ Develops a proposal delivery plan. ~ Enters current information in relevant business development information system(s).
Minimum Position Knowledge, Skills and Abilities Required:
Bachelor’s degree in a field related to business development such as business administration. 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.
Fifteen (15) years of Federal contractor experience supporting business development and/or capture activities to include related technical or program management experience; at least six (6) years focusing on capturing large government opportunities. May substitute Federal government employment experience as either a Sr. Business Development Specialist, Supervisory Business Operations Manager, or Government Program Manager in lieu of Federal contractor BD experience.
Direct experience leading the capture of multiple concurrent large Aviation specific deals within the Federal DoD and Civilian Federal markets.
Proven track record in managing capture activities and developing winning bids of large opportunities. •Relevant contract operations experience is desirable.
Experience leading color review teams.
Demonstrated business developer who understands project management, contracting, and proposal development lifecycles.
Able to develop positive client relationships.
Complete understanding of Shipley’s capture management process that entails the development of management and technical approaches, cost volume management, teaming, pricing strategies and competitive assessments.
Understanding of international business environment 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 and cost strategies. • Ability to lead and manage capture teams to produce a winning proposal within budget and schedule constraints.
Ability to work and manage the capture effort with a minimum of supervision. • Ability to develop and present courses of instruction for Capture and Proposal Managers.
Preferred Skills:
Work Environment, Physical Demands, and Mental Demands:
Works in a normal office environment with controlled temperature and lighting conditions. • Must be able to work extended hours, often with short notice, to meet deadlines. Extended hours may include late nights, early mornings, weekends and holidays. • Demonstrate ability to work efficiently under conditions of multiple deadlines and changing priorities to produce a large volume of high-quality material with attention to detail.
Other Responsibilities:
Safety - Amentum enforces a safety culture whereby all employees have the responsibility for continuously developing and maintaining a safe work environment. As appropriate, each employee is responsible for completing all training requirements and fulfilling all self-aid/buddy aid responsibilities, participating in emergency response tasks and serving on safety committees and teams.
Quality - Quality is the foundation for the management of our business and the keystone to our goal of customer satisfaction. It is our policy to consistently provide services that meet customer expectations. Accordingly, each employee must conform to the Amentum Quality Policy and carry out job activities in compliance with applicable Amentum Quality System documents and customer contracts. Each employee must read and understand his/her Quality Management and Customer Satisfaction responsibilities.
Procedure Compliance - Each employee must read, understand and implement the general and specific operational, safety, quality and environmental requirements of all plans, procedures and policies pertaining to his/her job.
Amentum is proud to be an Equal Opportunity Employer. Our hiring practices provide equal opportunity for employment without regard to race, religion, color, sex, gender, national origin, age, United States military veteran’s status, ancestry, sexual orientation, gender identity, marital status, family structure, medical condition including genetic characteristics or information, veteran status, or mental or physical disability so long as the essential functions of the job can be performed with or without reasonable accommodation, or any other protected category under federal, state, or local law. Learn more about your rights under Federal EEO laws and supplemental language at EEO including Disability/Protected Veterans and Labor Laws Posters.
