Capture Management Resume Samples
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Capture Management Resume Samples
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LL
L Larson
Lori
Larson
791 Mazie Track
Boston
MA
+1 (555) 612 0266
791 Mazie Track
Boston
MA
Phone
p
+1 (555) 612 0266
Experience
Experience
Philadelphia, PA
Capture Management Dir
Philadelphia, PA
Quitzon and Sons
Philadelphia, PA
Capture Management Dir
- Develop and manage customer relationships across multiple product lines
- Analyze, develop and manage organization’s sales and marketing budgets
- Lead the sales and marketing (business development) strategy development
- Establish and maintain relationships with industry influencers and key strategic partners
- Develop and track metrics and success criteria for all sales and marketing programs
- Create marketing and sales playbooks for new ventures
- Collaborate with the senior leadership team on development and implementation of overall commercial and marketing strategy
New York, NY
Director, Capture Management
New York, NY
Kemmer, Bergnaum and Dietrich
New York, NY
Director, Capture Management
- Develop the New Business Initiative (NBI) budget for a successful capture, and execute to budget
- Direct and manage process for the formulation, implementation and management of discretionary resources in country
- Development/maintenance project management plans, annual/monthly/week status and financial reports
- Develops and maintains internal relationships and reach back to enhance Raytheon’s performance in support of RTN cross company initiatives
- Provide leadership and execution of effective capture plans utilizing established internal tools and processes
- Meet or exceed established performance goals in support of overall corporate growth and success
- Build improved customer intimacy with all international customers in the providing a frequent and consistent message
present
Detroit, MI
Director of Capture Management
Detroit, MI
West Inc
present
Detroit, MI
Director of Capture Management
present
- Establish yearly performance goals & assess performance
- Lead and facilitate win strategy—including: technical/management, teaming, past performance, staffing, pricing, etc
- Identify & implement ways to improve Capture performance and Capture rates
- Managing a team of 10-15 Capture Managers who are working multiple pursuits
- Work closely with the OGs regarding ongoing performance including running / coordinating the monthly Capture Status meetings with the BGs associated with the markets managed
- Design, maintain and execute formal capture plans and monitor competitor activity for each capture
- Develop B&P spend plans and track all associated expenses with the capture effort
Education
Education
Bachelor’s Degree in Business Administration
Bachelor’s Degree in Business Administration
Boston University
Bachelor’s Degree in Business Administration
Skills
Skills
- Knowledge and Understanding of CAD-to-CAD systems
- Served in or supervised 9-1-1 Dispatching / Communications functions for a mid to large agency
- Clear, concise oral and written communication skills
- Possess leadership skills to develop, organize and execute significant capture activities, assessing win probability, and executing customer call plans to shape acquisitions, in order to respond to and win business with new and existing customers
- Served in roles involving IT or Communications technology systems deployment
- Conducts business development with impeccable ethics; leads by example and fosters ethical behavior at all times. Maintains a positive and professional working environment
- Experience working with shared purchasing contract vehicles like HGAC and GSA
15 Capture Management resume templates
Read our complete resume writing guides
1
Capture Management Senior Stf Resume Examples & Samples
- C4ISR domain knowledge
- Defense and Intelligence acquisition process knowledge
- Demonstrated experience in managing new business funds to achieve results and control budgets
- Strong understanding of the business development process, opportunity qualification and capture processes, and proposal leadership and execution
- Minimum of 10 years experience in the Defense and Intelligence Business or equivalent experience
- Team oriented- skills in conflict resolution and team building; welcomes diversity of thought and talent
- Ability to utilize innovative thought to overcome challenges
- Knowledge of subcontracting and contracting processes in regards to forming and managing an industry team
- Proven demonstrable track record as a capture manager winning government programs
- Business relationships with customers and industry in the USA C4ISR Domain area
- Business negotiation skills/experience
- Possess a Bachelor’s Degree or equivalent
2
Capture Management Senior Stf Resume Examples & Samples
- Previous successful Business Development and/or Capture Management Experience
- A proven team player and collaborator with excellent communication and presentation skills up to the executive level
- Diplomatic, persuasive and articulate communication style to establish and maintain rapport with internal and external executives and customers
- Business acumen, strong analytical and problem solving skills, reliability and sound judgment
- Knowledge of the IS&GS Win Plan and ability to facilitate the offer design process
- Proven experience in identifying and validating hot buttons and in the development of win strategies, themes, strategies & approaches
- Demonstrated experience to support multiple activities simultaneously
- Guides and/or assists offer design development process
- Improves sections of ongoing proposals
- Supports color reviews and assists on capture assessments
- Infuses best practices in capture and proposal development to maximize Probability of Win
- Assist incumbent programs in improvement of current program performance, execution adjustments made for competitiveness or the implementation of innovations in anticipation of re-compete
- Applicants selected will be subject to a government security investigation and must meet eligibility requirements for access to classified information
3
Director, Capture Management Resume Examples & Samples
- Identification of new business opportunities with customers
- Development and maintenance of CWMD pipeline opportunities
- Development and execution of pursuit strategies
- Gather program intelligence, analyze data, and assess competition
- Support of capture efforts of new business through proposal development, capability briefings, and RFI responses
- Support of win strategy development
- Development of white papers and presentations representing PAE’s products and services
- Budget development and execution
- Build/execute teaming strategy
- Fiscal management (travel, management and funds tracking procedures)
- SharePoint development to support program/project management and information sharing
- Development/maintenance project management plans, annual/monthly/week status and financial reports
- Working closely with recruiting and operations for divisional staffing requirements
- 12-15+ years of relevant client experience with a minimum of 10 years of experience leading programs / projects in complex operating environments. Experience growing CONUS and international programs preferred
- Demonstration of significant capture management experience
- Active US Security Clearance; Top Secret strongly preferred
- Proven leadership, achievement and management capabilities
- Decisive leader with the ability to make decisions independently, quickly, and with little supervision
- Outstanding strategic, analytical, and organizational capabilities
- Willing to travel – 25% of the time
4
Director, Capture Management Resume Examples & Samples
- Win Strategy development – develop a capture strategy that synthesizes information regarding the customer, competitors and Raytheon’s strengths and weaknesses. Create a sound business case and value proposition based on customer requirements
- Plan the capture – Translate the win strategy into a comprehensive capture plan and proposal development plan including win themes and discriminators
- Execute the capture plan – communicate the vision of success that inspires and energizes the capture team. In a fully matrixed environment, build an organization structure focused on winning new business by integrating IDS Business Areas and Functional Team representatives into a smoothly operating and cohesive capture team
- Gain and maintain stakeholder (senior management, partners, and teammates) buy-in and support, and commitment of right resources to win
- Develop the New Business Initiative (NBI) budget for a successful capture, and execute to budget
- Mentor early career capture managers and personnel in key capture team roles
- Instill practices and behaviors that improve efficiency and effectiveness
- Provide leadership in fostering Business Area/Function interdependency and maintain process accountability
- BS/BA degree from an accredited university or college
- 14+ years of capture/business development leadership in our industry
- Proven results at competitively winning new business as capture manager on programs of increasing value to over $1 billion
- Domestic and international capture experience
- Experience building and strengthening teams to execute strategies and win new business
- Experience with customer focused marketing and a proven track record of effectively using matrix organizations to get results
- Experience in competitive analysis, customer analysis, win strategy development, conduct of color teams and price-to win analysis
- CMX Certification at level R-2; ability to achieve certification at levels NR and Strategic
- 14+ years of demonstrated success in winning capture management/business development
- Masters Degree from an accredited university or college
- Must be able to develop effective relationships with internal and external customers, and build and lead highly effective teams
- Possess an in depth understanding of the DOD environment and acquisition process
- Ability to respond efficiently/effectively to time critical requirements with superior results; record of successfully interfacing with all matrix/CBT disciplines and senior levels of leadership
- Possess in-depth knowledge of IDS and Raytheon business to include programs and capture/proposal IPDS process
- CMX Certification International (I-2)
- Battlefield, land-and sea-based radars
- Command, control, communications, computers and intelligence (C4I) for defense
- Major Defense Article Systems Integration, Production and Sustainment
5
Capture Management Director Resume Examples & Samples
- 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
- 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 opportunities
- Experience managing a Joint Venture or “teamed” bids as the majority member / prime respectively
- Proven results at competitively winning new business as a capture manager on programs of increasing value over $75 million to
- Experience in competitive analysis, customer analysis, win strategy development, conducting step reviews and price-to win analysis
- Relevant experience in program management, contract management
- Formal capture manager training and accreditation
- Prior US Military service or working in other federal agencies such as DHS, DoS, and/or the intelligence community
- Strong technical expertise in any of the following areas: maintenance, repair and overhaul (MRO), maintenance services, contract or logistics support (CLS), mission support, logistics, training, engineering services, homeland security, counter terrorism and/or arms control, international security, transportation/border security, international narcotics and law enforcement, construction management, and/or depot services
6
Capture Management Senior Director Resume Examples & Samples
- Planning, directing , and controlling 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
- Participates in development of corporate business development strategy
- Qualify the target
- Develop Win Strategy, including pricing strategy
- Lead Blue Teams to strengthen win strategy for corporate bid efforts when not the Capture Manager
- Develop and execute a comprehensive call plan, identify project key personnel, and conduct competitive assessments
- Develop and manage the Capture Budget, including the sales and marketing and the bid and proposal budgets, updating as required
- Select relevant past performance contracts
- Develop Capture Team organization and coordinate with staff principles for resource inclusion
- Prepare and provide information and decision briefings for senior management
- Oversee and direct, as necessary, Proposal Manager in development and execution of a Proposal Management Plan, including technical, management, pricing, and past performance/corporate experience
- Prepare and present training for Capture and Proposal Managers
- Develop relationship with customer(s)
- Attend scheduled site visits
- 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 Black Hat, Blue, Pink, Red and Gold color reviews
- Oversee development and presentation of Orals when required
- Develop a proposal delivery plan
- Enter current information in relevant business development information system(s)
- Complete understanding of DynCorp International 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
- Proven record of success in leading winning capture efforts of large opportunities
- Ability to help formulate winning technical, management and cost strategies
- 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
- BA/BS in an associated discipline
- Successful completion of Capture Management training courses
- 15+ years of experience supporting business development and/or capture activities in the Federal sector with 6 of those years focusing on capturing large Government bids
- Experience managing JV or “teamed” bids as prime or sub
- Experience leading color review teams
7
Capture Management Senior Resume Examples & Samples
- Bachelor’s degree or above
- Presentation/PowerPoint skills
- Ability to work across organizational boundaries and foster horizontal integration
- Customer requirements experience
- Strong communicative skills
- Must be a US Citizen. This position is located at the Marietta, Georgia facility which requires special access
- 6 years of professional experience or 4 years with a Master’s degree
- Knowledge of LM Aero – Business Development, Air Mobility, Commercial Aviation
- Knowledge of capture planning process
- Knowledge of Aeronautics visit process and familiarity with Aero product line
- Market strategy development
- Black belt trained
8
Capture Management Senior Resume Examples & Samples
- Requires first-hand knowledge of air mobility requirements or commercial aviation procurement process
- Must have thorough understanding of Air Mobility operations and the operating environment
- Master’s degree/related field
- Pentagon experience a plus
- Presentation development mastery using such tools as PowerPoint or Prezi highly desired
9
Capture Management Senior Stf Resume Examples & Samples
- Bachelor’s degree or above with a minimum 10 years’ experience working in air mobility/air transport related activities (requirements, acquisition/mission execution/sustainment, commercial aviation)
- Strong communication/presentation skills (speaking, writing, and listening) are essential
- Requires demonstrated interpersonal skills with prior experience working across the entire customer spectrum from junior to senior executives, members of Congress and their staffs
- Experience as a pilot/navigator a plus
- C-130J experience a plus
- Commercial aircraft sales a plus
10
Director of Capture Management Resume Examples & Samples
- Experience in successfully leading the capture of Intelligence Systems, Solutions and Services markets for the IC Community and managing a high performance team
- Knowledge of and strong contacts within the Intelligence Systems, Solutions and Services systems integrator and professional services community to facilitate the development of strategic teaming relationships
- Experience with Capturing deals requiring an IC product develop a plus
- Experience with SIGINT, COMINT, ELINT, etc. including detection, analysis and countermeasures desired
- Minimum of 8-10 years Business Development, Capture, or Operations experience with three to five years supervisory/management experience
- Proven ability to successfully Win Strategic Corporate Captures
- Stature and leadership style to immediately earn the respect of the company's operational and enabling organization leadership teams to include highly effective communication skills with C level management
- Ability to successfully develop a large and diverse portfolio of strategic captures
- Ability to Identify and assemble resources for customer analysis, competitive analysis, capture strategy development, solution development and translation of strategy and solution into winning proposals
- Deep understanding of pricing, baseline pricing strategies, and the evolution of pricing strategies into business strategies that are competitive and compelling for the customer
- Knowledge of and strong contacts within the systems integrator and professional services community to facilitate the development of strategic teaming relationships
- Demonstrated ability to raise business group capture rates
- Must have experience in preparing reports and briefings
- Security: TS clearance with an SCI required. CI or FS Poly desired
11
Director of Capture Management Resume Examples & Samples
- Experience in successfully leading the capture of EIT market Services, Implementation and/or Large IT Solution opportunities and managing a high performance team
- Knowledge of and strong contacts within the EIT market systems integrator and professional services community to facilitate the development of strategic teaming relationships
- Security: TS clearance a plus, but not required
12
Director of Capture Management Resume Examples & Samples
- Experience in successfully leading the capture of Classified Communications System Integration Solution opportunities and managing a high performance team
- Knowledge of and strong contacts within the Classified Communications System Integration Solution integrator and professional services community to facilitate the development of strategic teaming relationships
- Minimum of 15 years Business Development, Capture, or Operations experience with three to five years supervisory/management experience
- Security: TS / SCI required with a CI or FS polygraph obtainable
13
Capture Management Resume Examples & Samples
- Develop capture strategy including business solution for pursuit of opportunities; identifies potential customers, competitive assessments, teaming suppliers, and prices-to-win; participates in developing ROMs, bid and proposal activities
- Have experience working in the Intelligence Community to include a deep understanding of the roles of each organization along with experience in building relationships in that customer community
- Contribute to the development of new concepts, techniques, and standards
- Be considered an expert in field within the organization
- Demonstrate the skill and ability to perform complex tasks. Able to communicate effectively and clearly present technical approaches and findings
- Have experience with building road maps, strategic plans, capability presentations. Most assignments are complex and performed independently without appreciable direction
- Will exercise considerable latitude in determining objectives and approaches to assignment
- Serve as consultant to management and special external spokesperson for the organization on major matters pertaining to its policies, plans, and objectives
- Act as an advisor to senior management and customers
- 10 Years with Bachelors; 8 Years with Masters or 14 years of relevant experience will be considered in lieu of a degree
- Overall architectures, required elements (subcomponents of ground systems), Antenna’s and associated sub components and/or Communication infrastructure
- Understanding the importance of the Ground Element as it applies to the entire mission
- Existing relationships in the Intelligence Community
- Prior military service or Operational Experience a plus
- Experience with Workbench, or similar system to manage targets, captures. Experience building and maintaining pipelines
- Experience or knowledge with resource planning (estimating and planning NCTA / B&P budgets)
- Experience with building relationships in the customer community
- Experience with briefing customers and Senior management
- System Engineering Experience and/or Mission Engineering Experience in the Air, Sea, Space, Cyber domains, to include tipping & cueing; and strong knowledge of Intelligence systems / multi-Int concepts
- Experience working BD / Proposals
14
Director of Capture Management Resume Examples & Samples
- Proven ability to successfully Win the capture of large CEO Priority and Top Pursuits
- Stature and leadership style to immediately earn the respect of the company's operational and enabling organization leadership teams to include highly effective communication skills
- Security: TS Clearance with TS or FSP required
15
Capture Management Prin Resume Examples & Samples
- Accountability to shape and win a large new business capture opportunity through a balanced focus on mission understanding, customer value, competitive environment and the best interests of Lockheed Martin Space Systems Company (LMSSC)
- Leading a capture team of business development, advanced programs, engineering and functional areas personnel through the LMSSC capture process to develop a discriminating value proposition, winning bid approach and effective proposal in partnership with a proposal manager and program manager
- Responsibility for developing, documenting and executing all elements of capture planning, including overall capture strategy, customer and competitive assessments, teaming strategy, technical, cost, management and past performance approaches, risk management, and other areas to enable a full-breadth capture
- Working with Business Development to manage and orchestrate engagement with customers and stakeholders associated with the capture, ensuring effective communication, gathering of information, validation of our capture approach and shaping to maximize probability of win
- Organize and lead a high-quality capture team with relevant and discriminating subject matter expertise
- Effectively and efficiently manage capture-related new business resources, operating within budgets, showing earned value for the tasks performed, and re-prioritizing activities as needed
- Communicating with and engaging SPLOB and SSC senior leadership for the purpose of statusing, obtaining approvals and building advocacy for the capture strategy and activities
- Collaborating closely with organizations across the SPLOB, SSC and the broader Lockheed Martin Corporation to ensure coordination of the capture and maximum leverage of LMC resources to enable a win
- Significant prior experience managing large strategic captures greater than $500M in value in Aerospace, Defense and Intelligence markets
- Strong understanding and proven effectiveness in executing capture process and leading a large capture teams to develop discriminating approaches to bidding and demonstrating a winning track record
- Knowledge of and experience with space-based remote sensing markets and their applicable customers, missions, technologies, core programs and key acquisitions
- At least 5 years of demonstrated team leadership that includes proven communication and presentation skills, effective decision making, building consensus, conflict resolution, and sustaining the team's energy and commitment
- Direct experience engaging with high-level government stakeholders and customers in the Aerospace, Defense and Intelligence Community to understand mission need, shape and effectively communicate a value proposition
- Very strong interpersonal, oral and written communication skills
- Ability to apply value proposition/delivery system approach to develop and execute strategies for program capture and sustainment
16
Capture Management Principle Resume Examples & Samples
- Overall management and oversight of all capture activities in the SP line-of-business, ensuring disciplined and effective capture practices within capture teams that result in a high new business win rate
- Accountability to lead, shape and win large new business capture opportunities through a balanced focus on mission understanding, customer value, competitive environment and the best interests of Lockheed Martin Space Systems Company (LMSSC)
- For a select number of large captures, lead a team of business development, advanced programs, engineering and functional areas personnel through the LMSSC capture process to develop a discriminating value proposition, winning bid approach and effective proposal in partnership with a proposal manager and program manager
- In both a leadership and oversight capacity, ensure the development, documentation and execution of all capture elements, including overall capture strategy, customer and competitive assessments, teaming strategy, technical, cost, management and past performance approaches, risk management, and other areas to enable a full-breadth capture campaign
- Work with Business Development to manage and orchestrate engagement with customers and stakeholders associated with the capture, ensuring effective communication, gathering of information, validation of our capture approach and shaping to maximize probability of win
- Organize high-quality capture teams with relevant and discriminating subject matter expertise. Organize the development of a strong capture talent pool in the SP line-of-business
- Ensure the effective and efficient management of capture-related resources, operating within budgets, showing earned value for the tasks performed, and re-prioritizing activities as needed
- Communicate with and engage SPLOB and SSC senior leadership for the purpose of statusing, obtaining approvals and building advocacy for the capture strategy and activities
- Collaborate closely with organizations across the SPLOB, SSC and the broader Lockheed Martin Corporation to ensure coordination of captures and maximum leverage of LMC resources to enable a high win rate
- As Deputy to the SP Business Development and Strategy Director, assist the Director in the management of resources, team members, infrastructure and internal tasks
- As Deputy, assume the responsibilities of the Director in his absence, working with the BD team, programs, line-of-business leadership, Central Business Development and other functional organizations in that capacity
- Significant prior experience managing large strategic captures greater than $200M in value in Aerospace, Defense and Intelligence markets
- Knowledge of and experience with space-based remote sensing and RF markets and their applicable customers, missions, technologies, core programs and key acquisitions
- Demonstrated ability to lead diverse teams in developing effective capture campaigns that lead to success and award
- Demonstrated ability to mentor capture managers and teams and instill and uphold capture standards across an organization
- At least 10 years of experience working general new business activities, including very strong experience in capture management, proposal development and customer account management
- At least 5 years of demonstrated team leadership that includes effective decision making, building consensus, conflict resolution, and sustaining the team's energy and commitment
- Preferred experience engaging with Intelligence Community key personnel and Congressional professional staffs
- Willingness to travel domestically frequently, with occasional over-the-weekend and extended travel
- Very strong interpersonal, oral, presentation and written communication skills
- Industry-applicable B.S. or B.A. degree required; MBA or other advanced degree preferred
- Deep knowledge of the US Government Intelligence Community and systems
17
Capture Management Senior Stf Resume Examples & Samples
- Support creation/Modification of Strategic Plan for ALIS
- Demonstrate Full Spectrum Leadership through focus on performance, results and behaviors
- Support creation of new adaptations to conduct business to address customer needs
- Manage Exiting and Identify new pipeline opportunities for ALIS adjacencies within F-35 Partner Nations
- Gather Strategic Planning Inputs for LRP, Capital, and other NBF resources
- Collaborate with functions to integrate lessons learned from proposals, system design, subcontract management, and production operations
- Travel (both domestic and international) is required
- Ability to handle multiple projects/clients concurrently
- Knowledge of LM infrastructure and processes
- Ability to work with people at all levels / Strong communication skills
- Must be willing and able to travel (CONUS and OCONUS) as required
- Must have demonstrated experience in areas relating to Capture Management and Business Development
- Knowledge of F-35 Sustainment and/or ALIS
- Demonstrated Ability to lead strategic thought discussions to develop and executing growth strategies Internally and Externally
- Ability to work with matrix organizations for executing and proposing programs
- Ability to identify/leverage a variety of source inputs and synthesize into a strategic direction
18
Dir Capture Management Resume Examples & Samples
- Bachelor's degree and a minimum of 20 years industry experience with specific success in leading complex, all-encompassing capture strategies
- Strong analytical as well as verbal and written communications skills
- Proven interpersonal skills to lead in a matrixed environment and global marketplace
- Demonstrated ability to lead organizations to achieve very high performance standards
- Expertise in the development and delivery of mentoring and training programs across the spectrum of disciplines related to offering development
- Advanced degree in a technical field consistent with the mission systems solution space
- Operational experience integrating strategy, technology, engineering and logistics
- Ability to translate customer views and market data into new concepts of operation that drive affordable, innovative solutions and associated value proposition trade spaces
- Experience with developing, implementing or optimizing capture and proposal processes
19
Manager Capture Management Resume Examples & Samples
- Manages a Capture team that develops solution, bid/win, pricing, teaming, and proposal strategies
- Coordinates with Business Development Leads to ensure a smooth transition from the Business Development phase to the Capture phase in the Lead to Award Process
- Partners with Business Development Leads when required after a lead is qualified as an opportunity as part of a pursuit decision
- Identifies and manages resources required to pursue a capture including budget; establishes any infrastructures, processes, and plans necessary; and manages their execution
- Evaluates industry competitors for strengths and weaknesses in order to maximize Probability of Win
- Works with the Proposal Development team to ensure compliance with solicitation requirements
- Supports and participates in the Proposal Development process
- Responsible for the solutioning, including cost/pricing strategy and implementation of the Design to Win process
- Collaborates with a wide variety of functional groups such as sales, engineering, business development, manufacturing, and operations to develop and provide program definitions responsive to customer needs and market opportunities
- Identifies partnering opportunities and performs teaming analysis
- Maintains communications and contacts to collect and analyze technical, financial, schedule, and sales information for program
- Responsible for planning, budgeting, coordinating, and controlling the activities of functional working groups as required
- Substantial cross-functional team leadership ability is required
- Direct responsibility for the work produced by the capture teams (Technical / Budget / Schedule)
- Negotiates and receives new work for the capture manager group and distributes to appropriate capture managers based on priority and suitability
- Monitors the status of the work at the group level. Maintains staffing plans and approves employee timekeeping
- Periodically reviews ongoing captures with capture managers and ensures capture managers are following the Lead to Award process and their tailoring of the process is reasonable
- Monitors capture manager activities and coordinates with the Proposal management team to ensure capture managers are providing thorough capture documentation, such as capture plans to support proposal development in a timely fashion
- Participates in all Pursue-no-Pursue and Bid-No-Bid reviews, providing a capture perspective and availability of qualified capture managers to include recommendations on capture managers not part of the Strategy& Business Development (S&BD) organization
- Reviewer on reviews such as color teams and storyboards, and may lead some reviews
- Reviews and provides oversight of capture manager solutioning, including cost/pricing strategy and implementation of the Design to Win process
- Participates in S&BD pipeline reviews
- Evaluates performance of all group members. Provides indoctrination for new employees and helps group members develop new skills
- Interprets and enforces overall company policies and goals, defines and enforces standards within the group
- Maintains effective two-way communications, within the group and interdepartmentally, to share information and ideas openly
- Bachelor’s degree in Engineering, Business Administration, English, Communication, or related field
- Minimum 10 years of capture management experience with US Government pursuits
- Minimum of 5 years of experience working with or on Training and Simulation related capture activities
- Minimum of 5 years managing a capture organization
- Extensive knowledge of US DoD procurement practices/regulations
- Experience in the development of technical proposals in response to US DoD Requests for Proposal (RFPs)
- Ability to read, analyze, and interpret common US DoD contractual documents
- Understanding of military protocols and customs is essential
- Ability to successfully lead team in a volatile and dynamic environment
- Ability to participate in developing of and adhering to complex budgetary processes
- Ability to produce cost benefit analysis
- Excellent decision making and negotiation skills
- Excellent organizational skills and business acumen
- Ability to effectively respond to inquiries from customers, regulatory agencies, or members of the business community
- Ability to effectively present information to top management, public groups, and/or board of directors
- Must display tact and self-discipline necessary to interface effectively with multi-cultural internal customers and management, external customers, and government agencies
- Ability to multi-task with minimal supervision and under pressure
- Result-oriented, innovative and creative
- Ability to deal with ambiguity while remaining customer focused
- Ability to quickly understand and breakdown complex, high-tech systems
- Ability to read, analyze, and interpret the most complex documents
- Ability to respond effectively to the most sensitive inquiries and complaints
- Strong communication (including technical writing), presentation and interpersonal skills
- Proficient in Microsoft Office tools
- Ability to work overtime as required
- Ability to operate personal computer, communicate via telephone
- Ability to travel extensively worldwide
20
Director, Capture Management Resume Examples & Samples
- Leads the Capture Management strategy and execution to qualify new business opportunities within the Defense Group pipeline
- Key member of the Corporate Business Development organization, providing expertise and knowledge to build and execute Engility Corporation enterprise wide growth strategies
- Assess probable competition and evaluates relative strengths and threats -- conducts Black-hats, competitive scenarios, etc
- Drives development and completion of critical bid artifacts required for proposal development; ensures integrity of win strategy through supporting role in color reviews; supports assigned Proposal Manager/Director by assisting with development of compliant and compelling bids
- Ten (10) or more years of capture management in the Defense or Intelligence
- Ability to travel, as needed
- The candidate must exhibit leadership traits and personal characteristics which are necessary for success
21
Capture Management Principle Resume Examples & Samples
- *Must be a US Citizen. This position is located at a facility that requires special access
- Bachelors degree required with 15-18 years experience
- Demonstrated knowledge of USG Special Access Program contracting processes and acquisition strategies
- Recent operational experience with U-2, RQ-4 and other classified projects
- Demonstrated ability to work across organizational boundaries and jurisdictions; leading customer meetings and cross-discipline teams in development of customer solutions
- Current Top Secret Clearance with SAP/SAR/SCI access to the broad ISR portfolio
- Excellent interpersonal and communication skills; ability to craft presentations for senior management and customers
- Flexibility to quickly adapt to changing business environment and priorities
22
Capture Management Senior Stf Resume Examples & Samples
- Experience producing and giving briefings to senior level personnel and large groups
- Experience working with international customers
- Excellent communicator, in written and graphic form
- Proficient with MS Office tools
- Ability to organize and present data to senior/executive management
- Must be able to travel domestically & internationally (Saudi Arabia) on short term trips
23
Director of Capture Management Resume Examples & Samples
- Experience in successfully leading the capture of Business Systems (Enterprise Resource Planning, Financial, Back office, Human Resource, Personnel, etc.) implementation and/or Large IT Solution opportunities and managing a high performance team
- Knowledge of and strong contacts within the Business System integrator and professional services community to facilitate the development of strategic teaming relationships
- Security: TS clearance is a plus
24
Capture Management Dir Resume Examples & Samples
- Collaborate with the senior leadership team on development and implementation of overall commercial and marketing strategy
- Lead the sales and marketing (business development) strategy development
- Execute strategies that deliver on the organization’s objectives
- Define appropriate sales and marketing organization and build-out the team to implement and deliver
- Establish commercial best practices and reconcile with internal LM best practices
- Create marketing and sales playbooks for new ventures
- Lead market assessments
- Gather and analyze market and customer research as required for product development and validation of markets
- Identify and assess new market opportunities
- Adjust marketing strategies to meet changing markets and competitive positions
- Develop and manage customer relationships across multiple product lines
- Participate in development of business cases and business plans
- Analyze, develop and manage organization’s sales and marketing budgets
- Establish and maintain relationships with industry influencers and key strategic partners
- Develop channel and partner strategies and programs
- Develop and track metrics and success criteria for all sales and marketing programs
- Establish customer contracts for new venture initiatives
- Serve as start-up program manager for the formation and launch of each new venture
- Lead the formation of the execution team for each new venture initiative
- Transition operation of each new venture to its respective execution team
- Bachelor’s degree in Engineering, Marketing or Business related
- 5+ years in high growth environment; commercial start-up experience preferred
- 10+ years of combined commercial marketing and sales management with at least 3 years in Defense/Aerospace sector
- Experience in DoD research and development
- Experience in DoD markets and new business capture
- Knowledge of FAR requirements required
- Excellent communication and relationship building skills with an ability to negotiate and work with a variety of internal and external stakeholders
- Must be equally effective in navigating and impacting change in large complex organizations as well as in fast paced entrepreneurial environments
- Demonstration of strong analytical and problem solving skills that support and enable sound decision making
- Effective influencing and leadership skills. Strategic thinker capable of recognizing growth opportunities
- High flexibility, capable of using creative approaches to solve issues
- Personal qualities of integrity, credibility and dedication to the organization’s mission
- Ability to travel as required
- Prior commercial start-up experience
- Ability to manage, coach, train and motivate team
- Strong presentation skills and ability to address complex matters / solutions with senior leadership
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Capture Management Mgr Resume Examples & Samples
- Minimum 6 years working in a new business competitive proposal environment
- Demonstrated strong communication and interpersonal skills
- Demonstrated team leadership skills with the ability to manage a diverse team
- Knowledge of the DOD System Acquisition process is a plus
- Ability to travel frequently, for extended periods, and on short notice
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Capture Management Stf Resume Examples & Samples
- Minimum 7 Years of experience in logistics and/or sustainment in international or domestic markets with a focus on customers
- Minimum 4 years of experience in aircraft logistics and/or sustainment, especially in a field that leverages integration or cross-cutting functions
- Demonstrated experience working with customers, especially international customers
- Demonstrated business acumen and understanding of various stakeholder functional organizations such as, program management, engineering, sustainment, contracts, offset, and legal
- Proven written and oral communication skills with the ability to organize and present data to senior/executive management
- Must be able to travel domestically & internationally on short term trips
- This position is located at a facility that requires special access
- Bachelor's degree from an accredited college
- Minimum 4 years of experience in F-35 Sustainment, especially in a field that leverages integration or cross-cutting functions
- Working understanding of F-35 Sustainment and Hybrid Product Support Integrator (HPSI) capabilities, history and status
- Experience supporting customer contact tracking, decision mapping, competitive intelligence and customer assessments
- Prior experience interfacing with and briefing senior LM executives and customer representatives
- Understanding of Pursuit & Capture process to include the Aero & Corporate policies, New Business Funds planning, execution and monitoring
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Capture Management Senior Stf Resume Examples & Samples
- Demonstrated experience as a strong team leader
- Work independently requiring minimal direct supervision
- Prior experience interfacing with executive level management
- Demonstrated experience coaching individuals and teams
- Basic Microsoft Office skills required (MS Word, Excel, Power Point)
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Director of Capture Management Resume Examples & Samples
- Lead major capture efforts (especially those greater than $100M) to successful completion
- Design, maintain and execute formal capture plans and monitor competitor activity for each capture
- Develop the overall capture strategy, internal and external partnerships, business plans and marketing
- Lead and facilitate win strategy—including: technical/management, teaming, past performance, staffing, pricing, etc
- Lead the development of customer profiles—including customer needs, issues, hopes, and biases
- Lead and coordinate competitive assessments—determining the strengths and weaknesses of CACI and potential competitors
- Leverage customer relationships and personal experience to identify and assess potential for specific Business Groups/Organizations within CACI that result in measurable revenue growth
- Conduct business intelligence and identify gaps and emerging requirements
- Perform market and economic analysis as required
- Exercise sound judgment within broadly defined practices and policies
- Regularly interact with all levels of management, infrastructure POCs, staff, and customers
- Manage blue team review process for capture plans
- Ensure development of solutions that offer competitive distinction and readily executable approaches
- Lead and coordinate teaming activities and decisions
- Prepare and lead Milestone Reviews once opportunity has been assigned
- Develop B&P spend plans and track all associated expenses with the capture effort
- Experience in successfully leading the capture of Intelligence Systems, Solutions and Services markets for the Maryland IC Community and managing a high performance team
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Capture Management Senior Resume Examples & Samples
- Development of regional and customer pursuit strategies
- Conduct market research to identify opportunities, competitive assessments and ‘price-to-win’ analysis
- Coordinate / support regional trade shows, conferences, symposiums and customer visits
- Create and manage program / pursuit white papers to support senior LM and USG customer engagements
- Develop and coordinate Technical Assistance Agreements, export licenses and USG advocacy requests
- Support bid and proposal activities
- Responsible for developing and managing regional budgets
- Candidate can expect to travel Internationally up to 25% of the time
- Bachelor's degree in Engineering/Technical, Marketing or Business/Finance field
- 4-6 years Defense or Aerospace Industry experience
- Proficient use of Microsoft Office products (Word, Excel, PowerPoint, etc.)
- Knowledge of defense acquisition (Foreign Military Sales vs. Direct Commercial Sales) process, International Traffic in Arms Regulations (ITAR), Export Licensing and/or foreign policy
- Demonstrated ability to interact with US Government stakeholders and foreign customers
- Prior experience in competitive intelligence, strategy, program execution or international marketing
- Familiarity with Lockheed Martin proposal and capture processes
- Ability to quickly adapt to changing business environment and priorities; demonstrated ability to analyze data and take decisive action
- Ability to grasp and communicate technology concepts and their value
- Basic understanding of LM Aero products and services
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Senior Manager Capture Management Excellence Resume Examples & Samples
- 12+ years new business and demonstrated capture management experience
- 10+ years of direct experience with the DoD operating in multiple markets
- Advanced understanding of the government procurement, fiscal, and regulatory environment
- Demonstrated ability to work independently as well as within and as the lead of a high performance team; a highly
- Ability to allocate resources as needed and prioritize effectively in limited time frames; work across and throughout
- Customer Engagement, the ability to understand diverse customer needs
- Bachelor’s Degree in Business Administration /Management or a related Engineering discipline
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Director, Capture Management Resume Examples & Samples
- Oversee all aspects of the Raytheon IDS activity to capture and win the program. Work across IDS program portfolio
- Regularly visit customers to ensure that commitments are being met and resolve issues as necessary
- Collaborate closely with Raytheon internal business groups on the capture plan and customer interface
- Close collaboration with Raytheon international and USG departments, agencies, bureaus and committees across multiple DoD, DoS and Security departments
- Demonstrate operational, customer and competitor knowledge
- Fulfill all obligations in country including potential joint ventures
- Be an active participant to help develop and mature systems integration product roadmap meet current and future customer requirements
- Promote and support effective and timely reach back to ensure US based functional leadership
- Provide timely decision making authority in harmony with program management, capture management and functional requirements
- Develops and maintains internal relationships and reach back to enhance Raytheon’s performance in support of RTN cross company initiatives
- Position and Drive IDS Thought Leadership and company perception within all Markets
- Entrepreneurial Mindset with regard to emerging opportunities to include pop-ups as well as long cycle pursuits
- Become the IDS Customer voice and Customer Acquisition Expert
- Drive opportunities to closure working closely with Program leader, Business Area BDE’s, IBT leadership and WIN leads as required
- BD Coordination point for RII regional and Country managers. Coordination point for country sales representatives and consultants
- Build improved customer intimacy with all international customers in the providing a frequent and consistent message
- Direct and manage process for the formulation, implementation and management of discretionary resources in country
- Manage business development process including market assessment, customer engagement, understand procurement requirements, funding capabilities, priorities and functional requirements
- Working with Business Area BDE’s plan, coordinate and execute a prioritized synchronization strategy that focuses on closing pursuits that impact the current Annual Operating Plan followed by our long term growth plans
- 15+ years professional experience and technical expertise with defense products and capabilities
- Demonstrated results managing and coordinating large international programs and capture efforts
- Experience managing a portfolio of programs including start-up and end of life cycles
- Excellent customer relationships, proven track record of effectively using matrix organizations to deliver results
- Experience in competitive analysis, customer analysis, win strategy development, IPDS and price-to win analysis
- Superior ethical standards beyond reproach
- Detailed knowledge of international business practices including ensuring compliance with US FCPA and ITAR requirements and extensive experience with FMS and DCS contracts
- Program Manager or Capture Management Certification or comparable demonstrated
- Customer experience and knowledge operational experience in joint/coalition integrated air and missile defense
- Demonstrated experience and knowledge of US military government and domestic customers
- Detailed understanding and use of export and import controls, compliance, and licensingkaren
- Possesses in depth understanding of the DOD environment and acquisition process
- Responds efficiently/effectively to time critical requirements with superior results; record of successfully interfacing with BD disciplines and varied levels of leadership
- Possesses in-depth knowledge of Raytheon business to include programs and capture/proposal IPDS process
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Capture Management Director Senior Resume Examples & Samples
- An accomplished 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
- Ability to lead and manage capture teams to produce a winning proposal within budget and schedule constraints
- Bachelor’s degree in related discipline or equivalent experience. Master’s degree is desirable
- Fifteen (15) years of experience supporting business development and/or capture activities in the Federal sector with six of those years focusing on capturing large government bids
- Successful completion of capture management training courses
- Direct experience leading the capture of multiple concurrent large deals within the Federal DoD and Civilian Federal markets
- Will give serious consideration to alternative federal government employment experience as either a Sr. Business Development Specialist, Supervisory Business Operations Manager, or Government Program Manager in lieu of specific BD experience
- Proven track record in managing capture activities and developing winning bids of large opportunities
- International marketing experience
- Relevant contract operations experience desirable
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Senior Manager, Capture Management Resume Examples & Samples
- 15+ years of experience with government or complex system strategy and/or business development
- Experience with large program (in excess of $50M total contract value) capture management within the past 5 years
- Capture methodology training (examples)
- Uses an effective sales process
- Good qualification skills
- Good relationship building skills
- Good closing skills
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Director, Capture Management Resume Examples & Samples
- Leads the Capture Management strategy and execution to further qualify and pursue new business opportunities within the Defense Group pipeline
- Effectively and efficiently drives capture pursuits through gate, pricing, teaming, and capture reviews; leads and documents lessons learned
- Position requires the management and leadership of winning capture teams, effectively collaborates with assigned assets, subject & technical matter experts, functional leads, and Program Managers
- Minimum of fifteen (15) years of capture management or related business experience in the Defense or Intelligence space, including supervision/management experience
- Extensive knowledge, experience, and success in the entire capture process are required and solid experience in developing service solutions under all contract types (e.g., FFP, T&M, cost plus) as well as non-IDIQ and IDIQ single or multiple award contracts is expected
- Solid community network and notable customer knowledge in the client base with proven ability to build new and existing business leveraging connections
- Must be eligible to obtain and maintain a Top Secret security clearance
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Director, Capture Management Resume Examples & Samples
- CMX Certification at level {insert cert level}; ability to achieve certification at levels {insert cert levels}
- Master’s Degree from an accredited university or college
- FAA customer engagement experience
- Large Radar procurement and capture experience $1B+
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Senior Director, Capture Management Resume Examples & Samples
- Proven track record in capture and proposal development for major programs (valued > $100M)
- Strong strategic thinking and decision making skills, to maximize probability of win and define competitive positioning, win strategy, themes and discriminators
- Strong knowledge of industry participants (NASA, NOAA, launch providers, spacecraft manufacturers, industry service providers, etc.) providing the national space community customer with SETA, solutions, and high end services support, with proven ability to evaluate teammates and partners through a broad and respected professional network
- Existing productive relationships with NASA division chief-level leaders and above at GSFC essential
- Demonstrated ability to manage a complex, matrixed task and team comprised of personnel who are highly educated and skilled, yet not direct reports
- Ability to establish working relationships with customers, other companies, technical staff, managers and peers
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Director, Capture Management Resume Examples & Samples
- Senior Capture Manager (CM) focused on conducting efforts to shape and secure contracts from Federal Healthcare organizations. Lead major capture efforts and implement processes and approaches for collection, interpretation, and dissemination of information to develop and make informed recommendations on identified captures
- Operate within the overall CACI business development and capture processes, philosophy and policies. Maintain a professional approach to performing duties, including full awareness and compliance of applicable Federal Procurement and Corporate Business Ethics Codes and Regulations
- Position CACI with identified clients and provide business and competitive intelligence to, and work closely with, the applicable Business Development (BD) and Business Group (BG) Organization Executives on new and re-compete business opportunities
- Assemble appropriate Capture Team personnel, and manage the direction of the core capture team
- Meet or exceed established performance goals in support of overall corporate growth and success
- Candidate must have a demonstrated/verifiable track record of proven success in the design and implementation of sound capture plans and strategies
- Direct experience leading the capture of multiple large deals ($75+ million) within the Federal Healthcare/DoD markets
- Candidate must have a mature and active network of contacts relevant to the Federal Healthcare/DoD markets and the contractor industry that supports and operates within those markets
- Candidate must demonstrate the ability to think both tactically and strategically, and be able to communicate across the spectrum of levels of an organization, including demonstration of solid interpersonal, oral presentation, negotiating and influencing skills
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Director, Capture Management Resume Examples & Samples
- Demonstrated ability and reputation
- Proposal team management
- Complex team management
- Color team review experience
- Miller Heiman, Shipley, SM+A or other
- Sales process and sales Skills
- Good supportive belief system (Sales DNA)
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Capture Management Senior Resume Examples & Samples
- Provide PI support for F-35 partner countries, current FMS countries and future FMS countries
- Participate in F-35 international pursuit strategy development and implementation
- Serve as primary POC for planning and executing successful F-35 customer visits for assigned countries
- Assist in planning, managing, and reporting New Business Funds for F-35 International pursuits
- Prepare for and participate in periodic executive reviews of current campaign status and future plans
- Regularly interact with VP-level leadership teams within Lockheed Martin
- Experience with Lockheed Martin International pursuit, capture and keep-sold processes
- Prior experience with development and implementation of F-35 international pursuit strategy
- Foundational experience of executive reviews planning and preparation
- Experience with new business funds planning, managing and reporting. Knowledge of the F-35 International pursuit, capture and keep-sold processes
- Excellent verbal and written communication skills are essential
- Demonstrated ability to effectively manage high-volume workload and complex priorities
- Proven ability to think strategically and effectively work across a large corporation
- Business acumen, reliability and sound judgment
- Demonstrates integrity and sensitivity to various cultures
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Capture Management Senior Stf Resume Examples & Samples
- Position to Win
- Strategic Partnerships
- Prior military experience
41
Capture Management Stf Resume Examples & Samples
- Competitive Analysis
- Engineering background
- Live, Virtual and Constructive training experience
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Capture Management Prin Resume Examples & Samples
- 1) LM ‘Keep Sold & Extend’ Leadership and Program Team Assistance on Focus Programs
- 7 to 10 years of capture and program leadership experience within the Aerospace & Defense Industry
- 7 years of franchise expertise with keeping programs sold and extending current business (e.g., MY, ECP, etc.)
- 7 years of strategy-related color team leadership expertise (i.e., CVP Workshops & Gold Teams)
- Ability to think strategically and build effective relationships to shape the future
- Deep understanding of global marketplace and acquisition dynamics
- Expertise with facilitating and delivering new business training events (e.g., ‘Keep Sold & Extend’)
- Expertise with corporate-level executive presentations
- Program management with technical and financial leadership capabilities
- Experience sharing ‘Keep Sold & Extend’ and BD best practices across the corporation
- Demonstrated ability to energize the team and drive closure
- Self-Starter with excellent team orientation
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Capture Management Director, BOS Resume Examples & Samples
- 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
- 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
- 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 for DoD or DoS
- Ten (10) years demonstrated track record of winning BOS business highly preferred
- Experience managing a Joint Venture or “teamed” bids as prime
- Prior US Military service or working in other federal agencies such as DoD and DoS or government agencies such as DoE with specific experience in BOS (Base Operations Support) work
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Capture Management Resume Examples & Samples
- Experience in Sales to the Public Safety Market
- Knowledge and Understanding of Computer Aided Dispatch systems
- Knowledge and Understanding of State and Local procurement processes
- Experience managing CRM systems to track sales pipeline execution
- A proven successful track record of expanding business client base in the public safety markets
- A firm understanding of the principles of successful business development, customer engagement and the ‘voice-of-the-customer’
- Strong critical thinking and logical reasoning skills and the ability to apply them to solve issues and predict potential customer contract risks
- Good working knowledge of desktop/laptop computers, MSOffice tools, VPN – as required for accomplishing responsibilities
- Conducts business development with impeccable ethics; leads by example and fosters ethical behavior at all times. Maintains a positive and professional working environment
- Possess leadership skills to develop, organize and execute significant capture activities, assessing win probability, and executing customer call plans to shape acquisitions, in order to respond to and win business with new and existing customers
- Clear, concise oral and written communication skills
- Served in or supervised 9-1-1 Dispatching / Communications functions for a mid to large agency
- Served in roles involving IT or Communications technology systems deployment
- Knowledge and Understanding of CAD-to-CAD systems
- Experience working with shared purchasing contract vehicles like HGAC and GSA
- Able to meet requirements to obtain a Secret clearance
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Director, Capture Management Resume Examples & Samples
- Win Strategy development – Develop a capture strategy that synthesizes information regarding the customer, competitors and Raytheon’s strengths and weaknesses. Create a sound business case and value proposition based on customer requirements
- Execute the capture plan – Communicate the vision of success that inspires and energizes the capture team. In a fully matrixed environment, build an organization structure focused on winning new business by integrating IDS Business Areas and Functional Team representatives into a smoothly operating and cohesive capture team
- Coordinate export release requirements and tasks for candidate countries in support of opportunity development and capture
- 14+ years of capture/business development/Engineering leadership in our industry
- Experience and expertise at competitively winning/executing new business on programs of increasing value to over $1 billion
- Domestic and international capture/execution experience
- CMX Certification at level R-2; ability to achieve certification at levels I-2, NR and Strategic; or ability to achieve within one year
- Possess an in depth understanding of the FMS and DCS export release process
- Integrated Air and Missile Defense
- Exportability for Major Defense Articles
