Raytheon Technologies Associate Director, Capture Management in Orlando, Florida
RI&S CTS is seeking a Senior Capture Manager (CM) who will be responsible for identifying, developing, and winning new business for CTS with special emphasis on leading bids and capturing new Global Training and Logistics (GTL) Account. Experience in winning DoD Training contracts strongly desired. This Capture Manager is accountable for winning new business through experienced capture management, market analysis, strategy development, then leading the execution of the strategy, and monitoring progress toward organizational objectives. This individual leads a multi-functional, high-performance team to accomplish objectives in a dynamic, matrixed environment. Included are strategies for teaming, solution (technical, management, and cost) development, proposal staffing/development.
The Senior Capture Manager is responsible and fully accountable for all the activities related to the assigned capture opportunity through contract award. They are responsible for planning, controlling, and directing all related activities, planning investment and managing the capture/proposal cost, schedule, while leading the team to successful results. The position requires a high level of engagement with close partnerships across the organization. The successful Capture Manager must be able to influence, motivate and drive winning results in high-pressure situations. This Capture Manager must also demonstrate agile decision making, strategic thinking and ability drive the team to desired results.
The Senior CM is responsible for utilizing RI&S standard and CTS streamlined capture and proposal best practices, processes, tools and resources. The Senior CM is responsible for tailoring our IPDS processes to meet unique needs of the GTL Account Go-To-Market strategy to include leveraging product catalogs and aligning to an Account Team organization and CONOPS. The Senior CM is responsible for improving capture and proposal discipline throughout the Account and driving capture excellence and continuous improvement across the capture lifecycle.
The Senior CM is responsible for maintaining ongoing communication and information exchange with the CTS GTL Business VP, the CTS BDE, and the CTS CX Lead and RI&S LT to report status, address resource needs, improve coordination and facilitate sound business decisions.
Minimum of 12 years demonstrated capture management experience, business development, strategic planning or program management experience
At least 10 years of direct experience with DoD Training and Logistics domain operating in multiple markets- including International
Successful at winning large (>$50M) capture efforts within the GTL domain
Demonstrated ability to make sound decisions in stressful business situations
Must demonstrate agile decision making, strategic thinking and ability drive the team to results.
Demonstrated ability to work independently as well as within and as lead and influence high performing teams; a highly motivated self-starter
Demonstrated leadership, coaching and mentoring of individuals and teams
Must have excellent oral and written communication skills
Must be available to travel as necessary
Familiarity with Raytheon businesses, policies, and practices
Experience working in a commercial product or services company
Senior level experience with GTL agencies operating in multiple markets or equivalent corporate business experience
Demonstrated networking abilities among various communities, e.g. acquisition officials/leads in the GTL and other government agencies, Corporate enterprise, and industry partners / competitors
Experience working with complex acquisition processes
Maintain Focus on Customer/Mission while balancing winning the “evaluation”
Synthesizing large amounts of data to create sound business models, value propositions, and Win Strategies;
Agile Decision Making, valuing diversity of thought, making sound decisions and applying sound judgment;
Master communication skills; ability to translate between internal language and that of the customer environment; ensure win strategies and differentiators are positioned relative to customer priorities, etc.;
Ability to allocate resources and prioritize effectively in limited time frames; work horizontally and vertically leadership channels to ensure appropriate multi-functional engagement to achieve timely objectives/milestones
Ability to adapt to changing business models or capture processes
Customer Engagement, the ability to understand diverse customer needs;
Leadership, with a clear vision and ethical compass;
Market and Domain Knowledge, with a system-of-systems focus;
Relationship Management, emphasizing active and empathetic listening and communication;
Win Strategy Development, to create sound business models and value propositions by synthesizing information.
Capture Leadership; drives team to be an effective and motivated team that develops a customer-focused winning solution and efficiently uses NBI
Ability to appropriately tailor a process to each specific capture and to focus on those activities that positively impact the outcome while not sacrificing those items critical to internal communication and requirements.
Business Unit Profile: Raytheon Intelligence & Space delivers the disruptive technologies our customers need to succeed in any domain against any challenge. A developer of advanced sensors, training, and cyber and software solutions, Raytheon Intelligence & Space provides a decisive advantage to civil, military, and commercial customers in more than 40 countries around the world.
Required Education (including Major):
Required: Bachelor’s Degree in Business Administration /Management or a related Engineering discipline
Desired: Masters degree in Business Administration, Engineering, or related field
Raytheon is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, age, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.