Business Development & Capture Manager

General Tool Co•Reading, OH

3d•Onsite

About The Position

The Business Development & Capture Manager at GTC is responsible for ensuring the company is positioned to win contracts for aerospace and defense programs. This role involves qualifying opportunities, developing capture strategies, leading cross-functional bid teams, and driving commercial discipline to enhance GTC's competitiveness. The position is a pursuit leadership role focused on developing strategy, building customer relationships, and driving commercial success. Employees are eligible for the "Ownership For All" program, receiving an ownership stake in GTC.

Requirements

Bachelor's degree in business, engineering, or a related discipline.
Minimum of seven years of experience in engineering, estimating, manufacturing, program management, or business development within aerospace, defense, or complex manufacturing.
Demonstrated experience preparing manufacturing cost estimates, leading competitive bids and proposals, or supporting capture activities.
Proven success leading cross-functional teams in a customer-facing, high-stakes environment.
Strong technical aptitude to understand complex manufacturing processes, machining, fabrication, assembly, and engineering requirements.
Demonstrated ability to develop manufacturing cost estimates, bills of material, labor standards, and basis of estimate documentation.
Analytical instincts to evaluate manufacturing methods, should-cost drivers, capacity constraints, and technical risk, and translate into a competitive commercial strategy.
Strong command of pricing strategy, Price-to-Win methodologies, commercial negotiations, and government contracting including FAR/DFARS.
Exceptional executive communication skills.
Sound business judgment that balances customer requirements, competitiveness, profitability, and execution risk.
Highly organized, with the ability to manage multiple complex pursuits simultaneously.
Leadership presence, professionalism, and the interpersonal range to represent GTC at every level of a customer organization.

Nice To Haves

An engineering or manufacturing background with demonstrated commercial aptitude is strongly preferred.

Responsibilities

Serve as the primary business development and capture representative for assigned strategic customer accounts.
Develop and maintain strategic account plans that drive profitable growth.
Proactively identify opportunities to improve commercial and contractual terms.
Deliver accurate short- and long-range order intake forecasts.
Build executive-level customer relationships and identify opportunities to expand existing programs and capture new ones.
Capture and communicate Voice of the Customer back into the organization.
Own capture strategies for assigned opportunities from qualification through contract award.
Develop bid strategies, win themes, Price-to-Win analysis, and commercial approaches.
Lead the development of competitive, compliant proposals through cross-functional integration.
Drive early customer engagement to shape requirements and influence the competitive landscape.
Develop commercial strategies addressing pricing, contract terms, risk mitigation, execution approach, and negotiation.
Ensure technical, pricing, contractual, supply chain, schedule, and execution risks are understood and reflected in bid strategies.
Support customer negotiations through contract award.
Lead the handoff from pursuit through contract award into program execution, establishing the As-Sold position.
Ensure all customer commitments, pricing assumptions, contractual obligations, risks, and execution strategies are successfully transitioned.
Support contract kickoff and establish the As-Sold baseline.