Capture Manager, Sr - International Military Sustainment

Lockheed Martin•Stratford, CT

3d•Hybrid

About The Position

The Capture Manager, Senior, International Sustainment, leads multiple aftermarket pursuits for current production and legacy helicopters in support of strategic and other than transactional business opportunities worldwide. The Capture Manager works directly with and is the bridge between the International Military (IM) Sustainment Sales Leads and Sustainment Program Managers to facilitate the proposal process from initial strategy development through contract closure. Assigned pursuits will be unique, sole source or competitive bids of low to high complexity and could range in type to include but not limited to aftermarket products such as publications, training and logistics services, engineering services, inter-entity transactions, license agreements, aircraft product improvements and major aircraft modifications. Business conditions and customer situations vary widely, requiring the Capture Manager to tailor proposals for those conditions to win new business. The Capture Manager may be required to support negotiations and closing of the sale. Additional work scope may include support of product improvement initiatives and cross training for government capture activity.

Requirements

Experience directly applicable to business transactions, proposals, pricing, and negotiations.
Ability to lead cross-functional teams on multiple projects simultaneously.
Must be able to present clearly and concisely to internal and external customers.
Aptitude for working in high volume / high value sales transactions.
Proficiency with MS Word and Excel.
Familiarity with aerospace industry.

Nice To Haves

Desire to drive new business by leading and shaping customer requests into winning, executable bids.
Able to create unique solutions to unusual or complex requirements.
Strong aptitude for customer relationship development (internal and external customers).
Familiarity with business finance and ability to understand pricing models.
Prior Program Management experience.
Strong communications skills.
Experience with helicopter operations and sustainment, particularly Black Hawk®.

Responsibilities

Read, digest, understand and respond to customer requirements.
Lead the capture process from customer request through contract.
Lead strategy meetings and shape approach with Sales team members
Assess and mitigate proposal and execution risks with Program Managers and functional teams.
Interface and coordinate with a wide variety of functional departments across the Business
Coordinate estimates, ensuring that all submittmits are compliant to the approved strategy and on schedule.
Write effective proposals that will lead to the capture of new business.
Develop pricing strategies within customer’s budget that maximize probability of win.
Adhere to proposal and negotiation schedules and obtain required approvals.
Support customer requests for information and negotiations.
Adhere to ethical standards, ITC policies, and corporate procedures.
Build proficiency in contracting vehicles and negotiation skills to meet business objectives.
Maintain Capture data within a CRM database.