Capture & Proposal Manager - Defense

Caterpillar•Irving, TX

23h•Onsite

About The Position

Your Work Shapes the World at Caterpillar Inc. When you join Caterpillar, you're joining a global team who cares not just about the work we do – but also about each other. We are the makers, problem solvers, and future world builders who are creating stronger, more sustainable communities. We don't just talk about progress and innovation here – we make it happen, with our customers, where we work and live. Together, we are building a better world, so we can all enjoy living in it. About Caterpillar Defense: Caterpillar Defense proudly serves all branches of the U.S. military and federal government, allied militaries and governments, and original equipment manufacturers. For over 100 years, we have supplied reliable products and solutions to government agencies and military forces worldwide, supporting people who put their lives on the line to provide security, generate energy and supply humanitarian aid. Today, we continue to deliver leading-edge products and global services, working around the clock and around the world to deliver the power and performance that customers need. Caterpillar’s largest single customer is the U.S. Department of Defense.190,000+ machines, tanks, tactical vehicles, and submarines move missions forward with Cat engines. We also provide solutions for power generation and surface ships. Cat has powered crucial engineering and logistical operations in every major conflict since WWI. Job Summary: Caterpillar Defense is seeking a Capture & Proposal Manager in Irving, TX reporting to the Director of Business Development. This role is responsible for capturing new business supporting U.S. federal and international governments requirements. The position is also responsible for leading and capturing key opportunities from qualification to contract award across one or more of Caterpillar’s machines, engine, electric power, marine and lifecycle segments.

Requirements

Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Experience with defense, or adjacent industry, business development, capture, or proposal management.
Understanding of U.S. federal procurement regulations (including FAR and DFARS), Foreign Military Sales (FMS) and Other Transaction Authority (OTA).
Proposal development training and/or certifications from Shipley Associates, APMP or a compatible corporate certification
Previous experience developing capture plans and winning proposals for commercial solutions, development programs, and replacement and sustainment efforts.
Proficiency with word processing, spreadsheets, presentation software and some financial analysis experience.
Evidence of historical win rate exceeding >35% and cumulative captures >$100M

Responsibilities

Collaborate closely with the Director of Business Development, Defense Product Segment Directors, business resource leads and SMEs throughout the organization to support the achievement of both mid and long-term opportunity pipeline growth objectives.
Lead proposal teams for designated key opportunities.
Coordinate Engineering, Product Group, Contracting and Legal, and external proposal resources to deliver winning and compliant proposals to US government, allied, and OEM customers.
Integrate market, customer, and competitor intelligence with internal management and financial concerns into key opportunity capture plans.
Oversee opportunity-specific customer influence and win strategy development and implementation.
Grow and improve Cat Defense price-to-win methods for Develop offering and winning prices supported by risk and opportunity strategies.
Lead early strategy development and coordinate with stakeholders to assign pursuit team members.
Lead and implement education to grow proposal and capture capability across the Cat Defense business unit.
Plan and manage the pursuit and proposal support budget for all opportunities in the Defense business unit, and coordinate reviews and approval requirements for offering, cost/price, and proposal deliverables.
Ensure the capture positioning and the offering is aligned with customer needs and the winning price.