Business Development Capture Manager - (US-CA-Los Angeles - 91335)

Compensation: $110K - $130K / Year
Minimum Education: Bachelors
Job Type: Full Time
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Responsible for the capture of new and recurring business opportunities and programs after they have been identified. Interfaces with, and coordinates capture activities of Business Development Managers, Proposal Managers, Program Managers, Engineering, Contracts, Export Control and Management. Guides senior management, marketing, proposal and operations personnel through the capture plan formulation and capture process. Supports strategic and operations planning, marketing and operations planning towards the overall new business goals of the company.

MAJOR RESPONSIBILITIES: Maintains strict compliance with company policies and procedures relating to Business Ethics and Code of Conduct, in addition to the specific procurement regulations established by the Federal Government. Maintains knowledge of Radar Systems business areas, products and strategic directions. Works closely with Business Development Managers to evaluate new and follow-on business opportunities, and to ensure adequate Voice of the Customer (VOC) and other information is obtained to support effective bid/no bid and capture processes. Plans, coordinates and conducts Color Team reviews. Develops, in cooperation with the proposal manager, bid and proposal cost estimates, monitors progress against plan, and initiates corrective action where appropriate. Assists in the preparation of milestone reviews, participates in milestone reviews and ensures the New Business milestone process is effectively utilized. Prepares, in coordination with BD Managers, acquisition/capture plans on selected programs detailing the win strategy, discriminators, Voice of the Customer, cost-to-win estimates, action plans, operations concept, gathers and prepares competitive analysis, analyzes/matrixes RFP requirements, and is responsible for managing the Proposal Team to execution against this plans. Manages new business proposal efforts to ensure the highest quality proposals are delivered and are proposals which implement the capture strategy to include effective themes and discriminators and provide the highest level of compliance with customer requirements and cost and budget objectives. Provides leadership and direction to the proposal team. Provides status reports on capture process and ensures the CRM database is up to date. Maintains an awareness of industry capabilities and assists and coordinates as part of the overall capture process, teaming discussion, agreements and negotiations through legal marketing and senior staff reviews. Interfaces with other organizations to promote cooperative new business capture endeavors. Assists in the development of the strategic business development plan.

Experience Requirements: Bachelors of Science Degree in Marketing, Business Administration, or related technical area. Masters Degree or equivalent work experience is desirable. A minimum of 10 or more years experience in capture management with substantial exposure to business development and marketing support activities. At least 5 years should have been in a position directly related to business development for international and domestic DoD customers, preferably in the ATC and air defense surveillance radars. Knowledge of U.S. Government (DoD) and International Federal Government procurement practices, budgeting procedures, and operational requirements. Knowledge of Foreign Military Sales (FMS) procurement practices, budgeting procedures, and operational requirements. Knowledge of military air traffic control and/or air defense surveillance radar equipment/systems and their applications is highly desirable.

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