Capture Management Staff

Standard Job Description

Manages the proposal process, developing, planning and scheduling compliant and compelling proposals in response to solicitation (i.e., RFP) specifications. Leads all aspects of proposal volume development, including Technical, Management, Past Performance, Security, Basis of Estimate, Contracts, Executive Summary, Integrated Master Schedule and Plans, etc. Provides guidance to a diverse team of cross-functional proposal personnel. Manages proposal schedules and deadlines, develops proposal artifacts and supporting artifacts such as proposal outline, compliance matrix, storyboard plan, and delivery plan. Shapes and drives integration of win themes and discriminators into proposal deliverables, ensuring capture artifacts and customer values are incorporated for a winning proposal. Supports color team reviews and manages the disposition of review comments. Conducts regular proposal status meetings and is responsible for managing actions to closure. Coaches volume leads to ensure messages are consistently integrated across all volumes. Collaborates with publications personnel to manage the production cycle, including printing, book check, packing and delivery. Works collaboratively with the Capture Manager and Program Manager throughout the proposal phase to develop, refine and execute the win strategy. Supports business gate reviews as needed. Finance professionals working proposal cost activity should use the Proposal Analyst (417E) job discipline.

What We''re Doing: At Army & Air Force Systems, a division of Sikorsky, we are driving innovation in support of our customers' critical missions. Our team is committed to sustaining helicopter systems for International Military Customers. We develop solutions that enhance performance, reduce costs, and deliver value across the lifecycle of our aircraft.

The Work: The Capture Manager Staff, International Sustainment, leads multiple major aftermarket proposal and agreement activities for production and legacy helicopters in support of opportunities worldwide. The Capture Manager works directly with and is the bridge between the International Military (IM) Sales Leads and Program Managers to facilitate the proposal process from strategy through contract.

Assigned tasks 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, license agreements, product improvements and aircraft modifications. 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.

Direct responsibilities include:

• Read, digest, understand and respond to customer requirements.
• Lead strategy meetings and shape approach with Sales team members
• Lead the capture process from customer request through contract.
• Assess and mitigate proposal and execution risks with Program Managers and functional teams.
• Interface and coordinate with a functional departments across the Business
• Coordinate estimates that are compliant to the approved strategy and on schedule.
• Write effective proposals and develop pricing strategies 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.
• Maintain Capture data within a CRM database.

Basic Qualifications

• BA/BS degree with 8+ years of professional experience or 6 years of professional experience with a related Masters degree
• Ability to lead cross-functional teams on multiple projects simultaneously.
• Strong communications skills, must be able to present clearly and concisely to internal and external customers.
• Familiarity with Business Finance and ability to understand pricing models.
• Aptitude for working in high volume / high value sales transactions.
• Proficiency with MS Word and Excel

Desired Skills

• 6+ years of experience directly applicable to business transactions, proposals, pricing, and negotiations.
• 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).
• Prior Program Management experience
• Experience with helicopter operations and sustainment, particularly Black Hawk

Pay Information

Full-Time Salary Range: $100200.00 - $186200.00

At Lockheed Martin, we know mission success starts with taking care of our people. Our Total Rewards program is designed to attract top talent, support your well-being, and help you grow-both professionally and personally.

The salary range for this position is as listed on the requisition. Please note that the salary information listed is a general guideline only. Lockheed Martin considers factors such as (but not limited to) scope and responsibilities of the position, candidate''s work experience, education/ training, key skills as well as market(work location) and business considerations when extending an offer.

Benefits offered: Medical, Dental, Vision, Flexible work arrangements and schedules (e.g., 4x10), 401(k) match, Paid time off, Holidays, Parental Leave, EAP, Flexible Spending Accounts, Education Assistance, Life Insurance, Short-Term Disability, and Long-Term Disability.

• Annual short-term and/or long-term incentive compensation programs may be offered depending on the position. Payments under these annual programs are not guaranteed and can vary from year to year and are tied to a range of performance metrics.
• For (Washington state applicants only) Non-represented full-time employees: accrue at least 10 hours per month of Paid Time Off (PTO) to be used for incidental absences and other reasons; receive at least 90 hours for holidays. Represented full time employees accrue 6.67 hours of Vacation per month; accrue up to 52 hours of sick leave annually; receive at least 96 hours for holidays. PTO, Vacation, sick leave, and holiday hours are prorated based on start date during the calendar year.