Description:Lockheed Martin RMS Cyber & Intelligence desires a Competitive Capture leader that will be responsible for leading strategic captures and proposals. In this highly visible role, this individual‘s responsibilities will include developing, evolving and executing winning capture strategies based on customer needs and values. The Capture Manager leads the development and implements the overall strategy to win the targeted procurement, and is responsible for full compliance with LM policies and ethics standards. The candidate must be able to manage the entire proposal process for complex proposals to meet proposal delivery deadlines. Lead capture and proposal teams to develop and prepare high-quality, compliant proposals. Work effectively with Business Development, Capture and Proposal teams to develop compliant, compelling and accurate proposals.
• Determine Capture Readiness and assess MA/B&P resource needs
• Ensure Customer needs, issues, and biases are identified, captured, and communicated to team. Clear communication and direction energizes the proposal team to increase efficiency and effectiveness of the proposal solution
• Conduct Capture Risk Based Assessment (CRBA) and support Program Execution RBA and obtain Mgmt. approval
• Keep management informed of the pursuit status
• Lead development of CVPs, Black Hat, and Win Strategy. Include offset considerations, if international pursuit
• Determine export license requirements, if international, and submit required license applications
• Determine security classification and Cognizant Security Authority (CSA)
• Prepare for and present the Gate Review briefs
• Lead Blue Team development and execution
• Staff the Capture Team
• Request, obtain and manage B&P funding with BD Lead support.
• With the BD Lead, plan all funding required (MA, B&P, IRAD, and Capital)
• Oversee preparation of the first draft Executive Summary
• Initiate teaming arrangements
• Develop/assess/revise capture strategy
• Proactively drive opportunity from Gate 1 Pursue Decision to submission of a responsive, compliant, Customer-based solution that is positioned-to-win
• Verify offer against Customer requirements
• Oversee cost strategy development implementation
• Review and oversee proposal development
• Work with the Program Manager to support INAR and ICE development if required
• Lead FPR strategy sessions and preparation of response documentation
• Attend source selection debrief and communicate information to Capture Team
• Participate in post-proposal lessons learned and proposal metrics collection
Basic Qualifications:
• Experienced professional with a minimum of 5 years of Business Development / Capture Management experience.
• Must have experience leading medium to large competitive captures and proposals
• Bachelor's Degree.
• Experience working federal government (or equivalent experience) proposal/capture efforts.
• Demonstrated ability to guide, direct and impact the business, balance challenges associated with program development, program execution, customer obligations, and meeting all business commitments.
• Current Top Secret SCI security clearance with polygraph.
• Must be willing to travel as needed (up to 25%)
• Accountable for deadlines
Desired Skills:
• Well-organized with strong attention to details
• Able to remain calm under pressure
• Demonstrated success at multi-tasking
• Exceptional people skills to work in a dynamic service-driven organization with superior listening, verbal and written communication skills
• Strong knowledge and experience with Microsoft Office Suite (Word, PowerPoint, Excel)
• Ability to work overtime often, and on occasion, with minimal advanced notice
Demonstrated ability to deliver results through development of effective relationships and leadership of a highly skilled, diverse workforce.
• The ability to think and act strategically and tactically from a broad business perspective.
• Demonstrated effective team leadership and interpersonal skills.
• Adept at working with matrix organizations in the successful capture of new competitive business.
• Strong conflict management skills.
• Ability to develop and execute capture strategies with proven experience in applying Lockheed Martin capture processes per CPS-009, and an understanding of the development and execution of key milestones and capture reviews needed for a focus effort.
• The ability to establish priorities, handle multiple tasks simultaneously and bring matters/issues to successful closure, all in the midst of changing priorities.
• A thorough understanding of financial/business analysis, competitive analysis, government contracts, technology/business planning.
• Must possess excellent verbal and written, communications skills, with demonstrated experiences writing winning proposals.
• Experience and familiarity with the government acquisition process.
• Strong business acumen and an understanding for how programs support overall business strategy.
• Demonstrated ability for decision making in uncertain environments.
• Experience leading proposal volumes and/or performing as a writer or coordinator on proposals
• Experience working competitive proposals for US and foreign government and commercial pursuits
• Cost volume development experience
• Skills in BOE development
• Understanding of Cyber & Intelligence products, lines of business, customers, and processes