Capture Manager

Description

Leidos Security Enterprise Solutions (SES) helps modernize aviation, ports and borders, and commercial security. Leidos designs and manufactures highly complex security equipment for use at border crossings, airports, seaports, and customer commercial sites. Our products include Body Scanners, CT baggage scanners, Explosive Trace Detection units, radiation detectors and spectrometers, and Xray scanners for cars, trucks, cargo containers, and trains that are used in Aviation, Ports and Borders and commercial security applications globally.

Job Description:

Within SES, the Commercial Operations team currently has an opening for a Capture Manager with broad experience in sales operations, finance, and/or manufacturing operations on a Global scale to join the SES business. Reporting to the Commercial Operations Director, the Capture Manager will identify and manage key captures that align with the multi-year strategy of SES.

• Lead captures for strategic new business opportunities by leveraging the Leidos capture process for the Security Enterprise Solutions business to ensure the development of technical solutions pricing strategies that increase our Probability of Win
• Lead, organize and facilitate capture activities, to include strategy workshops, opportunity gate reviews, black hat sessions, collaboration sessions, proposal reviews. Shape opportunities to increase win probability.
• Coordinate meetings with customers, clients, and teammates to develop market insight on requirements, customer needs/preferences, competitive landscape in order to increase PWin on strategic opportunities for SES.
• Gather, assess, and validate customer requirements, working closely with BD leads - identifying related needs and constraints that impact the winning solution.
• Develop value propositions through program strategies, supporting business cases and project plans and develop early win strategies and evolve the strategy throughout the capture lifecycle.
• Maintain knowledge of market trends, customer requirements, competitor actions and customer base; interface with internal and external customers
• Attend customer meetings, sales annual planning meetings, and trade shows as required

• Bachelor's degree, preferred in related technical field, and 8+ years experience in a Business Development or a Capture Manager position (additional education, training or experience may be considered in lieu of degree).
• Experience and/or understanding of international business and/or culture, including commercial procurements and contracts of varying sizes
• Excellent written and verbal communication skills are essential.
• Excellent interpersonal, problem solving, and business acumen.
• Excellent knowledge of pricing strategies, pricing levers and competition strategies are essential.
• Leadership skills to develop, organize and execute significant capture activities, including building the right internal teams, assessing win probability, and development of strategy.
• Skills to successfully lead a diverse capture team.
• Confidence and experience dealing with senior executives; ability to work efficiently in fast-paced, time-sensitive and often multi-tasking environment.
• Demonstrable understanding of all contract types (non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus).
• Self-starter and ability to manage time independently without direct supervision.
• Candidate must be a US Citizen.

• 2+ years of commercial Capture or Proposal Management in the aviation or customs/borders field.