Capture / Bid Manager International Programmes
Broughton / Harlow / Waddington
Job Description :
This high profile role will manage a multi-disciplined company - wide Capture Team focused on the capture and delivery of Airborne ISR capabilities to UK and International Programmes.
The primary responsibility will be securing the Raytheon led opportunity to deliver a Strategic ISR capability to a major MENA country.
In order to support this objective, the successful candidate must have a track record of success on large captures or bids, and be expert in helping to develop and implement discriminating win strategies, and stakeholder engagement plans.
They must also have significant relevant experience in airborne ISR operations required for this programme.
The Capture / Bid Manager must be able to work at all levels within the business, capture team, partner and the customer organisations.
The Capture / Bid Manager must have the ability to work in a large multi-national organisation to ensure an enterprise approach is adopted, and to ensure all stakeholders in the enterprise are fully appraised and supportive of the win strategy.
The Capture / Bid Manager will be accountable for all activities required to ensure Raytheon win (Capture) the a major international programme.
They will report to the Raytheon UK Airborne ISR Head of Strategy and Business Development, and will work closely with Business Development Team to identify and develop opportunities to deliver additional Airborne ISR opportunities based on either existing products or new developments to meet specific customer requirements.
The Capture / Bid Manager must have extensive experience in providing complex systems to International customers and ideally have experience working within the MENA region.
Demonstrate the Raytheon core values of People, Integrity, Commitment, and Excellence and aligns the capture team around common vision and goal
Demonstrate a winning attitude and perseveres under difficult circumstances
Develop, communicate, and manage team performance
Agile Decision Making
Actively listens and solicit input from key internal and external stakeholders and capture team members
Define problems clearly using team inputs, thoughts and opinions
Identify alternate solutions, valuing diversity of thought and opinions
Take appropriate risks and accepts responsibility for outcomes
Identify and leverage customer decision-makers and influencers and their interrelationships throughout the capture process to assure capture is properly customer focused
Stay abreast of capture status, procurement status with the customer, and assess and re-plan appropriately
Develop and execute customer engagement plans that address customer’s internal factors; external factors; and customer’s perceptions of Raytheon to shape procurement decisions and ensure customer success
Use competitive intelligence tools and techniques to learn and assess customer issues, hot buttons and key performance parameters and appraise competitor’s potential solutions
Successfully maintain continuity of customer relationship through all phases of capture and transition to contract award
Bid and Proposal Management
Develop and implement bid management plans with responsibility for the proposal and all associated plans and selling material, together with governance compliance
Lead and manage Bid / Proposal Teams (Volume Leads and production staff) through all proposal aspects, including, budget administration, resourcing and facilities
Define / tailor and implements a suitable process to fit the Capture / Bid timeline, integrating solution refinement / freeze with proposal development activities
Ensure ITT requirements are identified and addressed, determines appropriate proposal document structure and manages storyboarding and win theme development activities
and an assessment of competitor’s potential solutions
Drive Bid teams in developing a cost effective solution that meets Price to Win and Design to Cost Targets
Select reviewers and schedules / organises key proposal reviews to assure proposal material quality, compliance and consistency across the proposal and associated plans and review material
Manage the business approval process, scheduling all governance reviews and coordinating the production of governance review documentation
Manage any security and export approvals associated with the bid
Manage the final editing, production and delivery of the Proposal (utilising proposal production staff)
Take initiative to build an effective, motivated, and winning capture team by identifying and obtaining key cross-functional personnel and other required resources
View capture like a program and uses proven program management tools and techniques to establish, update, execute, and measure capture plans
Demonstrate ability to gain and maintain stakeholder buy-in and support, including commitment of right resources for plans and potential solutions
and an assessment of competitor’s potential solutions
Use proven financial management tools and techniques to deploy New Business Investment (NBI), capital, and Independent Research & Development (IRAD) resources in a holistic manner to realize win strategy
Possess timely and relevant knowledge of Raytheon, our competition, customers, users, and the market to influence and shape requirements and develop winning strategies
Required Skills & Experience
Degree or equivalent qualification in engineering or business management
Established experience in the business to business sales into Tier 1 suppliers
A strong ISR background with a good understanding of the Airborne ISR domain
Eligible for and prepared to undergo the highest levels of security clearance.
Expert in stakeholder, capture, bid and proposal management, including winning new, repeat or follow on business through leading and supplying winning proposals
Expert in shaping and implementing winning captures into the target customer community
Capable of managing and motivating a diverse multi-disciplined team in the delivery of innovative solutions
Must have strong people and influencing skills that can be applied at all levels in Raytheon, with the customer and collaborators and industry partners
Must have demonstrable skill of working with other companies, both large defence prime contractors but also small and medium enterprises (SMEs)
A strong Defence / Aerospace background with intimate understanding of International procurement processes particularly in the MENA region. 117754