Capture Manager

• Capture manager prepares information for decision gates and color team reviews
• Once management makes a decision, the capture manager oversees the execution of the plan to drive the outcomes management has approved
• Leading the assigned opportunity through (tailored) BAP activities, from an approved Gate 1 (pursue decision) through Gate 2 (bid decision)
• Capture manager supports the proposal team in a consulting role post approved Gate 2
• Managing the capture process, recommending process tailoring, defining, and prioritizing all pursuit team activities
• Forming the core capture team
• Establishing capture team (& consultant partners as necessary)
• Responsible for resource need requests, including staffing for the pursuit development and proposal phases
• Determining and prioritizing customer ‘hot buttons’ and issues, folding into the pursuit strategy
• Creating and validating Customer Value Propositions and completing executive summary (started by BD Manager)
• Assessing competitive position to inform the win strategy
• Initiating teaming agreements and small business plan, as needed
• Planning, holding, and participating in key decision Gates and progress reviews
• Ensuring completion of Technical Baseline Review (TBR), Color Teams (i.e. Black Hat, Blue Team, Green Team, Pink Team, and Red Team), Proposal Cost Reviews (PCR), Pricing reviews, and assists in presentation development
• Travel as necessary
• Conducting lessons learned/analysis

Principal, Capture Management

• Leadership and execution for the success of all assigned Aviation efforts.
• Identify and evaluate desirable opportunities for the corporate funnel and pipeline.
• Gather, assess, and validate customer requirements.
• Identify customer needs, concerns, and constraints that impact winning solution.
• Translate requirements into a win strategy, advance strategy with a strong value proposition and differentiate bid elements based on compelling features and benefits
• Support the proposal development process by providing necessary capture artifacts to the proposal team and participate in the Kickoff and color team reviews
• Define or oversee conceptual solution and strategies for winning each opportunity including the initial theming/storyboarding efforts and transition the capture artifacts to the assigned proposal team.
• Develop, document and execute the capture management plan and associated strategies for each capture program including but not limited to: conducting requirement analysis, competitive analysis, capability assessments and gap analyses for capture programs, prime vs sub analysis, price to win analysis, teaming plan, call plan, and other components of a successful capture program.
• Conduct timely reviews of programs throughout the capture lifecycle, including stage reviews to the Executive Leadership team and functional managers.
• Analyze post award feedback and recommend improvements to the capture process.
• Develop and document customer, partner, and competitor profiles.
• Significantly contribute to meeting or exceeding the annual sales and profitability goals as established by the company each year.
• Work with the Executive Director, on strategies for short-, mid- and long-term goals and brief the Executive Leadership team at offsite meetings.
• Contribute to expanding Odyssey’s reputation and industry engagement.

Senior Capture Manager – Aviation Group

• Drive the strategic capture efforts for the Multi-Domain Operations (MDO) Division within the Space Systems sector.
• Play a direct role in achieving both near- and long-term growth objectives.
• Work closely with leadership across levels and business functions to manage large capture opportunities, from customer engagement and strategy formulation to international capture, resource planning, and acquisition processes.
• Exhibit exceptional leadership, collaboration, and team-building skills while managing diverse, cross-functional teams.
• Develop and execute capture strategies and tactics that result in competitive assessments, effective teaming strategies, and robust price-to-win analyses.
• Formulate clear Win Themes and Value Propositions for each capture initiative.
• Analyze the customer marketplace and stakeholder organizations to identify market drivers and trends, informing strategic decision making.
• Cultivate and maintain strong internal and external relationships with key stakeholders, including team partners, industry associations, and customer decision-makers.
• Coordinate and collaborate with line-of-business management, finance, contracts, global supply chain, technology, and engineering teams, ensuring consistent communication and effective execution.
• Leverage Customer Relationship Management (CRM) tools (e.g., Salesforce) in adherence with the Northrop Grumman Business Acquisition Process (BAP) to drive capture performance and win probability.
• Implement sector-specific processes that enhance overall capture win rate and secure large-scale opportunities.

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