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

• Develop and lead new business captures within MSP
• Build the teams and develop win strategies
• Guide solutioning (technical and programmatic)
• Lead gate reviews and ensure delivery of competitive bids
• Engage with customers and industry partners
• Drive cross-functional collaboration with internal organizations and stakeholders
• Create and deliver presentations and white papers
• Manage applicable resources, including staffing and new business funds
• Support MSP Annual Operating Plan (AOP) and Long-Range Planning (LRP) activities
• Collaborate with RTX Global Government Relations at the Federal, State/Local on Public Policy

Associate Director, Capture Management – Missions Solutions & Payloads

• Support defense growth strategy through pipeline development, capture planning, and contracting pathway analysis.
• Help the company identify and pursue government opportunities, support proposals, and track potential contracts.
• Tackle ambiguous, high-priority problems across the company.
• Research new technologies, markets, and opportunities.
• Support engineering with testing, analysis, and prototype development.
• Build scrappy solutions, tools, or processes when something doesn’t exist yet.

Business Development – Capture Manager

• Drive the strategic capture efforts for the Launch and Exploration Division (LED)
• Support the LED Business Development team’s near- and long-term growth objectives
• 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 prices-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
• Cultivate and maintain strong internal and external relationships with key stakeholders
• 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 to drive capture performance and win probability
• Implement sector-specific processes that enhance overall capture win rate and secure large-scale opportunities

Senior Capture Management, Launch and Exploration

• 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

• Exhibit exceptional collaboration, and team-building skills while managing diverse, cross-functional teams.
• 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.

Capture Manager – Launch and Exploration, TS/SCI Clearance

• 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.

Senior Manager, Capture Management – TS/SCI

• Support and lead capture efforts within the defense market
• Develop winning strategies and customer engagement efforts
• Coordinate and lead gate reviews and documentation during the capture life cycle
• Facilitate transition from capture to proposal

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