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Capture Manager - Defence

Location:
Cheltenham or London
Job Description

Are you a Business Developer or Capture Manager looking to devise, own and execute business winning strategies for identifying new business opportunities and clients within the UK and Europe Defence sector?  Can you turn those opportunities into new business for Northrop Grumman?

 

Bridging the gap between strategic business development activities and building winning proposals this role is crucial to Northrop Grumman’s growth plans.

 

We are currently seeking a Capture Manager to work on a permanent basis. Location is flexible with our principal offices in Cheltenham and London, the role may require travel to customer or partner sites as well as other NG locations in the UK and overseas.

Different thinking for a Different world

Defining Possible

 

Northrop Grumman is a pioneering company. We design, develop, build and support some of the world’s most advanced products,from cutting-edge aircraft and next-generation spacecraft to unrivaled cyber security systems and all-seeing radars.

Whether it’s making a 200 tonne airplane invisible,predicting cyber attacks before they happen or solving the mysteries of the universe, wherever the boundaries of possible are being pushed, Northrop Grumman is there.

 

Northrop Grumman is involved in a range of future game-changing defence and security programmes. Whether this is as a partner in the F-35 Lightning II providing the aircraft with much of its situational awareness and communications, as a leading specialist in large intelligence datasets, as a pre-eminent provider of High Altitude Long Endurance unmanned aircraft systems, or as the ‘go to’ provider for truly open system architectures for battlespace networks, communications, and command and control, Northrop Grumman has an unparalleled reputation as an innovator. 

How you will make a difference

The Defence Capture Manager owns the successful Capture/proposal, from business sign-on through to submission of the proposal and agreement of contract. The Defence Capture Manager reports up to the Director of Business Capture, but has a dotted-line report to the various Air, Land,Maritime and Space Business Development, Campaign and Account Leads for the areas they own. The Capture Manager will be supported by proposal teams and functional staff to ensure well prepared, reviewed and value for money proposals are made and awards achieved.

Working across the defence sector in the fields of next generation Air Force, ISR,Communications, Radar and Command and Control, you will be managing opportunities from small study or research openings to significant size and scale multi-£m,multi-year deals. The successful candidate will know how to navigate and build relationships in UK and European defence customers, be credible at multiple seniority levels and understand sufficient technical, legal, regulatory and export aspects relevant to this community.

 

Responsibilities:

  • Lead the generation and execution of identified business winning strategies and developing, agreeing and implementing focused Capture Plans including Concept of Operation and solution outlines for each pursuit
  • Customer facing - building and maintaining strong positive customer relationships at multiple levels so that Northrop Grumman can understand the customer’s mission, challenges, constraints and requirements and influence the customer to position Northrop Grumman as the most appropriate provider
  • Manage stakeholder engagement, including mapping and analysis of decision makers and execution of effective communications plans that support each successful capture
  • Lead or support identifying potential partners, performing competitor assessments, identifying teaming options and technology or product suppliers
  • Support pricing strategy and price-to-win assessment
  • Develop and present briefings to internal management and executives
  • Establish and manage bid teams including solution architects, engineers, project managers, commercial and financial contributors to deliver competitive and market differentiating proposals
  • Drive the ultimate generation of all capture proposals, outlining the proposal structure as required by the Request For Proposal (RFP), setting the schedule and allocation of section / contribution responsibilities to the relevant subject matter expert
  • Responsible for key messages, win themes and executive summary writing
  • Continuously monitor progress of proposals working with the proposals team to ensure that customer requirements are being suitably answered, the content is of suitable quality and coherence across the submission
  • Develop and manage bid and proposal budgets and standards of performance from the bid team
  • Coordinate the collection and accumulation of cost, scheduling, and performance elements from all relevant functional departments
  • Ensures compliance with appropriate internal company procedures
  • Contribute to the development of the tools and techniques to continuously enhance the quality of bid submissions, assessing market best practice and its applicability in order to support the evolution of our competitive bid approaches
  • Provide clear and concise Capture status reports to all relevant internal approvers on a regular and suitable periodic basis
  • Perform comprehensive customer and competitor assessments to develop the win strategy, discriminators, and counter to competing offers
Essential Criteria:
  • Strong experience in, capture and bid proposal development and delivery within the defence sector or a related industry
  • Successfully managed and won several major pursuits >£10M
  • Able to work effectively across a portfolio of opportunities at any one time
  • Self-starter and proactive with a strong work drive
  • Excellent communicator who can provide clear and concise messaging and progress reporting at all levels within the business
  • Demonstrated understanding of defence equipment market, customers, industry and trends with experience air, land or maritime domains and C4ISR technologies
  • Collaborative working style with the confidence and integrity to earn customer and internal stakeholders confidence and respect
  • Self-starter and proactive with a strong work drive 
  • Excellent communicator who can provide clear and concise messaging and progress reporting at all levels within the business and externally as needed
  • Already hold, or ability to obtain a UK security clearance
Desirable Criteria:
  • Experience of (or training in) working within a recognised bid/proposal methodology
  • Track record of success/contribution across multiple significant proposals ideally including >£25M pursuits
  • Involvement in winning places and tasks within frameworks such as FATS, Digital Outcomes and Specialists or equivalent
  • Prior Program Management or Technical Engineering experience in relevant sector
  • Evidence of achieving Customer intimacy with defence customers in MOD DE&S, Defence Digital (ISS) or front line commands
 

Additional information for your consideration...

You will need to hold and maintain UK Government clearances

Looking for flexibility? Talk to us at the application stage about what may be possible.