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Senior Capture Manager

Location:
United Kingdom
Job Description
Are you an experienced business developer or capture manager who wants to join an evolving and dynamic organisation? Due to the success of a number of strategic programmes, we are growing our Business Development and Capture team. 
 

The Senior Capture Manager role is a crucial to Northrop Grumman's growth plans, and bridges the gap between strategic business development activities and building winning proposals.

We are currently seeking a Senior Capture Manager to work on a permanent basis. Location is flexible with our principal offices in Cheltenham, New Malden 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
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 Senior Capture Manager owns the successful Capture/proposal, from business sign-on through to submission of the proposal and agreement of contract. The role reports up to the Director of Business Development and Capture, but has a dotted-line report to the various Business Development, Campaign and Account Leads for the areas they own. The Senior 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 maritime and undersea systems, next generation air systems, 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 Capture strategies and developing, agreeing and implementing focused Capture Plans including Concept of Operation and solution for pursuit opportunities
  • 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 bid team inputs 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
  • Coordinate the collection and accumulation of cost, scheduling, and performance elements from all relevant functional departments
  • Ensure 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

Requirements:

  • Strong experience in product, service and solution campaign, capture and bid proposal development and delivery within the defence sector or related industry
  • Successfully managed and won several major pursuits >£10M
  • Able to work effectively across a portfolio of opportunities at any one time
  • Prior Program Management or Technical Engineering experience in C4ISR, air, land or maritime domains
  • 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