Job Description

  • PRIMARY FUNCTION
    Sr. Capture Development Manager with experience capturing Aviation related opportunities with a primary focus on aircraft maintenance and contractor logistics support. The Aviation Capture Manager will be responsible for the identification, pursuit, strategy, and capture of new business with an emphasis on the U.S. Air Force, SOCOM, and other government agencies.

    ESSENTIAL FUNCTIONS

    The ideal candidate will have significant experience in the challenges of both new program acquisition and system sustainment, as well as Air Force & SOCOM logistics, material command and maintenance operations. The successful candidate will be a self-starter with proven experience winning captures / proposals (especially greater than $100M each opportunity) and will be responsible for the entire capture evolution to include opportunity identification, qualification, teaming solution development, response strategy, proposal development, and execution.

    Must be adept at quickly understanding what is required to win, developing compelling solutions and value propositions, and preparing strong business cases to leadership.
    Responsibilities include but are not limited to:
    * Identification of new business opportunities with customers
    * Development and execution of pursuit strategies
    * Gather program intelligence, analyze data, and assess competition
    * Support of new business capture efforts through proposal development, capability briefings, and RFI responses
    * Support of win strategy development
    * Development of white papers and presentations representing capabilities, products and services
    * Opportunity Budget development and execution
    * Build/execute teaming strategy
    * Risk assessment
    * Fiscal management (travel, management and funds tracking procedures)
    * Development/maintenance project management plans, annual/monthly/week status and financial reports

    SUPERVISORY RESPONSIBILITIES:
    Position has no supervisory responsibilities


    KNOWLEDGE, SKILLS, & ABILITIES:
    Must have proven strong team leadership skills and writing abilities. Responsibilities include, but are not limited to :
    * Experience working in the Aircraft modification market and with hands-on experience in the developing strategies and solutions to include pricing to respond to Government Request for Proposals (RFP) and understands their processes for acquisition, services, MRO and technology advancements.
    * Business Development or Capture Management experience in aviation including defense, government agency, civilian and international arenas or equivalent.
    * Working experience with command senior leadership and other senior officer positions is important.
    * Ability to working alongside the president and Sr. Management Team to develop long term business Capture strategy
    * Leading capture efforts to secure new or re-compete contracts or task order business
    * Developing capture strategy and tactics including business solution for pursuit of opportunities with a solid business case and ROI
    * Identifying potential customers based on a strategic portfolio alignment to the company
    * Developing relationships with teaming partners and industry associations to help drive partnerships
    * Maintaining strong interpersonal and presentation skills that convey confidence and domain knowledge to support price-to-win
    * Developing competitive assessments, teaming strategies, and prices-to-win analysis
    * Participating in bid and proposal activities to deliver compelling and compliant proposals
    * Maintaining on-going interactions with all stakeholders and functional organizations that provide input to a program pursuit
    * Possess a high energy level and be an open communicator / collaborator to all levels of the organization
    * Be able to communicate effectively with Executive Management
    * Have a willingness and ability to work extended hours and weekends as required
    * Demonstrate integrity beyond reproach
    * Have a thorough understanding of USAF Air Logistics and Depot Maintenance Centers
    * Be able to work independently with limited supervision and meet company requirements and work in a fast paced and challenging environment


    QUALIFICATIONS:
    Must be able to develop, organize, and execute significant capture activities, including building Industry teams, assessing win probability, and executing customer call plans to shape acquisitions, in order to respond to and win business with new and existing customers.
    Serves as a subject matter expert and leads the strategic planning, execution, and capture of future and current program initiatives in accordance with the company’s growth strategy.

    Basic Qualifications:
    * BS/BA and 15 years of related industry or military experience demonstrating intimate organizational structures and mission knowledge of various elements of the USAF and SOCOM
    * Demonstrated access to key government customers and industry partners in the USAF and SOCOM.
    * Fixed Wing operational and maintenance experience required
    * Organizational and mission knowledge of general USAF Air Logistics Centers and Depot Maintenance Activity Group opportunities.
    * Proven win record on bids over $100M each opportunity.
    * Successful experience with leading aviation programs as a maintenance professional at CONUS and OCONUS locations.
    * Working knowledge of FMS and ITARS processes.
    * Working knowledge of the competitive marketplace including prime bid tendencies
    * Strong existing relationships with division and functional organizations including business management, contracts, supply chain, technology, and human resources
    * Working knowledge of DOD program environment; esp. FAR, ITAR, DSS requirements.
    * Secret or higher security clearance

    Preferred Qualifications :
    * 15+ years relevant USAF Air Logistics Center and/or USAF Depot Maintenance Activity Group experience with a minimum of 10 years of experience leading programs / projects in complex operating environments.
    * Experience across all phases of the Business Development and Capture Process to include: strategy, opportunity shaping, identification, qualification, capture, bid, and keep sold activities
    * Unmanned aviation experience preferred
    * Expertise and / or experience working with the Air Force, Navy, Army, and Marine Corps
    * Active Top Secret security clearance


    Experience:

    * 15+ years relevant USAF and SOCOM experience with a minimum of 10 years of experience leading programs / projects in complex operating environments.
    * Experience in business marketing / coordination and submission of responsive captures / proposals with an ability to build and lead teams with a vision for success and capable of delegating responsibilities to the appropriate team members
    * Demonstrated strategic capture experience and skills as a respected team leader leading functional teams to win
    * Demonstrated skills in planning and program operations knowledge addressing cost, schedule, technical performance, and quality of a work package
    * Familiarity with the various Customer organizations including acquisition contracting, GSA procurement, GWAC schedules, and OMB budgets
    * Must have the ability to obtain and maintain a Top Secret security clearance

    Education:
    * Bachelor’s Degree in Business, Marketing, Engineering or other related field OR equivalent experience required.

    Knowledge, Skills and Abilities:
    * Proven leadership, achievement and management capabilities
    * Decisive leader with the ability to make decisions independently, quickly, and with little supervision
    * Exceptional communication skills
    * Outstanding strategic, analytical, and organizational capabilities
    * Proficiency with the Microsoft Office Suite and Salesforce/CRM.
    * Ability to travel 50% of the time

    DRG Professional Services partners with industry leaders nationwide to attract exceptional professionals from around the country. Always ensuring our focus is on guiding professionals toward the best possible career decisions, developing relationships over the long term and guaranteeing DRG Professional Services remains top of mind for leading recruitment.

    DRG Professional Services is the commercial recruitment division of the Delaware Resource Group - a leading Native American owned defense contractor based in Oklahoma City. This division was formed with the vision of bringing DRG's excellence and experience in workforce solutions to commercial markets globally. Professional Services specializes in Professional Recruitment, Executive Search and customized Workforce Contract/Subcontract solutions; focusing talents and extensive network primarily in the Medical, Financial Services, Information Technology, Aerospace & Defense industries.

    The Company is an equal opportunity employer and will consider all applications without regard to race, sex, age, color, religion, national origin, veteran status, disability, genetic information or any other characteristic protected by law.

Application Instructions

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