Capture Manager

Title:
Capture Manager
As a Business Development (BD) Manager in KBR's Defense Systems Engineering (DSE) Business Unit (BU), you will thrive in an environment where you are responsible for the management and execution of the full BD life cycle across multiple simultaneous pursuits and proposals in a high-paced environment. You will not only work for a great company, but you will have the satisfaction of representing KBR in the marketplace and helping it grow. You will identify gaps and emerging program requirements, perform market and competitive analyses, conduct business intelligence, develop and execute detailed capture plans, and monitor client and competitor activity. You will develop new client contacts, prepare for client meetings by developing and coordinating detailed call plans, and document meeting results in actionable call reports. You will be expected to take lead for industry trade show participation and develop trade show marketing materials and call schedules to support captures and portfolio expansion. You will develop the overall portfolio growth strategies, as well as internal and external partnerships, and campaigns. You will work within a team of teams of business development and operations professionals including other Capture Managers, business development analysts, proposal managers, proposal coordinators, technical subject matter experts (SMEs), and other pursuit team members to achieve short and long-term pursuit goals. You will maintain a robust pipeline of opportunities and execute cost-effective win strategies to achieve annual and multi-year growth objectives. You will drive DSE's expertise into new and evolving mission areas for existing and new portfolios. You will also support collaborations with the other KBR business units to bring the best technologies and discriminators to bear in captures. You will support overall strategic planning and linking pursuits and capture activities which meet or exceed KBR year-over-year growth targets. You will report to the Director of Business Development and collaborate daily with operating unit directors and their program managers.
Key Duties, Skills, and Attributes for this position are:

• Identify, develop, and implement near-term and long-term business growth strategies.
• Continuously monitor the market to keep track of competitor developments and their potential impact on market share.
• Participate in business planning activities, to include pipeline reviews, opportunity collaboration sessions, milestone reviews, black hat sessions, win theme, discriminator, and strengths workshops, and proposal writing and reviews.
• Lead the development and maturation of the assigned pipelines, establish BD priorities, and recommends the allocation of resources.
• Establish and measure progress with the division priorities and annual operating plan targets for qualified pipeline growth, win rates, submissions, and awards.
• Develop and implement strategy based on market research and corporate strategic goals.
• Coordinate with KBR organizations who develop emerging technologies in other markets.
• Coordinate meetings with existing customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
• Develop and support strategic partnerships with industry leaders, driving innovation and new business opportunities.
• Represent KBR in the industry through participation in industry-related associations, organizations, conferences, and panels.
• Travel as required, estimated to be approximately 25% or less over the year.

Skills:

• The skills for this position are typically acquired through the completion of an engineering, technical or business degree and 18+ years of experience that include 12+ years of industry experience and 6+ years of experience in business development.
• Skilled in the use automated tools such as Microsoft Office to present ideas, information, and reports, customer relationship management tools (e.g., Salesforce) to track opportunities and manage pipelines, and proposal management tools.
• Demonstrated working knowledge of the Federal Acquisition Regulations (FAR), Small Business Administration (SBA) programs and rules such as Mentor-Protégé Program (MPP) Joint Ventures (JVs), and common GSA and other agency contract vehicles.
• Active Secret, or higher, level clearance is required.
• Proven track record of successful capture and pipeline management across MDA, Army, or other Defense organizations and program offices at a variety of acquisition sizes, some in the hundreds of million-dollar range.
• Deep understanding of the Missile Defense Agency (MDA), MDA's mission, programs, technologies, challenges, successes, leadership, and stakeholders. Robust active contacts, with demonstrated access throughout MDA and related government and industry organizations including OEMs and support contractors.
• Keen knowledge of opportunities within MDA that match KBR enterprise capabilities.
• Leadership, team building and organizational skills to plan, develop, coordinate, and execute capture activities, including building industry teams, assessing and boosting win probability, and planning and executing call plans to shape acquisitions.
• Experience and proven success with keep it sold strategies.
• Ability to gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with BD staff, technical staff, operating unit managers, and peers in the DSE BU and across KBR
• Proven leadership and collaboration skills, ability to work in a team of teams environment, the ability to articulate a position or point of view, negotiate, and build consensus.

KBR is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.