Capture Manager
Job Reference:
LM People Job Code/Title:
Location:
Programme / Functional Group:
MST11224
L3045I / Capture Manager
Havant
MST IS - New Business Capture
Description of Business Environment:
This position is responsible for carrying out capture activities for assigned opportunities
and proposals across the entire Military Solutions portfolio as directed by the Managing
Director and the Advanced Programmes Director. The role also includes maintaining an
awareness of military technology & market developments both within and outside the
company and working to ensure that viable, state of the art solutions are applied to
opportunities to maximise competitiveness.
The role plays an integral part in growing the Military Solutions backlog through
involvement in strategic and organisational planning cycles. This role works closely with
the Programme Directors in assisting long range strategic and technology planning,
business opportunity identification and validation, capture plan development and
execution, and executive level customer & supplier relationship management for assigned
opportunities. This role focuses on assigned new business captures in defence sciences
and technology, focusing on growth in the UK MoD market as well as ancillary global
opportunities.
Specific Job Description:
Personnel responsibilities include the direction of employees assigned to multiple
programmes from technical, manufacturing and administrative areas. They also include
executing performance planning, performance management, salary planning, travel
approvals, timecard approvals and career discussions.
Responsible for coordinating any subordinate employee recruitment, selection and
training, performance assessment, work assignments, salary, and recognition/disciplinary
actions.
 Experience in the following roles: Business Development, Programme Management,
Capture Management, Technical Lead, and Marketing in the defence industry, or will
have equivalent/relevant experience with suitable transferable skills.
 Proven performance and broad experience with military technology developments and
capture campaigns.
 Demonstrated track record of leading capture initiatives, winning new business and
leading on major pursuits. Experience developing international pursuits and marketing
activities is desired.
 Conducted capture strategy reviews – NBB, Black Hat, Gold Team and Blue Team and
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support INAR, ICE and Red team reviews.
Customer focused with strong skills in developing customer intimacy and trust (internal
and external). Existing customer relationships in the designated business domain are
desired.
Experience with the systems engineering process, and how it may shape an
opportunity. Previous support to a customer’s development of operational and system
requirements is desired, specifically the translation into system level architectures that
could be used by design and proposal teams to develop a deliverable solution.
Strong interpersonal skills, leadership qualities, and demonstration of Full Spectrum
Leader attributes.
Experience in developing/coordinating/implementing program plans, business cases,
should cost analysis, design-to-cost and financial understanding of cash flow, EBIT,
and sales targets
Experience developing tailored program management techniques, and establishing
internal controls to manage all program operations and support functions.
Knowledge and have experience of UK and international procurement processes as
well as UK, US, and international defence export policies and processes.
The ability to develop and deliver technical, marketing & business level papers at
conferences, exhibitions and Customer meetings with the capacity to address
Customer SME questions during meetings and presentations.
A self-starter, who can work under minimum direction toward long-range objectives
without supervision. The ability to drive and challenge colleagues when required will
be required.
Experience and familiarity with supporting commercial teams during Customer and
supplier negotiations.
Record of continual improvement of processes; a demonstrable success in delivering
operational excellence.
Excellent written and oral communications skills and experience presenting to internal
and external customers, including at senior & executive levels
Ability to confidently present materials to peers, customers and senior/executive LM
leadership.
Required Skills:
 Developing capture plans, in concert with the Programme Directors and the Capture
Excellence Team, with the aim of maximising Pwin and delivering compelling and
decisive proposals to customers. Target programmes will typically have a value
between $50M - $200M.
 Operating at executive levels within Lockheed Martin, as well as with UK and
international customers and suppliers.
 Maintaining an awareness of global technology developments within Lockheed Martin
and outside to ensure that advanced solutions are applied to opportunities to maximise
competitiveness. Establishes design concepts, criteria and engineering efforts for
product research, development, integration and test.
 Shaping innovative and highly-effective business solutions for UKIS programmes,
whilst supporting senior review and oversight of other LM UK programmes, as required.
Understanding Customer’s needs and wants and delivering the Customer Value
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Proposition.
Developing internal business cases for opportunities and determining investment and
return strategies. Similarly, developing business cases for supply chain partners to
enable external investment into opportunities and product development; assisting and
supporting Business Development throughout the strategic planning process.
Engaging with potential suppliers, both technically and programmatically, to ensure
they can effectively deliver value and ensure Lockheed Martin can meet its
commitments.
Collaborating with Functional Leads to deliver Military Solutions proposals and ensure
that opportunities and proposals are delivered under the principles of UKIS capture
excellence.
Reporting, as appropriate, to ensure that resources are fully engaged in effective
delivery of proposals and assigned technology programmes.
Driving peers and colleagues in Military Solutions and LM Functional Departments to
meet Military Solutions objectives.
Ensuring programme / proposal compliance with standards, legislation, Corporate
Policy Statements and all other required controls. This specifically applies to
responsibility for the cost, schedule and technical performance of assigned Company
technology development programs and related capture activities, including the
development and pursuit of subsystems for major programs. This can involve both
internal and customer funding.
Providing Project Management assistance to assigned capture management activity
and engagement with customers to secure future business in line with the business
Long Range Plan (LRP).
Typical Minimum Education & Experience:
Ideally require Bachelors degree from an accredited college and capability typically
achieved through extensive professional experience. Will also consider individuals with
equivalent experience / combined education.
Considered an expert, authority in discipline.