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Senior Growth and Capture Manager

4 months ago

Huntsville, Alabama, United States KBR Full time

Title:

Senior Growth and Capture Manager

The Senior Growth and Capture Manager of KBR National Security Solutions (NSS) Growth Team plays a vital role in driving the growth and success of the organization by identifying, pursuing, and capturing new business opportunities within the KORD Division for a major Task Order driven/client funded contract. They are responsible for developing and implementing capture strategies that align with KBR NSS mission, values, and capabilities, ensuring that the organization is well-positioned to win new contracts aligned with the NSS growth strategy.

In this role, the Senior Growth and Capture Manager reports to the Senior Director, Business Development for NSS, working directly with the KORD Director of AT&I and AT&I Profit and Loss (P&L) managers to identify, plan for, and execute growth activities to increase the operating unit's revenue. This requires collaborating closely with KBR NSS executive leadership, Business Development/Growth teams, proposal, technical, and functional teams to create winning proposals that effectively showcase the company's capabilities and value proposition in this contract and others. The ideal candidate brings existing customer and business relationships in the DOD markets, as this role will focus on building customer intimacy, identifying unmet customer needs in and around the DOD and related government organizations. The Capture Manager will work as a "leader/doer" by leading and actively contributing to the qualification and capture of new and/or emerging business development opportunities, to include identifying client and market intelligence and analyze business opportunities, consistent with the AT&I OU Director's and KBR's Strategic Growth plans. This position leads Division and cross-Divisional collaboration, pipeline reporting, and synergy in meeting strategic business goals. By analyzing market trends and the competitive landscape, they will work in close partnership with the KORD operations team leadership to identify potential opportunities for KBR NSS and develop tailored capture strategies to increase the probability of winning targeted contracts.

The Senior Growth and Capture Manager will operate within KBR's growth processes, including but not limited to ensuring accuracy in growth forecasting, developing Win Strategies, identifying business opportunities, developing of senior level client relationships, identifying opportunities for alliances, coordinating marketing plans, attending business and program reviews, traveling with Government clients when appropriate, and supporting/participating in trade shows, marketing activities and other growth related activities. Their leadership and strategic vision are essential to KORD KBR NSS long-term growth and success.

Duties and Responsibilities

Duties and Responsibilities may also include, but are not limited to, the following:

  • Identifying business opportunities, developing capture plans, and managing those plans to achieve growth goals for the OU, through diligent and timely influencing of customers and by leveraging current technologies, customer intimacies, and inter-company collaboration.
  • Manage Task Order proposals for major contracts on a timeline of 20 business days from L-RFP receipt to providing the customer a written proposal that includes Certificate of Current Cost or Pricing, as well as the extent of competition and analysis of subcontractor proposals
  • Identify client and market intelligence and analyze business opportunities, consistent with the AT&I OU Director's guidance and KBR NSS strategic growth plans
  • Develop and maintain strong customer relationships to identify customer objectives, priorities, and requirements, and align to company capabilities as an innovative industry leader
  • Develop and maintain strong industry relations with large and small businesses with significant presence in assigned markets
  • Develop and maintain strong internal relationships across KBR
  • As required, develop capture artifacts such as (but not limited to): Win themes, solutioning, discriminators, customer engagement strategies, competitive assessment and gap analysis, proof points, past performance candidate identification, proposal resource requirement identification, B&P budget, pricing strategies, capture snapshot and milestone reviews, etc)
  • Demonstrate solid business acumen in all capture pursuit decisions
  • Maintain an accurate Salesforce pipeline for assigned organization

Basic Qualifications and Skills Requirements:

  • Demonstrate a clear understanding of Federal Acquisition Regulation (FAR) based Government procurement processes.
  • Minimum 15 years experience with demonstrated success in Business Development, Capture, and management of task orders and contracts valued greater than $10M.
  • Experience working with Profit and Loss managers to develop an OU growth strategy, identify potential contract opportunities that support the strategy and develop plans and lead capture efforts to maximize potential to win those contract opportunities.
  • Demonstrated ability to form and lead teams, including implementing changes to achieve organizational needs and objectives.
  • The ideal candidate will have an extensive combination of program management, business development and operational leadership experience
  • Bachelor's degree from an accredited college or university; Master's degree in a science or science related curriculum is desired
  • 10+ years of industry experience
  • 10+ years of capture management experience
  • Strong understanding of DOD and IC markets with relevant organizational relationships
  • Exceptional written and oral communication skills with experience presenting at the executive levels
  • Can provide examples of leading opportunity capture with examples including developing overall win strategy, shaping deals with customers, developing team strategies, and assisting in developing a winning price strategy
  • Proven ability to establish and use important customer relationships with senior level officials and program stakeholders
  • Proven ability to collaborate across organizational boundaries
  • Knowledge of Government contracting and current acquisition trends and customer buying behaviors
  • Knowledge of competitors and ability to model competitor behavior in the market
  • OTA experience

Security Clearance Required:

Active Top Secret

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.