Aerospace Capture Manager

3 days ago

Baltimore, Maryland, United States Middle River Aerostructure Systems Full time

About Us:

Middle River Aerostructure Systems (MRAS) is a world-leading manufacturer of complex aerostructures, including nacelle systems and specialized structural components of the airframe. We supply and support these products for engine makers, airplane manufacturers, and aircraft operators. Our 1.4-million sq. ft. facility is situated on 180 acres, where we have designed, built, and equipped civil and military aircraft for over 95 years. In addition to our design, development, and manufacturing capabilities, we provide technical support, spares, and other services for our products.

Role Summary/Purpose:

The Aerospace Capture Manager is responsible and accountable for the strategy, leadership, and execution of capture-related activities across aerospace and defense. This includes:

  • Strategic capture campaign identification, management, and execution in line with Business Development and Annual Operating Plan roadmap, goals, milestones, and strategy.
  • Leading business development capture activities and teams to secure new contracts.
  • Developing the capture strategy, including business solutions for pursuit of opportunities; identifying potential customers, competitive assessments, teaming suppliers, and prices-to-win; participating in bid and proposal activities and maintaining ongoing interaction with marketing and government relations entities.
  • Ensuring that all capture and proposal teams adhere to sound capture management and processes in accordance with company policies and quality standards.
  • Coordinating capture and proposal activities across functional teams.

Essential Responsibilities:

  • Acting as primary customer contact for proposal activities.
  • Collecting relevant business and market intelligence pertinent to the assigned capture project.
  • Leading customer and competitive assessments, discriminators, and key win themes, price-to-win, and overall win strategy.
  • Leading a cross-functional team through a gated capture process to agreed budget and schedule commitments. Securing support from internal and corporate stakeholders.
  • Leading proposal efforts and reviews, including company responses to requests for information (RFI) and requests for proposal (RFP). Ensuring effective integration of discriminators and win strategy into proposal responses.
  • Developing and communicating innovative and compelling solutions that are easily understood by both technical and non-technical audiences.
  • Identifying and managing assigned project risks and opportunities.
  • Conducting after-action reviews to document lessons learned and improve capture management and related business development processes.
  • Supporting Business Development team in building mutually beneficial relationships with Partners and Customers.

Basic Requirements:

  • Bachelor's degree in a STEM (Science, Technology, Engineering, Math) or Business Management discipline with 5 years of experience with Business Development or Capture Management execution and management. This includes leading capture and proposal teams.
  • Knowledge of Commercial and USG contracts as well as related acquisition processes.
  • Experience in competitive pricing strategies and associated cost proposals.
  • Ability to support on-site and travel (travel < 40%).
  • US Citizenship with ability to obtain USG Security Clearance.

Desired Characteristics:

  • Master's degree in STEM or Business Administration/Management.
  • Exceptional critical thinking, leadership, communication (written, oral, presentation), negotiation, and influencing skills with balanced technical, financial, and business acumen.
  • Domain expertise in Aerostructures and/or structural components of Airframes and Space Systems.
  • Proven experience with leading pursuits/captures and/or business development programs (> $50M) with a track record of success.
  • Experience with DoD customers.
  • Strong aerospace industry professional network.

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