Capture Manager
- Recruiter
- Anonymous
- Location
- Harlow
- Salary
- Competitive
- Posted
- 12 Nov 2018
- Closes
- 10 Dec 2018
- Sectors
- Travel & Tourism
- Contract Type
- Permanent
- Hours
- Full Time
Job Title: Capture Manager (Naval Training)
Req ID: 125239BR
Location(s): Harlow
Reporting to the Raytheon UK Training Business Lead, this high profile role will be responsible for leading a multi-disciplined, company-wide (UK/US) Capture Team to win a major UK Naval Training Programme.
The successful candidate must be able to work at all levels within Raytheon UK and US, partner companies and, most importantly, the customer organisation by engaging with key stakeholders (internal and external).
This is a complex and challenging role that will be both highly rewarding and high profile, with extensive communication and interfacing requirements with the Royal Navy and DE&S organisations. It demands excellent interpersonal skills and high levels of energy and stamina and, above all, a personal commitment to providing the Royal Navy with a world class training system and service.
Work location can be flexible, but there will be a focus for the Capture Team in Central London. Some international travel to the US may be required in support of the role.
Key competences required to perform the role include an ability to;
Relationship Management
• Identify and leverages customer decision-makers and influencers and their interrelationships throughout the capture process to assure capture is properly customer focused
• Stay abreast of capture status, procurement status with the customer and assessing and re-planning appropriate responses
• Develop and execute customer engagement plans that address customer's internal factors; external factors; and customer's perceptions of Raytheon to shape procurement decisions and ensure customer success
• Use competitive intelligence tools and techniques to learn and assess customer issues, hot buttons and key performance parameters and appraise competitor's potential solutions
• Successfully maintain continuity of customer relationship through all phases of capture and transition to contract award
Win Strategy Development
• Perform comprehensive customer and competitor assessment to develop the win strategy, discriminators, and counters to competitor's discriminators
• Develop capture strategy offering differentiated customer-focused solutions based on information gleaned from the customer and competitive assessments
• Develop initial win strategy, discriminators and counters to competitor's discriminators early in the capture life-cycle and updates them as necessary
• Ensure capture strategy is consistent with Business growth strategy
• Drive early Price to Win development and updates as needed from competitive intelligence
• Create sound business case and value proposition based on customer requirements
• Translate win strategy into executable capture plan and proposal development plan
Capture Management
• Take initiatives to build an effective, motivated, and winning capture team by identifying and obtaining key cross-functional personnel and other required resources
• View capture like a programme and uses proven programme management tools and techniques to establish, update, execute, and measure capture plans
• Create operational efficiencies in execution through compliance with, and effective process tailoring of Winning New Business processes by leveraging lessons learned
• Demonstrate ability to gain and maintain stakeholder buy-in and support, including commitment of right resources for plans and potential solutions
• Drive the capture team to develop differentiated customer focused solutions based on an analysis of customer issues, hot buttons and key performance parameters; and an assessment of competitor's potential solutions
• Use proven financial management tools and techniques to deploy company investment and resources in a holistic manner to realize win strategy
• Work with proposal manager to develop proposal strategy, proposal plan, and proposal budget and effectively transitions capture strategy to proposal strategy
Personal Characteristics
• Demonstrable strong Leadership skills with a desire to succeed and inspire performance
• Proactive team builder who can motivate and lead by example
• Strong interpersonal skills, team motivator, able to build strong relationships with customers and peers. Able to drive multidiscipline teams
• Innovative & creative problem solver. Able to develop and deliver effective presentations.
• Commercially astute, with excellent negotiation skills
• Integrity and honesty
• Energy, Drive and Staying Power; maintains personal motivation over the long haul
• Courage - able to make the difficult decision and challenge the status quo, if required
• Ability to rapidly assimilate information, culture and process to bring maximum effect in a short space of time.
Required Skills & Experience
• Degree in Science, Engineering or Business Management, plus established progressive experience in programme/project using business performance management and reporting methodologies
• Established background in Defence
• A strong Capture background with intimate understanding of the Defence procurement system
• Demonstrable experience of senior Customer stakeholder engagement specifically within the Royal Navy
• A successful track record of winning large scale strategic programmes, preferably in the naval training/support domain
• SC Cleared
Desired Skills
• Member of a relevant Engineering or Programme Management Professional Institute
About Raytheon:
Raytheon UK is a subsidiary of Raytheon Company. We are a prime contractor and major supplier to the UK Ministry of Defence and have developed strong capabilities in mission systems integration in defence, National & Cyber security and commercial markets. Raytheon UK also designs, develops and manufactures a range of high-technology electronic systems and software solutions at its facilities in Harlow, Glenrothes, Gloucester, Manchester Waddington and Broughton.
Raytheon Company, with 2017 sales of $25 billion and 64,000 employees, is a technology and innovation leader specialising in defence, civil government and cybersecurity solutions. With a history of innovation spanning 96 years, Raytheon provides state-of-the-art electronics, mission systems integration, C5ITM products and services, sensing, effects, and mission support for customers in more than 80 countries.
Raytheon Career Development:
Raytheon has a wealth of resources available to help you develop your career from the moment you join. Activities range from on-line learning modules, to external training and support for taking professional qualifications relevant to your role.
Standard Benefits:
• 25 days holiday + statutory public holidays
• Contributory Pension Scheme (up to 10.5% company contribution)
• 6 times salary 'Life Assurance'
• Flexible Benefits scheme with extensive salary sacrifice scheme's.
• Enhanced sick pay scheme
• Enhanced Family Friendly Policies, including enhanced Maternity, Paternity & Shared Parental leave.
• 37hr working week, with an early finish Friday (hours may vary depending on role, job requirement or site specifics arrangements). Flexible working arrangements may be considered depending on the role and subject to line manager approval.
• Canteen facilities available at Harlow & Glenrothes sites and Manchester & Gloucester offer free snacks & drinks (hot & cold).
Diversity:
Diversity is a core business imperative at Raytheon. We are an equal opportunity employer that promotes inclusiveness and always employs the best professionals for the job. Having a diverse workforce allows Raytheon to draw upon a range of different ideas and experiences which supports growing our business and creates an environment where everyone has an equal opportunity for success. Raytheon UK pro-actively encourages diversity of ideas, thoughts, and networking opportunities and has created Employee Resource Groups (ERGs) including Raytheon Women's Network, YesNet (Young Employees Success Network), D&I counsel, Reservist Network etc and all Raytheon employees are welcome to participate regardless of their background.
Raytheon Application Process
To apply visit the website and search for Req ID: 119793BR. Please complete the on-line instructions to create a profile and upload CV
Req ID: 125239BR
Location(s): Harlow
Reporting to the Raytheon UK Training Business Lead, this high profile role will be responsible for leading a multi-disciplined, company-wide (UK/US) Capture Team to win a major UK Naval Training Programme.
The successful candidate must be able to work at all levels within Raytheon UK and US, partner companies and, most importantly, the customer organisation by engaging with key stakeholders (internal and external).
This is a complex and challenging role that will be both highly rewarding and high profile, with extensive communication and interfacing requirements with the Royal Navy and DE&S organisations. It demands excellent interpersonal skills and high levels of energy and stamina and, above all, a personal commitment to providing the Royal Navy with a world class training system and service.
Work location can be flexible, but there will be a focus for the Capture Team in Central London. Some international travel to the US may be required in support of the role.
Key competences required to perform the role include an ability to;
Relationship Management
• Identify and leverages customer decision-makers and influencers and their interrelationships throughout the capture process to assure capture is properly customer focused
• Stay abreast of capture status, procurement status with the customer and assessing and re-planning appropriate responses
• Develop and execute customer engagement plans that address customer's internal factors; external factors; and customer's perceptions of Raytheon to shape procurement decisions and ensure customer success
• Use competitive intelligence tools and techniques to learn and assess customer issues, hot buttons and key performance parameters and appraise competitor's potential solutions
• Successfully maintain continuity of customer relationship through all phases of capture and transition to contract award
Win Strategy Development
• Perform comprehensive customer and competitor assessment to develop the win strategy, discriminators, and counters to competitor's discriminators
• Develop capture strategy offering differentiated customer-focused solutions based on information gleaned from the customer and competitive assessments
• Develop initial win strategy, discriminators and counters to competitor's discriminators early in the capture life-cycle and updates them as necessary
• Ensure capture strategy is consistent with Business growth strategy
• Drive early Price to Win development and updates as needed from competitive intelligence
• Create sound business case and value proposition based on customer requirements
• Translate win strategy into executable capture plan and proposal development plan
Capture Management
• Take initiatives to build an effective, motivated, and winning capture team by identifying and obtaining key cross-functional personnel and other required resources
• View capture like a programme and uses proven programme management tools and techniques to establish, update, execute, and measure capture plans
• Create operational efficiencies in execution through compliance with, and effective process tailoring of Winning New Business processes by leveraging lessons learned
• Demonstrate ability to gain and maintain stakeholder buy-in and support, including commitment of right resources for plans and potential solutions
• Drive the capture team to develop differentiated customer focused solutions based on an analysis of customer issues, hot buttons and key performance parameters; and an assessment of competitor's potential solutions
• Use proven financial management tools and techniques to deploy company investment and resources in a holistic manner to realize win strategy
• Work with proposal manager to develop proposal strategy, proposal plan, and proposal budget and effectively transitions capture strategy to proposal strategy
Personal Characteristics
• Demonstrable strong Leadership skills with a desire to succeed and inspire performance
• Proactive team builder who can motivate and lead by example
• Strong interpersonal skills, team motivator, able to build strong relationships with customers and peers. Able to drive multidiscipline teams
• Innovative & creative problem solver. Able to develop and deliver effective presentations.
• Commercially astute, with excellent negotiation skills
• Integrity and honesty
• Energy, Drive and Staying Power; maintains personal motivation over the long haul
• Courage - able to make the difficult decision and challenge the status quo, if required
• Ability to rapidly assimilate information, culture and process to bring maximum effect in a short space of time.
Required Skills & Experience
• Degree in Science, Engineering or Business Management, plus established progressive experience in programme/project using business performance management and reporting methodologies
• Established background in Defence
• A strong Capture background with intimate understanding of the Defence procurement system
• Demonstrable experience of senior Customer stakeholder engagement specifically within the Royal Navy
• A successful track record of winning large scale strategic programmes, preferably in the naval training/support domain
• SC Cleared
Desired Skills
• Member of a relevant Engineering or Programme Management Professional Institute
About Raytheon:
Raytheon UK is a subsidiary of Raytheon Company. We are a prime contractor and major supplier to the UK Ministry of Defence and have developed strong capabilities in mission systems integration in defence, National & Cyber security and commercial markets. Raytheon UK also designs, develops and manufactures a range of high-technology electronic systems and software solutions at its facilities in Harlow, Glenrothes, Gloucester, Manchester Waddington and Broughton.
Raytheon Company, with 2017 sales of $25 billion and 64,000 employees, is a technology and innovation leader specialising in defence, civil government and cybersecurity solutions. With a history of innovation spanning 96 years, Raytheon provides state-of-the-art electronics, mission systems integration, C5ITM products and services, sensing, effects, and mission support for customers in more than 80 countries.
Raytheon Career Development:
Raytheon has a wealth of resources available to help you develop your career from the moment you join. Activities range from on-line learning modules, to external training and support for taking professional qualifications relevant to your role.
Standard Benefits:
• 25 days holiday + statutory public holidays
• Contributory Pension Scheme (up to 10.5% company contribution)
• 6 times salary 'Life Assurance'
• Flexible Benefits scheme with extensive salary sacrifice scheme's.
• Enhanced sick pay scheme
• Enhanced Family Friendly Policies, including enhanced Maternity, Paternity & Shared Parental leave.
• 37hr working week, with an early finish Friday (hours may vary depending on role, job requirement or site specifics arrangements). Flexible working arrangements may be considered depending on the role and subject to line manager approval.
• Canteen facilities available at Harlow & Glenrothes sites and Manchester & Gloucester offer free snacks & drinks (hot & cold).
Diversity:
Diversity is a core business imperative at Raytheon. We are an equal opportunity employer that promotes inclusiveness and always employs the best professionals for the job. Having a diverse workforce allows Raytheon to draw upon a range of different ideas and experiences which supports growing our business and creates an environment where everyone has an equal opportunity for success. Raytheon UK pro-actively encourages diversity of ideas, thoughts, and networking opportunities and has created Employee Resource Groups (ERGs) including Raytheon Women's Network, YesNet (Young Employees Success Network), D&I counsel, Reservist Network etc and all Raytheon employees are welcome to participate regardless of their background.
Raytheon Application Process
To apply visit the website and search for Req ID: 119793BR. Please complete the on-line instructions to create a profile and upload CV