Business Development-Capture Manager 7

RESPONSIBILITIES

Market Strategy & Positioning:

• Develop and execute growth strategies aligned to aerospace and defense, and OEM priorities (e.g., LVC, C3BM, hypersonics, avionics development, sustainment).

• Identify and pursue opportunities through both traditional and non-traditional acquisition pathways (OTAs, CSOs,).

• Translate product and manufacturing capabilities into mission-relevant value propositions.

Opportunity Identification & Shaping:

• Lead early-stage opportunity shaping, including customer engagement, requirements influence, and competitive positioning.

• Build and manage a qualified pipeline focused on scalable product delivery and manufacturing solutions.

• Drive internal alignment on “art of the possible” solutions across technical and delivery teams.

Customer Engagement:

• Establish and maintain relationships with senior government stakeholders, program offices, and OEM buyers and lead efforts to become approved suppliers.

• Engage primes, OEMs, and partners to position offerings within broader system architectures.

• Serve as a trusted advisor on integrating new solutions and manufacturing capabilities.

Capture Leadership:

• Lead capture efforts for strategic pursuits, including win strategy, teaming, pricing, and risk management.

• Navigate and leverage non-traditional acquisition pathways to accelerate time to award.

• Coordinate cross-functional teams to ensure cohesive, competitive proposal submissions.

Product & Manufacturing Integration:

• Align product development roadmaps with customer demand signals and mission needs.

• Integrate manufacturing capabilities (e.g., rapid prototyping, digital twins, build to print) into growth strategies.

• Ensure offerings are scalable and aligned to lifecycle and sustainment requirements.

Teaming & Partnerships:

• Identify and structure strategic partnerships across industry, academia, and consortia.

• Lead teaming negotiations, including exclusivity and IP considerations.

• Expand access to new contract vehicles and customer segments through partnerships.

Proposal Development & Execution:

• Oversee the development of white papers, proposals, and technical volumes.

• Ensure rigor, consistency, and a unified customer-facing message.

• Support transition from capture to execution, ensuring delivery readiness.

Financial & Growth Accountability:

• Own pipeline development, bookings targets, and revenue growth.

• Inform pricing strategies balancing competitiveness and margin.

• Engage with OEM buyers and lead the effort to become an approved supplier 

• Track B&P investments and return on investment (ROI).

Leadership & Organizational Development:

• Mentor junior growth professionals and contribute to building a high-performing Growth organization.

• Drive integration of BD, capture, technical, and delivery functions.

• Lead the job estimation team in developing labor and material estimates.

Other Duties:

• Complete personal PDP and attend Staff Meeting and Storytime (with camera on)

• Perform other related duties as assigned

KEY QUALIFICATIONS

Clearance: Ability to obtain Secret Clearance.    
Education and Years of Experience:Bachelor's (or equivalent) with 16+ years of experience or a Master’s with 14+ years of experience in business development, capture, or growth within the Aerospace and Defense industry.

• Recognized industry specialist with extensive technical expertise across multiple disciplines

• Proven track record of identifying and leading successful business development and capture efforts in the government marketplace

• Strong leadership and strategic planning skills, with experience driving long-range business initiatives

• Excellent communication and negotiation skills, with a demonstrated ability to engage government officials and key stakeholders

• Ability to analyze market trends, develop innovative business solutions, and position the company for growth

• Demonstrated success in winning and shaping complex DoD opportunities.

• Experience with product-based or manufacturing-focused solutions in defense or national security markets.

• Strong understanding of non-traditional acquisition pathways (OTA, CSO).

• Proven ability to build relationships with government, OEMs and industry stakeholders.

• Experience leading cross-functional teams in a matrixed environment.

• Experience with translating drawings and TDPs into a consolidated BOM

PREFERRED ADDITIONAL QUALIFICATIONS

• Experience securing major government contracts and leading large-scale capture efforts

• Deep understanding of federal acquisition regulations, procurement processes, and contracting vehicles

• APMP (Association of Proposal Management Professionals) or PMP (Project Management Professional) certification

• Strong analytical and problem-solving skills to assess competitive positioning and customer needs

• Proven ability to develop and implement technology-driven solutions for government clients

• Experience with project estimation, build to print job shop quotes, avionics integration, or integrated digital ecosystems.

• Familiarity with DoD modernization priorities (e.g., aircraft field install teams, Aviation Products, hyper sonics).

• Experience working with consortia (e.g., SOSSEC, NSTXL) and CRADA frameworks.