Capture Strategy Operations Manager

Roles and Responsibilities

• Dotted line into S&BD VP supporting Sales Operations:
  • Order pipeline consolidation and Operational management
  • S&BD Active Budget management (T&L, Purchased services, sponsorships, tradeshows)
  • Growth Review management
  • Weekly sales and CIMS
  • Strategic Pursuit priority list management across D&S
  • Level 2 KPIs: CSAT, Proposal OTD, Cash, Order forecasting
• Own the planning and execution of extended leadership offsites, including agenda-setting, logistics, content orchestration, and follow-through actions that drive alignment and execution.
• People leader and process owner for Capture & Proposal Operations, accountable for enterprise KPIs/metrics that drive predictable performance across Sales, Strategic Capture, Business Development, and the international Proposal Process (Deal Factory) organization.
• Lead and develop a high-performing team focused on proposal process excellence, competitive/color team analysis, customer outcomes, and Price-to-Win operating rigor—ensuring clear priorities, capability growth, and strong cross-functional relationships.
• Collaborate with Proposal Leaders to manage a metrics-oriented view of proposal activity (volume, status, cycle time, OTD, quality, rework, capacity), ensuring a transparent performance system that drives prioritization, escalation, problem solving and continuous improvement.
• Establish and maintain an integrated operating system for capture/proposal execution, including monthly Bowler reviews, KPI health, escalation paths, and executive-ready communications to support proposal development, Level 2-4 WOR and MOR.
• Own digital tool maintenance and long-term evolution for capture/proposal execution; partner with the digital team to define requirements, prioritize enhancements, manage releases, deliver training, and drive adoption to improve speed, quality, and user experience.
• Drive the 3-year roadmap for the capture and proposal process, translating strategy into an actionable execution plan with quarterly events (planning, releases, kaizens, PSR/problem-solving workshops) that pace delivery of annual goals and measurable outcomes.
• Drive proposal process optimization through external benchmarking (competitors and customers) to identify “best of breed” opportunities and translate them into scalable process, tool, and capability improvements.
• Analyze and action customer and employee feedback (e.g., CSAT, win/loss inputs, internal user feedback) to prioritize improvements that strengthen customer outcomes—proposal quality, responsiveness, and predictability.
• Lead change management across multiple functions and regions by gathering input, aligning stakeholders, influencing decisions, and ensuring adoption of new concepts, processes, and tools across Defense and Systems.
• Contribute to Strategy shaping for priority pursuits, ensuring the right operating cadence, data, competitive insights, Color team reviews, and executive engagement are in place to improve win rate, on-time delivery, and deal quality.

Required Qualifications

• Bachelor's degree from an accredited university or college.
• Minimum of 10 years of experience in sales, business development or equivalent commercial leadership experience.
• Minimum of 4 years of direct People Leadership experience.
• Minimum of 1 year of problem-solving experience using LEAN methodologies.

Desired Characteristics

• Master's degree preferred.
• Prior aerospace experience strongly preferred.
• Strong oral and written communication skills.
• Strong interpersonal and leadership skills.
• Demonstrated ability to analyze and resolve problems.
• Sales and strategy development experience.
• This role will engage with VP level executives on an ongoing basis, need have strong critical thinking skills and decision-making skills.
• Competitive Intelligence Experience.
• Government contracting Process experience.
• Demonstrated ability to lead programs / projects.
• Established project management skills.