Job Description

Description: Job Title: Director, Business Development - Strategic Capture
Job ID: CHQ20210901-54878Job Location: Palm Bay FL, Plano TX, Arlington, VA

Job Description

The Global Business Development (GBD) team, Strategic Capture Excellence (SCX) has an opportunity for Business Development leader with the competitive capture skills required to successfully lead enterprise level strategic captures. This position uses and advocates the use of the L3Harris Common Capture Process (CCP) across the enterprise to win on strategic and priority competitive pursuits.

This individual will be responsible for leading enterprise & strategic captures, improving priority pursuit win rates, capturing lessons learned, and working with business segment capture teams to effectively compete and improve win rates. Will provide competitive capture expertise needed to define and develop win strategies, assess/assist capture readiness, and engage with capture teams to improve probability of win on enterprise level pursuits.

Job Responsibilities:

* Competitive capture thought leader and SME: Successful candidate will play a significant role in strategic captures, common capture process implementation and organic talent development through our BD Academy programs. Specific examples include:
* Direct strategic capture support: Leverage competitive capture expertise to effectively engage and support teams to develop effective win strategies, competitive assessments, initial price-to-win estimates, color team support, and clarity needed for business decision gates. Provide analysis on competitive RFPs to understand customer requirements and evaluation criteria. Support on-demand data calls in preparation for Gate reviews and Segment priority pursuits
* Common Capture Process SME and thought leader: Lead adoption and use of L3H CCP to drive effective win strategies and assess capture readiness. Ensure competitive assessments and price-to-win analyses on priority pursuits, and ensure effective use of CCP Gate templates on competitive captures
* Business Development Academy: Institutionalize CCP and competitive capture skill development through participation L3Harris Business Development Academy as a BDA instructor.
* GBD / SCX special projects: Successful candidate will lead/support to improve win rate and lower competitive capture costs across the enterprise.
* Develop impactful reports and briefings to inform executive decision-making including strategy, annual planning, and quarterly functional reviews
* Work with GBD/SCX Leadership to develop a competitive capture competency through skill development and implementation of L3Harris Certified Capture Leadership program.
* Support the GBD goal of standardizing and harmonizing processes and tools for competitive capture across the company.
* Conduct business development activities with impeccable ethics
* Support full compliance with Division, Corporate, and government policies.
* Maintain competitive market insight:
* Stay current on market trends and future domestic and international customer needs through independent research.
* Maintain a current view of the competitive landscape and execute analyses of L3Harris market share and positioning on strategic pursuits
* General GBD/SCX support

Qualifications:

* Bachelor's degree with and a minimum of 15 years of prior relevant experience. Graduate Degree and a minimum of 13 years of prior related experience in the aerospace and defense industy.

Preferred Qualifications:

* 10+ years demonstrated capture experience, DoD or similar. Experience leading multi-divisional or company teams a significant plus
* Skills in assessing outside vendor competitive analysis and price-to-win target setting, by gathering data from multiple, often disparate, qualitative and quantitative sources and synthesizing it into meaningful reports and presentations
* Strong organizational, interpersonal, and communication skills (Oral, written and presentation) and an exquisite attention to detail
* Team oriented with the ability to work independently with minimal supervision
* Working knowledge of defense, aerospace, intelligence, and adjacent markets
* Working knowledge of and/or desire to learn about the U.S. Government budgeting and Department of Defense (DoD) acquisition processes
* Experience with industry-specific research tools, to include the Federal Procurement Data System (FPDS), FedBizOps, GovWinIQ, Avascent Analytics, DACIS, IHS Janes, Bloomberg Government, etc.
* Advanced skills with the Microsoft Office Suite, to include PowerPoint and Excel functions (e.g., Pivot Tables, Lookups, Conditional Formatting, If Statements)
* Experience with enterprise CRM tools (e.g., Microsoft Dynamics) and dashboards (Microsoft PowerBI, Tableau)
* An Active US DoD Secret security clearance or the ability to obtain one
* Preferred undergraduate or graduate degree in one of Engineering, Finance, or Business.