Title:
Capture Manager PTW
Location – Leatherhead – however we offer agile and flexible working arrangements
Join Our Team as a Capture Manager at Defence Nuclear Technology Solutions (DNTS)!
We're seeking an experienced Capture Manager with expertise in PTW (Position to Win) Analysis to be a key player in our Defence Nuclear Technology Solutions (DNTS) business. This role aligns with our Government and Defence sector, reporting directly to the Head of Business Winning & Sales Enablement.
Key responsibilities include:
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Lead and Conquer: Drive the business-winning process during pre-tender, tender, and negotiation phases for high-value programmes
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Engage and Collaborate: Build strong relationships with customers, industry partners, end-users, and integrators across the industry to secure opportunities that meet our business targets
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Strategize and Analyse: Lead PTW Analysis for strategic pursuits, conducting market and competitor research to assess and report on how our solutions compare to the competition
Capture Management:
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Full Lifecycle Leadership: Oversee the capture process from qualification through to contract award
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Team Building: Assemble and lead pursuit teams that complement our capabilities
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Customer Strategy: Develop and execute customer engagement and management strategies
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Competitive Analysis: Assess competitive positions and create strategies to improve our winning probability
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Stakeholder Management: Keep senior leadership informed and engaged, leading key Investment Decision Meetings
Position to Win (PTW) Analysis:
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PTW Leadership: Outline methods, inputs, and strategies to identify competitive edges on key opportunities
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Market Insights: Understand pricing trends and government budgets
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Competitor Analysis: Evaluate competitors' potential bid strategies and assess different pricing scenarios
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Proposal Support: Assist proposal writers/managers in organising proposal teams and crafting compelling sales messages
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Consistency and Accuracy: Ensure consistency across price, management, and technical volumes
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Customer Interaction: Respond to customer questions and assist in negotiations
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Seamless Transition: Help program/project managers transition to contract execution
What We Need
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Relevant Experience: Proven experience in winning business with customers and industrial partners in similar environments
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Deal Success: Demonstrated success in leading, negotiating, and closing important contracts
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Organisational Excellence: Exceptional organisational skills and ability to meet deadlines
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Communication Skills: Excellent presentation and verbal communication abilities
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Interpersonal Acumen: Strong interpersonal, problem-solving, and business acumen
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Proactive Approach: Attention to detail, project management, and organisational skills
Technical Skills/Knowledge:
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Sales and Capture Management: Understanding of best practices (e.g., Shipley)
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PTW Analysis: Ability to conduct detailed PTW analysis
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At KBR, we are passionate about our people and our Zero Harm culture. These inform all that we do and are at the heart of our commitment to, and ongoing journey toward being a People First company. That commitment is central to our team of team’s philosophy and fosters an environment where everyone can Belong, Connect and Grow. We Deliver – Together.
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