Capture Manager

**Date Posted**:
2023-06-09
**Country**:
Canada
**Location**:
ELC01: Midland, Ontario Canada, 450 Leitz Road, Midland, ON, L4R 5B8, Canada
**Position Role Type**:
Unspecified

**Responsibilities Include**:

- Work with external Business Development personnel and internal stakeholders to develop strategic business capture plans and competitive proposals.
- Identify and leverage customer decision-makers and influencers throughout the business capture process.
- Successfully maintain continuity of customer relationships through all phases of capture and transition to contract award.

**_ New Business Capture:_**
- Promotes Raytheon ELCAN value proposition and capabilities to customers.
- Creates action plan to drive alignment, remove barriers, and to provide clarity to internal team members.
- Responsible for cost modeling, including analysis of supplier cost breakdowns, make/buy reviews including submissions to Supply Chain, Program Management and ELCAN leadership.
- Negotiates and manages piece price, tooling price, NRE price, prototype price, validation price, warranty cost recovery and share, customer cost reduction initiatives and other contract imperatives for the program.
- Drives use of DTCUPC analysis to ensure proper alignment of cost engineering processes with Design and Manufacturing Engineering.
- Works with the Capture team, Finance and PMO to establish the quote WBS from which to drive estimates, activities, analysis and scope.

**_ Capture Process Management:_**
- Drive Capture teams in developing a cost effective solution that meets Price to Win and Cost Targets.
- Drive the Capture team to develop differentiated customer focus solutions based on an analysis of customer issues, hot buttons and key performance parameters; and an assessment of competitor’s potential solution.
- Establish Frequency of Capture Team Meetings based on scope.
- Lead Capture Team Reviews with key Leadership Team members during critical phases of quote.
- Manages the scope of the proposal based on the customers RFQ/RFI.
- Establishes the Raytheon ELCAN SOW based on the RFQ/RFI scope definition.
- Escalates major non-conformance(s) with the Mission Area Lead and works with the customer to obtain resolution.

**_ Quote/Proposal Development:_**
- Becomes the primary contact to Customer Engineering/Procurement during Quote processes.
- Ensures Concept Design Review and Customer Specification Analysis are completed in a disciplined and timely manner to protect the integrity of the Raytheon ELCAN proposal.
- Ensures Make vs. Buy Reviews are completed in a timely manner to support quotes, while working with the various functions such as SCM, Engineering and MA.
- Drives a rigorous Risk and Opportunity Analysis using all the various Raytheon ELCAN lessons learned and risk management tools, ensuring the Capture Plan and Gate packages properly addresses proposals R&O profile.
- Oversees and administers all key process/function deliverables for a given proposal.
- Plans and manages the Quote Projects budget and schedule using appropriate project management control techniques.
- Reviews and challenges appropriately each cost center estimate and assumptions. Where required, facilitate Deep Dive/Blue Team 2 Reviews with the various functions, and ELCAN LT.
- Ensures each quote receives a detailed Cost Roll up, with justification, and provides cross over training to the assigned PM once awarded.
- Provides clear and concise assumptions to the Capture Team and the customer, while ensuring no discrepancies and full transparency where applicable.
- Addresses all customer Contract/GTC requirements.
- Provides full financial assessment of proposals including Net Present Value Projections, Break Even, Cash Flows, and Capital Expenditures. This is updated at all stages/phases and gates including assisting Mission Area Leads in any analysis required for decision-making.
- Presents proposals based on the Raytheon IPDS process to ELCAN leadership for approval.
- Performs other duties as assigned.

**Requirements & Key Competencies we are seeking**:

- Minimum - Bachelor’s Degree in Engineering or Business Management.
- Established experience in project or business management using business performance management and reporting methodologies.
- 5 to 10 years’ experience in full program/project life cycle starting from customer identification, bid development/assessment to product delivery and retirement for various types of projects/programs and sizes relevance to the various target markets.
- This position requires the successful issuance, transfer, or maintenance of a Canadian Secret Level security clearance.
- Experience of delivering proposals to government agencies, commercial and non-government regulated industries.
- Ability to help shape and produce competitive bids in the target markets globally.
- Strong leadership skills, proactive team builder who can motivate and lead by example.
- Strong interpersonal skills and experience in