Director, Business Development Operations & Capture Leader

Salary depends on experience
Posted on 06/21/18
Fort Wayne, IN
11 - 15 years experience
Aerospace & Defense
Salary depends on experience
Posted on 06/21/18

The Business Development Operations & Capture Manager oversees a team that provides segment-level pipeline management, analysis, and oversight; invests discretionary resources; creates and maintains sales productivity tools; writes policy for the segment’s sales and Business Development efforts; and delivers support services from consolidated front-end capabilities such as proposals, publications, capture coaching, and price-to-win.

Role Responsibilities:

  • Translate long-term strategy into current-yearinvestment plans for the efficient expenditure of discretionary resources
  • Provide segment-level review and insight of pipeline events and metrics
  • Predict and influence the outcome of Orders delivery in coordination with partners in Finance and the Business Units; improve the accuracy of Orders forecasting
  • Identify, recruit, and foster talented individuals and effective teams in support of the continued success of Strategy and Business Development
  • Drive continuous improvement of front-end capture through win/loss lessons learned processes, continuous policy improvement, and Harris Business Excellence oversight
  • Build productive partnerships with Harris Corporate Headquarters and sisters segments to maximize effectiveness of Harris combined efforts and ensure accuracy of reporting
  • Maintain a multi-site publications capability that produces high-quality printed collateral, proposals, and reports for a variety of internal Harris customers
  • Improve probability of win on individual opportunities through employment of collaborative capture coaching and price-to-win functions
  • Collaborate with the Business Units (value centers) to understand their front-end needs; work to ensure their success
  • Write policy, identify best practices, and train front-end personnel on Space & Intelligence Systems sales process(es)
  • Build and maintain streamlined sales tools that consolidate and amplify Space & Intelligence Systems sales/business development effort
  • Interface with other Space & Intelligence Systems functions to maximize utility of pipeline information
  • Drive adoption of CRM within S&BD
  • Collaborate with Corporate in continued development and improvement to CRM functionality

 Qualifications:

  • BS Degree with a minimum 12 years of management experience; or equivalent
  • 5-10 years experience with Department of Defense, Intelligence Community, and International customers and acquisition models

Preferred Additional Skills:

  • Strong business acumen, collaborative ability, and written communication skills
  • Ability to think abstractly and analytically to provide in-depth analysis and recommendations to internal customers, teammates and external constituencies
  • Proven proficiency to prioritize tasks and organize a workload to ensure most important issues are addressed first
  • Competency making decisions with imperfect and incomplete information
  • High level of integrity
  • Practical use of applied statistics
  • Active TS/SCI Clearance or the ability to get one
  • Willingness to travel up to 25%
  • Can interpret, condense, and present findings to audiences with variable skill sets and experience levels

Job ID: SIS20180506-25090

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