Raytheon Director I Capture Management in Woburn, Massachusetts

Job Description: The Capture Director provides leadership to capture strategic international business opportunities valued at $1B+. The Capture Director will build, train and lead a Capture Team capable of executing all aspects of the Capture Plan and Capture/Proposal Process (Integrated Product Development System - IPDS), and be fully responsible for all capture activities from Gate 1 through contract award. The Capture Director reports to the MSS Tactical Radars Product Area Director, and must achieve unprecedented levels of capture process quality and increased competitiveness by insuring interdependent, timely and streamlined execution of the capture/proposal process. Position will be located in Woburn, MA. Responsibilities include:  Win Strategy development – Develop a capture strategy that synthesizes information regarding the customer, competitors and Raytheon’s strengths and weaknesses. Create a sound business case and value proposition based on customer requirements.  Plan the capture – Translate the win strategy into a comprehensive capture plan and proposal development plan including win themes and discriminators.  Execute the capture plan – Communicate the vision of success that inspires and energizes the capture team. In a fully matrixed environment, build an organization structure focused on winning new business by integrating Integrated Defense Systems (IDS) Business Areas and Functional Team representatives into a smoothly operating and cohesive capture team.  Gain and maintain stakeholder (senior management, partners, and teammates) buy-in and support, and commitment of right resources to win.  Coordinate export release requirements and tasks for candidate countries in support of opportunity development and capture.  Develop the New Business Initiative (NBI) budget for a successful capture, and execute to budget.  Mentor early career capture managers and personnel in key capture team roles .  Instill practices and behaviors that improve efficiency and effectiveness.  Provide leadership in fostering Business Area/Function interdependency and maintain process accountability. Required/Basic Qualifications:  BS/BA degree from an accredited university or college.  14+ years of capture/business development leadership in the defense industry.  Proven results at competitively winning new business as capture manager on programs of increasing value to over $1 billion.  Domestic and international capture experience.  Experience building and strengthening teams to execute strategies and win new business.  Experience with customer focused marketing and a proven track record of effectively using matrix organizations to get results.  Experience in competitive analysis, customer analysis, win strategy development, conduct of color teams and price-to win analysis.  CMX Certification at level R-2; ability to achieve certification at levels I-2, NR and Strategic.  Current Secret security clearance . Desired Qualifications:  14+ years of demonstrated success in winning capture management/business development  Masters Degree from an accredited university or college.  Formal capture manager training and accreditation.  Must be able to develop effective relationships with internal and external customers, and build and lead highly effective teams.  Possess an in depth understanding of the Foreign Military Sales (FMS) and Direct Commercial Sales (DCS) export release process  Ability to respond efficiently/effectively to time critical requirements with superior results; record of successfully interfacing with all matrix/Cross Business Team (CBT) disciplines and senior levels of leadership.  Possess in-depth knowledge of IDS and Raytheon business to include programs and capture/proposal IPDS process.  Honest, forthright and trustworthy and demands same from associates including external partners.  CMX Certification International (I-2). Domain Knowledge Areas:  Battlefield, land-and sea-based radars  Integrated Air and Missile Defense  Command, control, communications, computers and intelligence (C4I) for defense  Major Defense Article Systems Integration, Production and Sustainment  Exportability for Major Defense Articles 98956