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Summary 

This role serves CAE USA’s Defense and Security Military Training and Simulation business responsible for managing the pursuit strategy for new business capture and re-capturing existing business.  Establishes and maintains relationships with prospective customers. Supports the Lead to Award process in accordance with established procedures to ensure complete, accurate, technically compliant, and effective Company response to Customer requirements and objectives. 

Essential Duties and Responsibilities 

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• Establish and execute a capture strategy, establishing partnerships, and shaping new business opportunities
• Develop capture plans, formulate winning capture strategies, and obtain and manage the resources necessary to prosecute capture plans
• Oversee business capture, from pursuit decision through contract award
• Coordinates with Business Development Leads to ensure a smooth transition from the Business Development phase to the Capture phase, and with Proposal Department Leads to ensure a smooth transition from Capture Phase to Proposal Development phase, in the Lead to Award Process
• Assists Business Development Leads when required after a lead is qualified as an opportunity and prior to a pursuit decision
• Assists Business Development Leads with customer and industry partner relationships and interactions
• Manages a capture team that develops solution, bid/win, pricing, teaming, and proposal strategies
• Manages the Price-to-Win development
• Develops and maintains a capture budget
• Identifies and manages resources required to pursue a capture; establishes any infrastructures, processes, and plans necessary; and manages their execution
• Evaluates industry competitors for strengths and weaknesses to maximize Probability of Win
• Works with the Proposal Development team to ensure compliance with solicitation requirements
• Supports and participates in the Proposal Development process
• Works with Estimators to ensure proposal price is competitive
• Collaborates with a wide variety of functional groups such as sales, engineering, training services, business development, manufacturing, and operations to develop and provide program definitions responsive to customer needs and market opportunities
• Identifies partnering opportunities
• Maintains communications and contacts to collect and analyze technical, financial, schedule, and sales information for program

Qualifications and Education Requirements 

• Bachelor’s degree in Engineering, Business Administration, English, Communication, related field
• Ability to successfully lead teams in a volatile and dynamic environment
• Ability to quickly learn, understand and breakdown complex, high-tech systems
• Ability to multi-task with minimal supervision and under pressure
• Result-oriented, innovative, and creative
• Good organizational skills and business acumen
• Ability to deal with ambiguity while remaining customer focused
• Excellent decision making and negotiation skills
• Must have excellent communication (including technical writing) and presentation skills
• Strong communications and interpersonal skills
• Must be proficient in Microsoft Office tools
• Ability to read, analyze, and interpret complex documents
• Ability to calculate figures and amounts, such as prices, commissions, and percentages, and to draw and interpret graphs
• Ability to interpret complex customer requirements and attitudes from verbal, non-verbal, and written communication
• Detail oriented, strong analytical and problem-solving capabilities
• Due to U.S. Government contract requirements, only U.S. citizens are eligible for this role.  

Preferred Skills 

• Master’s Degree
• Extensive knowledge of DoD/Military and Interagency training methodology and procurement practices/regulations is preferred.
• Ten years of experience as a capture manager
• Ten years of experience as a Business Development lead in the military training industry or experience working in DoD program management or procurement
• Experience in DoD
• Extensive knowledge of US DoD procurement practices/regulations is preferred
• Understanding of military protocols and customs
• Experience in the development of technical proposals in response to US DoD or other government agency Requests for Proposal (RFPs)
• The ability to read, analyze, and interpret common US DoD contractual documents
• The ability to respond to common inquiries from customers, regulatory agencies, or members of the business community
• The ability to effectively present information to top management, public groups, and/or board of directors
• Ability to assist in development of and adherence to complex budgetary processes
• Ability to produce cost benefit analysis
• Ability to define problems, collect data, establish facts, and draw valid conclusions
• Ability to deal with a variety of abstract ideas
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form
• Familiarity with government proposal process and FAR Subpart 15.403 Table 15-2 requirements
• Familiarity with FAR and DFAR, especially FAR part 15 and FAR part 16
• Program Management skills or certification preferred 

Security Responsibilities 

Must comply with all company security and data protection / usage policies and procedures.  Personally responsible for proper marking and handling of all information and materials, in any form. Shall not divulge any information, or afford access, to other employees not having a need-to-know. Shall not divulge information outside company without management approval.  All government and proprietary information will be accessed and stored electronically on company provided resources.  

• Must be eligible for DoD Secret or TS/SCI clearance 

Work Environment 

This role operates in a hybrid capacity including remote work, professional office environment and customer/business meeting sites. Travel is required.  This role routinely uses standard office equipment. 

Physical Demands 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  

• Must be able to work overtime as required.
• Must be able to travel 

Other Duties 

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for their job. Duties, responsibilities, and activities may change at any time with or without notice.  

CAE USA Inc. is an EOE/AA employer and gives consideration for employment to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. If you’d like more information about your EEO rights as an applicant under the law, please click here EEO is the Law poster.  

PAY TRANSPARENCY NONDISCRIMINATION PROVISION The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.