Title:

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:

Lead and Conquer: Drive the business-winning process during pre-tender, tender, and negotiation phases for high-value programmes

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

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:

Full Lifecycle Leadership: Oversee the capture process from qualification through to contract award

Team Building: Assemble and lead pursuit teams that complement our capabilities

Customer Strategy: Develop and execute customer engagement and management strategies

Competitive Analysis: Assess competitive positions and create strategies to improve our winning probability

Stakeholder Management: Keep senior leadership informed and engaged, leading key Investment Decision Meetings

Position to Win (PTW) Analysis:

PTW Leadership: Outline methods, inputs, and strategies to identify competitive edges on key opportunities

Market Insights: Understand pricing trends and government budgets

Competitor Analysis: Evaluate competitors' potential bid strategies and assess different pricing scenarios

Proposal Support: Assist proposal writers/managers in organising proposal teams and crafting compelling sales messages

Consistency and Accuracy: Ensure consistency across price, management, and technical volumes

Customer Interaction: Respond to customer questions and assist in negotiations

Seamless Transition: Help program/project managers transition to contract execution

What We Need

Relevant Experience: Proven experience in winning business with customers and industrial partners in similar environments

Deal Success: Demonstrated success in leading, negotiating, and closing important contracts

Organisational Excellence: Exceptional organisational skills and ability to meet deadlines

Communication Skills: Excellent presentation and verbal communication abilities

Interpersonal Acumen: Strong interpersonal, problem-solving, and business acumen

Proactive Approach: Attention to detail, project management, and organisational skills

Technical Skills/Knowledge:

Sales and Capture Management: Understanding of best practices (e.g., Shipley)

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. 

KBR is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.

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