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L3Harris Technologies is the Trusted Disruptor in the defense industry. With customers’ mission-critical needs always in mind, our employees deliver end-to-end technology solutions connecting the space, air, land, sea and cyber domains in the interest of national security.

Job Title: Director, Capture and Proposal Excellence

Job Code: 19613

Job Location:Plano, Texas

Schedule:  9/80

Job Description:

The Capture and Proposal Excellence position reports directly to the Integrated Mission Systems (IMS) Segment Business Development (BD) Senior Director of Capture Excellence. As a management role, it is responsible for developing and implementing a Capture Center of Excellence (CoE). The CoE's primary responsibility lies in developing and applying Capture and Proposal Management Best Practices across L3Harris IMS Segment.

This position provides "Thought Leadership" for the Business Development (BD), Capture Management (CM), and Proposal Management (PM) segment resources. These resources cascade the implementation of best practices and innovative processes throughout the IMS Sectors of business, ensuring consistency in their approach, and yielding improvements in efficiency and effectiveness.

The Business Development functions included within the CoE have basic responsibilities and activities across the following BD specialty-skilled domains:

Business DevelopmentCapture ManagementProposal Management

This position is focused on the defining and implementing processes that drive business performance growth through innovation and efficient operational discipline to include:

Implement the improved of understanding of customer needs and finding the strategic alignment of L3Harris's current and future capabilities. Engage customers for potential high revenue growth areas, particularly in emerging unconventional defense markets.Identifying, developing, and executing strategic business opportunities for L3Harris IMS Segment that disrupt the current Aerospace and Defense (A&D) industryRecruiting, training, and equipping resources to lead the implementation of this vision and winning the strategic business opportunities identified from those actions.

Key Responsibilities:

Market Analysis and Strategic Planning: This position will lead the conduct comprehensive market research to identify emerging trends, potential customers, and competitive threats. They will develop and maintain a strategic business development plan, outlining key targets, engagement strategies, and success metrics.Cross-Functional Collaboration: Work with key functions, including Engineering (Tech Fellows), Program Management (PMX), Operations, and Enterprise Optimization to ensure a cohesive approach to expanding market share and enhancing competitive positioning.Relationship Building: Establishing and nurturing relationships with key industry stakeholders, decision-makers, and influencers is crucial. The expert will interact closely with customers' Innovation and Research entities, such as DARPA and DIU.Capture Management Process Leadership: This resource provides expertise to evaluate, develop, and translate key capture elements (Win Strategy, Customer & Competitor Intelligence, Price to Win) into Opportunities that can drive business innovation and growth.Digital Transformation and Automation: Leveraging digital tools to automate parts of the capture process, from customer relationship management (CRM) systems to automated analysis of RFPs. Use of artificial intelligence (AI) and machine learning (ML) for predictive analytics to assess win probabilities and optimize bid strategies.Advanced Data Analytics: Utilizing big data and advanced analytics to gather intelligence on competitors, market trends, and customer preferences. Improve the process for early informed decisions about which opportunities to pursue and how to position our solution to win.Leadership of Cross-Functional Bid Council: Position coordinates the activities of the cross-functional Business Council to track emerging and developing opportunities and plan for key Priority Pursuits and BD campaigns to grow IMS New Business portfolio of Opportunities. Planning and implementing Capture efforts to include staffing, infrastructure, tools, collaboration systems, and facilities for contract performance.Proposal Process Leadership:The position is specifically responsible for ensuring competitive proposals are effective offers to win new business. Proposals must be fully compliant to the customers’ requirements, with compelling messages and executable (on cost & schedule) performance plans.Lead Proposal Center of Excellence: This position is responsible for managing the processes for developing proposal process artifacts. This includes Win Themes, proposal outline, graphics concepts, scoring strengths, compliance matrices, and color team reviews.Proposal Guidance: The expert will guide proposal development efforts to ensure responses are compelling, compliant, innovative, agile, and strategically positioned.Strategic M&A Insights: Providing insights and recommendations to senior management regarding mergers, acquisitions, partnerships, and joint ventures will be a significant aspect of this role.Industry Representation: The expert will represent L3Harris at industry conferences, trade shows, and networking events to promote brand awareness and generate leads.Regulatory Compliance: Monitoring policy changes, regulatory developments, and export control to ensure compliance with laws and company policies.

Essential Functions:

Lead IMS Business Development: Lead the IMS BD efforts to identify and pursue new opportunities for growth, innovation, and revenue expansion. This involves analyzing market trends, identifying potential customers or partners, and developing strategies to capture their attention and secure deals. Implement new BD Processes: Improve the conduct of market research and competitive analysis. Identifying new sales opportunities through networking, cold calling, and industry events. Develop customized pitches and proposals for potential customers or partners. Collaborate with cross-functional teams to develop go-to-market strategies; and tracking and analyzing the success of BD efforts.Lead IMS Capture Management: Lead the IMS capture efforts to improve the process of identifying, pursuing, and winning new business opportunities. Drive the New Business strategic approach to capturing Opportunities by leveraging an organization's strengths, capabilities, and market position. The goal is to increase the chances of securing new work while minimizing risks and maximizing returns.Implement new Capture Processes: Improve the capture processes related to Opportunity Identification, and Pursuit Planning. Drive innovation and effectiveness into our market research, industry trends analysis, and client interactions. Mature the pursuit planning and drive effectiveness of our Opportunity pursuit process, understanding each opportunity based on factors like project scope, competition, and organizational capabilities.Implement new Proposal Management Process: Trains, coaches, mentors, and sometimes leads proposal development activities across IMS Segment competitive proposals when internal or external resources are not utilized.Develop tailored processes: Focus on improved training, tools and templates to support unique business requirements across the diverse base of competitive business the makes up the majority of New Business Orders in IMS.

Qualifications:

Bachelor’s Degree with a minimum of 15 years of prior related experience. Graduate Degree with a minimum of 13 years of prior related experience. In lieu of a degree, minimum of 19 years of prior related experience.Engineering background is a plus15+ years’ experience working with DoD Acquisition Process, DoD Contractor Proposal Development or similar experience (RFP Generation, Grant writing, or government RFI/SS responses)Demonstrated understanding of Price-to-Win, Competitive Intelligence, and Cost and Pricing systems and Strategies.Demonstrated strong communications mindset with skills in presenting concise messaging and translating complex technologies into understandable descriptions. Includes working with multiple, often disparate, technical sources and synthesizing details into meaningful prose and graphic representationsExperience with developing winning traditional DoD proposals and OTA/MTAsExperience managing program, project, or proposal teams responsible for deliveryExperience with the Microsoft Office Suite, to include Word, PowerPoint, Teams and ExcelU.S. Citizen with ability to obtain U.S. DoD TS/SCI security clearance

Preferred Qualifications:

Knowledge and application experience in Proposal Best PracticesAbility to handle multiple tasks simultaneously; possesses organization and prioritization skillsWorking knowledge of defense, aerospace, intelligence, and adjacent marketsComfortable working in a high volume, fast-paced, rapidly changing, results-oriented work environment Strong organizational, interpersonal, and communication skills (written and oral presentation) and an exquisite attention to detailAbility to lead diverse, geographically dispersed team through a high pressure, short scheduled Proposal development effort delivering high quality, winning proposalsAbility to work independently with minimal supervisionExperience in briefing critical BD elements required to win competitive procurements to C-suiteTeam oriented with the ability to work independently with minimal supervisionHas US DoD TS/SCI security clearance

Please be aware many of our positions require the ability to obtain a security clearance. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.

By submitting your résumé for this position, you understand and agree that L3Harris Technologies may share your résumé, as well as any other related personal information or documentation you provide, with its subsidiaries and affiliated companies for the purpose of considering you for other available positions.

L3Harris Technologies is proud to be an Affirmative Action/Equal Opportunity Employer. L3Harris is committed to treating all employees and applicants for employment with respect and dignity and maintaining a workplace that is free from unlawful discrimination. All applicants will be considered for employment without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender (including pregnancy, childbirth, breastfeeding or other related medical conditions), gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, characteristic or membership in any other group protected by federal, state or local laws. L3Harris maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks, where permitted by law.

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