Standard Job Description
The Training Logistics and Simulation (TLS) Capture and Advanced Concepts Strategy and Business Development Director is responsible for capture management and advanced concepts for the TLS line of business. The role is accountable for the management of the implementation of capture management strategies and processes and the management of capture management staff and resources in coordination with the RMS business area stakeholders. And, the management and integration of advanced concepts, coordinating cross-functional, cross-segment teams to accelerate the development and integration of capabilities to meet our customers future requirements.
The selected candidate will ensure TLS is positioned to meet our customers future needs while positioning the business to lead and win successful captures of the future business. This position will lead and manage a team which shapes the future focus and segmentation of the TLS line of business whilst managing the capture and proposal management with a team of Strategy and Business Development professionals, and be responsible for the engagement, recruitment and talent development of the team.
Key responsibilities include:
• Recruitment and development of talent; ensuring that skills and assigned portfolios are aligned to the market segment priorities.
• Ensure LM’s ability to understand and interface with the marketplace. This includes an understanding of customer people / processes, comprehensive competitive intelligence, building effective customer relationships, and managing outcome-based call plans for TLS/RMS/LM execs.
• Ensure that LM has superior access to key customers.
• Partner with the market segment teams to develop business strategies that align with the market and will drive growth. Decompose those strategies into actionable initiatives including investments, product strategies, partnering, demonstrations and CRAD pursuits.
• Develop CRAD orders and resource plans that reflect an aggressive but achievable roadmap for business growth, consistent with LM and RMS objectives and priorities.
• Exercise leadership in collaborating and developing business/capture strategies that leverage other LoBs and business areas to provide advanced capabilities to our customers.
• Exercise leadership in seeking out new customers and new applications to continue to grow the portfolio.
• Drive successful captures and keep sold campaigns by providing market insight, capture strategy, and coordinating customer interaction. In developing and executing the strategy for these campaigns BD will ensure timely and effective collaboration with all stakeholders to include LoB, exec management, functional, and partners.
• Exercise proper communications and engagement with internal management to keep them informed and involved as appropriate. This includes timely and quality staff work for BD reporting.
• Meet financial and operational commitments.
Basic Qualifications
- Demonstrated success leading competitive capture of R&D and future business opportunities
- Successful experience in leading senior level talent in a dynamic environment
- Demonstrated ability to form and develop high performing teams in a cross functional environment
- Ability to build strong relationships with customers, industry partners, and across the LM enterprise
- Accomplished at developing and communicating clear and actionable strategies at the business unit level and at the individual pursuit level with demonstrated results
- Demonstrated ability to mentor others following LM’s Business Development and Capture processes and best practices
- Must be able to travel extensively to customers and other LM locations
- Ability to obtain Top Secret Clearance
Desired Skills
• Demonstrated understanding of TLS business segment products and related technologies and industry dynamics
• Established relationships with the Government Lab and Rapid Capability Offices, both domestic and in target international regions
• Experience or familiarity with the DoD and Intl MOD Planning, Programming and Budgeting System
Pay Information
Full-Time Salary Range: $180000.00 - $325000.00
At Lockheed Martin, we know mission success starts with taking care of our people. Our Total Rewards program is designed to attract top talent, support your well-being, and help you grow—both professionally and personally.
The salary range for this position is as listed on the requisition. Please note that the salary information listed is a general guideline only. Lockheed Martin considers factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education/ training, key skills as well as market(work location) and business considerations when extending an offer.
Benefits offered: Medical, Dental, Vision, Flexible work arrangements and schedules (e.g., 4x10), 401(k) match, Paid time off, Holidays, Parental Leave, EAP, Flexible Spending Accounts, Education Assistance, Life Insurance, Short-Term Disability, and Long-Term Disability.
- Annual short-term and/or long-term incentive compensation programs may be offered depending on the position. Payments under these annual programs are not guaranteed and can vary from year to year and are tied to a range of performance metrics.
- For (Washington state applicants only) Non-represented full-time employees: accrue at least 10 hours per month of Paid Time Off (PTO) to be used for incidental absences and other reasons; receive at least 90 hours for holidays. Represented full time employees accrue 6.67 hours of Vacation per month; accrue up to 52 hours of sick leave annually; receive at least 96 hours for holidays. PTO, Vacation, sick leave, and holiday hours are prorated based on start date during the calendar year.