Capture Strategy Operations Manager

Job Description Summary

The Senior Capture Strategy Operations Manager supports the Sales and Business Development organization with a dual approach that spans across the Sales Capture process and the Commercial Operations Process. The ideal candidate will spend one third of the time as a metrics-driven leader serving as chief of staff for the S&BD VP, supporting core sales operations, managing the consolidated order pipeline, key Level 2 KPIs, and active budget ownership.

The remaining time will be focused on leading a team of direct reports and aligning cross-functional and global stakeholders to deliver faster, more reliable, higher-quality proposals. This leader designs, deploys, and maintains standard work for capture and Deal Factory processes, color teams, competitive intelligence, and customer issue resolution, translating customer and competitive insights into actionable improvements that raise proposal quality, win performance, and sustain FLIGHT DECK practices through a multi-year roadmap.

• Dotted line into S&BD VP supporting Sales Operations
• Order pipeline consolidation and operational management
• S&BD Active Budget management (T&L, Purchased services, sponsor ships, trade shows)
• Growth Review management
• Weekly sales and CIMS QMI
• Strategic Pursuit priority list management across D&S
• Level 2 KPIs: CSAT, Proposal OTD, Cash, Order forecasting
• Own the planning and execution of extended leadership offsites, including agenda-setting, logistics, content orchestration, and follow-through actions that drive alignment and execution
• People leader and process owner for Capture & Proposal Operations, accountable for enterprise KPIs/metrics that drive predictable performance across Sales, Strategic Capture, Business Development, and the international Proposal Process (Deal Factory) organization
• Lead and develop a high-performing team focused on proposal process excellence, competitive/color team analysis, customer outcomes, and Price-to-Win operating rigor—ensuring clear priorities, capability growth, and strong cross‑functional relationships
• Collaborate with Proposal Leaders to manage a metrics-oriented view of proposal activity (volume, status, cycle time, OTD, quality, rework, capacity), ensuring a transparent performance system that drives prioritization, escalation, problem solving and continuous improvement
• Establish and maintain an integrated operating system for capture/proposal execution, including monthly Bowler reviews, KPI health, escalation paths, and executive-ready communications to support proposal development, Level 2‑4 WOR and MOR
• Own digital tool maintenance and long‑term evolution for capture/proposal execution; partner with the digital team to define requirements, prioritize enhancements, manage releases, deliver training, and drive adoption to improve speed, quality, and user experience
• Drive the 3‑year roadmap for the capture and proposal process, translating strategy into an actionable execution plan with quarterly events (planning, releases, kaizens, PSR/problem‑solving workshops) that pace delivery of annual goals and measurable outcomes
• Maintain, update, and coach use of capture and proposal standard work, including publishing, revision control, alignment, and training to ensure changes are implemented consistently across the global Deal Factory and stakeholder organizations
• Plan and execute cross‑functional problem‑solving / kaizen events to optimize the proposal/capture system; coordinate with the Flight Deck Leader and Proposal Staff Leaders to host problem‑solving workshops, PSR, and Kaizen events, ensuring countermeasures are implemented, measured, and sustained
• Drive proposal process optimization through external benchmarking (competitors and customers) to identify “best of breed” opportunities and translate them into scalable process, tool, and capability improvements
• Evaluate external proposal, competitive intelligence, and Price-to-Win practices (competitor, customer, consultant) and incorporate relevant best practices into Defense & Systems processes, training, and operating cadence
• Analyze and action customer and employee feedback…