Job Title:  Senior Capture Manager

Job Title:             Senior Capture Manager

Global Grade:     GG14

Location:             UK Selected Sites - Farnborough, Salisbury, Portsmouth, Bristol 

Role Type:           Permanent – Full Time

Role ID:              18916

Role Purpose

Lead important capture opportunities that are designed to deliver new in-year business or in the medium-term up to three years. Ensure QinetiQ engages effectively with our customers to build their confidence, develop our understanding of their needs and ensure key members of the team are tasked to work with them so they recognise the value of our offer and differentiation.
 

Key Responsibilities

•    Strategy:  Develop the capture win strategy and achieve approval from the Business Development Leadership Team, including associated Business Development investments.
•    Customer relationships: Build and maintain relationships at senior management level, and provide support and insight to the Capture Team to drive the long term outcome and pWin.
•    Leadership: Demonstrate timely and successful delivery through strong leadership of a team that spans many areas of QinetiQ.
•    In Year Accountabilities: Ensure that the customer’s confidence is building with QinetiQ and our ability to deliver for them. Deliver an ever-improving pWin and a clear win strategy that is understood by the Capture Team and key stakeholders.
 

Key Capabilities/Knowledge
 
Broad Thinking:
•    Understands the broader strategic direction of the company and ensures that capture efforts align with these objectives while driving solutions based on core capabilities.
•    Works with the Head of Capture to develop proposals and offers that align with company goals, maintaining a focus on detail while considering long-term growth and customer satisfaction.
•    Gathers and synthesises market, customer, and competitor data to inform the development of capture strategies.
•    Contributes to the development of value propositions and win themes, ensuring that the solutions put forward are tailored to customer needs and competitive advantages.
•    Actively challenges assumptions and engages in problem-solving when faced with obstacles, looking for ways to innovate within established constraints.
 
Relationship Building:
•    Takes an active role in building and maintaining relationships with key customers and internal stakeholders, supporting the Head of Capture in network expansion.
•    Works to create a strong team dynamic, ensuring that different stakeholders are involved in capture efforts at the right time and in the right way.
•    Uses their network to bring together the best people from across the organisation to support capture activities and proposals.
•    Maintains transparency and fosters trust in all relationships, both within the capture team and with external customers.
 
Customer Focus:
•    Supports the Head of Capture in ensuring the solution is aligned with the customer’s needs, customising proposals to meet both the functional and strategic goals of the customer.
•    Contributes to the development of Value Propositions and Win Themes, ensuring they are appropriately tailored to the customer's pain points and decision-making criteria.
•    Leads customer engagement activities, ensuring that key questions are answered early in the process and that solutions are refined based on feedback.
•    Challenges customers in a tactful manner to ensure they are considering all relevant options, while maintaining strong rapport and trust.
 
Commerciality:
•    Contributes to commercial decision-making, supporting the Head of Capture in developing the best solution by analysing customer needs against company capabilities.
•    Balances customer requirements with company interests, ensuring that proposals are both compelling and feasible.
•    Works closely with commercial and financial teams to ensure that pricing and value propositions align with both customer expectations and internal profitability goals.
•    Identifies and escalates risks early, providing input into mitigating strategies and solutions.
 
Personal Impact:
•    Communicates effectively with internal and external stakeholders, adapting their style to suit different individuals and ensuring buy-in at all levels.
•    Keeps the capture team focused on key tasks, ensuring momentum is maintained despite challenges or changing circumstances.
•    Motivates the team by providing clear direction, maintaining positivity, and managing complex, changing opinions within the team.
•    Creates a collaborative atmosphere, encouraging all team members to share their thoughts and feedback during the capture process.
 
Resilience:
•    Stays positive and focused during challenging or high-pressure situations, ensuring the capture process remains on track and that obstacles are addressed with a calm, constructive approach.
•    Demonstrates a strong work ethic and positive energy, motivating the team even when facing setbacks or ambiguity.
•    Manages stress effectively, ensuring that deadlines are met and that the team continues to push forward.
•    Adapts to shifting priorities, ensuring that the capture strategy remains focused on the customer’s evolving needs and internal company objectives.
 
Takes Ownership:
•    Takes ownership of individual elements of the capture process, ensuring that their responsibilities are met and that the overall strategy is executed efficiently.
•    Ensures the team remains accountable for deliverables and timelines, driving pace while avoiding micromanagement.
•    Prioritises tasks effectively, managing competing demands and ensuring that key capture elements are given appropriate attention.
•    Works to resolve issues quickly, ensuring that progress is made on all fronts and that the bid remains on track.
 
Collaborates Across Boundaries:
•    Collaborates effectively with cross-functional teams, bringing the right expertise into the process at the right time and ensuring that all necessary perspectives are considered.
•    Demonstrates flexibility in working with different departments and adjusting assumptions when necessary to align with broader organisational goals.
•    Works with the Head of Capture to establish and manage cross-functional teams, setting clear objectives and ensuring collaboration.
•    Contributes to continuous improvement, bringing forward ideas for how cross-functional collaboration can be enhanced.

 Experience & Qualifications

•    Leadership: Proven ability to lead teams of senior professionals that span business and functional boundaries.
•    Domain Relevance: Relevant experience of winning business with customers and industrial partners in a demonstrably similar environment.
•    Execution of Win Strategy: Track record of win strategy development and the execution of associated capture plans in complex, competitive environment; to underpin a reasonable win percentage.
•    Deal Success: Has led, developed, negotiated and closed strategically important contracts (as a minimum that are greater than £10M in value).

Why Join QinetiQ?

As we continue to grow into new markets around the world, there’s never been a more exciting time to join QinetiQ. The formula for success is our appetite for innovation and having the courage to take on a wide variety of complex challenges.

As a QinetiQ employee, you’ll experience a unique working environment where teams from different backgrounds, disciplines and experience enjoy collaborating widely and openly as we undertake this exciting and rewarding journey. Through effective teamwork, and pulling together, you’ll get to experience what happens when we all share different perspectives, blend disciplines, and link technologies; constantly discovering new ways of solving complex problems in a diverse and inclusive environment where you can be authentic, feel valued and realise your full potential. Visit our website to read more about our diverse and inclusive workplace culture.  www.qinetiq.com/en/careers/life-at-qinetiq

Our Benefits

• Matched contribution pension scheme, with life assurance
• Generous holiday allowance, with the option to purchase additional days
• Options to join Health Cash Plan, Private Medical Insurance and Dental Insurance
• Employee discount portal: Personal Accident Insurance, Travel Insurance, Restaurants, Cinema Tickets and much more
• We are proud to support the Armed Forces community by honouring the Armed Forces Covenant and maintaining our Gold Award standard in the Defence Employer Recognition Scheme
• Volunteering Opportunities - helping charities and local community

Our Recruitment Process:

We want to make sure that our recruitment process is as inclusive as possible and we aspire to bring out the best in our candidates by creating an environment where everyone feels value, heard and supported.  If you have a disability or health condition that may affect your performance in certain assessment types, please speak to your Recruiter about potential reasonable adjustments.

Many roles in QinetiQ are subject to national security vetting being completed, applicants who already hold the appropriate level of vetting may be able to transfer it upon appointment. A number of roles are also subject to additional restrictions, which mean factors such as nationality or previous nationalities may affect the roles that you can be employed in.

For further information on National Security Vetting please see link below

UKSV National Security Vetting Solution: guidance for applicants - GOV.UK (www.gov.uk)

Please note that all applicants for this role must be eligible for SC clearance, as a minimum.

UKSV National Security Vetting Solution: guidance for applicants - GOV.UK (www.gov.uk)