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Senior Capture Manager

Date: 06-Apr-2021

Location: Farnborough, England, GB

Company: QinetiQ

QinetiQ is looking to recruit a Senior Capture Manager. This is a permanent position which can be based at any of our UK sites.


The purpose of this role is to lead important capture opportunitiess that are designed to deliver new business in-year business or in the medium-term up to three years. Ensure QinetiQ engage 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 differentation.


Key accountabilities:


  1. Strategy:  Develop the capture win strategy and achieve approval from the Business Development Leadership Team,  including associated Business Development investments. 
  2. 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.
  3. Leadership: Demonstrate timely and successful delivery through strong leadership of a team that spans many areas of QinetiQ.
  4. 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 - Thinks broadly and creatively about the industry and customer landscape. Develop offers from our core capabilities and ensure that opportunities fit with QinetiQ’s strategy and deliver profitable growth. Maintain a clear strategic perspective while driving the team to engage early and focus on the key detail to improve our potential of winning.
  • Relationship Building - Actively seeks to build and maintains trusting relationships with a wide network of relevant people in the industry, customer and QinetiQ, leveraging these relationships appropriately.
  • Customer Focus - Ensures they understand the customer’s perspective and needs - both professionally and personally - focusing on what will deliver value to them. Effectively and rapidly builds rapport and engagement of key individuals; develops and leverages a broad network across industry and QinetiQ.
  • Commerciality - Develops solutions and bids that raise QinetiQ's [Capture Rate] and deliver to down-stream P-Win. Helps shape the deal and identify the best option of either direct award or to shape customer requirements to an ITTs/ITNs.
  • Personal Impact - Adapts their approach to communicate clearly, credibly and positively when engaging different stakeholders, focusing on earning trust and getting buy-in. Recognises that good Capture practice maybe new to the team and wider organisation or conflicts with established ways of working.
  • Resilience - Maintains a positive, 'can do' approach throughout, dealing well with ambiguity and time pressures. Understands that Capture maybe new to many and that theirs maybe the lone voice at times; demonstrates endurance to ensure that the right decisions are made for the right reasons.
  • Takes Ownership - Takes accountability for organising themselves and others to deliver for the customer and QinetiQ; consistently takes the initiative and drives to achieve key outcomes for the capture activity.
  • Collaborates Across Boundaries - Builds effective cross-functional teams across QinetiQ to best focus on the customer’s requirements , enhance our win strategy and alignment with broader strategy.

QinetiQ is made up of dedicated experts in defence, aerospace, security and related markets, all working together to explore new ways of protecting what matters most. People around the world depend on us for their safety and security, and to enable the safety and security of others. Partnering with our customers, we help to save lives; reduce risks to society; and maintain the global infrastructure on which we all depend. Our is 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, we get to experience what happens when we all share different perspectives, blend disciplines, and link technologies; constantly discovering new ways of solving complex problems. Being part of QinetiQ means being central to the safety and security of the world around us. Come and find out how you can play a role.