Sr Manager - Business Capture

MDA Space; Richmond; On-site; CAD 150,000 - 180,000; Full time

Job summary

MDA Space is seeking a Senior Manager, Business Capture to lead pursuit initiatives in the Geointelligence Business area. You will develop capture plans, coordinate a cross-functional team, and craft winning proposals and cost structures.

In this role you will work with government and international customers, influence pricing, and coordinate with Business Development to ensure competitive bids and successful handoffs to program execution teams.

Qualifications

• Ten years of related experience in high-tech organizations is expected.
• Proven winner with expertise in leading pursuits and proposals.
• Experience with different acquisition approaches and government procurements.

Responsibilities

• Develop and execute capture plans and strategies to win new business.
• Lead a cross-disciplinary pursuit team and coordinate activities to maximize win probability.
• Prepare proposals, cost estimates and price strategies in collaboration with Business Development.

Skills

10+ years experience

Pursuit management

Proposal development

Customer relationship

Negotiation

Strategic thinking

Financial understanding

Team coordination

Bid/proposal coordination

Influence at all levels

Job description

Building the space between proven and possible, MDA Space (TSX:MDA) is a trusted mission partner to the global space industry. A robotics, satellite systems and geointelligence pioneer with a 55-year+ story of world firsts and more than 450 missions, MDA Space is a global leader in communications satellites, Earth and space observation, and space exploration and infrastructure.

The MDA Space team of more than 3,000 space experts in Canada, the US and the UK has the knowledge and know-how to turn an audacious customer vision into an achievable mission – bringing to bear a one-of-a-kind mix of experience, engineering excellence and wide-eyed wonder that’s been in our DNA since day one.

For those who dream big and push boundaries on the ground and in the stars to change the world for the better, we’ll take you there.

Position

MDA is seeking a Senior Manager, Business Capture to lead a variety of pursuit initiatives in the Geointelligence Business area.

Responsibilities

The Senior Manager, Business Capture is responsible for developing and executing capture plans and strategies to secure and win new business opportunities that have been identified, in close coordination with the Business Development lead. In this leadership role, you will work with customers to identify the product or capability that best addresses their needs, considering technical and non-technical needs. You will develop competitive solutions that consider all aspects of the opportunities, and you will develop and implement a winning pursuit plan. You will form and manage a pursuit team including members from both technical and non-technical disciplines, and will coordinate team activities to maximize MDA’s probability of winning.

The Senior Manager, Business Capture will often manage proposals for specific opportunities, including defining the solution with the technical team, and developing cost estimates and price strategies, while working closely with Business Development personnel to we provide winning proposals that address customer’s needs. In addition to managing pursuits, the Senior Manager, Business Capture will also support negotiating contracts, and defining and executing various long‑term strategic initiatives that are fundamental to the growth of the Geointelligence.

Requirements (experience/skills)

• Develops & executes capture plans and strategies.
• Develops custom solutions, or solutions related to an offering from a portfolio of products.
• Works with customers to identify the product or capability that will best suit their needs, and to define the requirements.
• Manages proposals for specific opportunities, including defining the solution with the technical team, and developing cost estimates and price strategies.
• Work closely with Business Development personnel to ensure competitive and responsive proposals that best meet the customer's needs. Supports negotiation of won opportunities, and ensures a handoff to the program execution team that passes the plan, cost, schedule, and ethos, value proposition, and product goals that were proposed to the Customer.
• Identify and build relationships with potential partners.
• Identify and acquire knowledge about competitors.
• Support marketing initiatives related to MDA including contribution to new brochures, papers, advertising campaigns etc.
• Proactively monitor relevant Institutional sites for notices relating to future business opportunities.
• Manage the end-to-end bidding process.
• Participate in negotiation procedures as required for any successful tenders.

The successful candidate will demonstrate the following skills and experience

• Direct experience in one or more aspects of the Earth Observation value chain.
• Good understanding of Earth Observation data and associated application potential.
• Experience managing complex bid preparation processes.
• Experience in International Business Development.
• Knowledge of Government procurements.
• Understanding of financial aspects of projects, bids and business cases.
• Experience managing external customer relationship.
• Experience using CRM application such as salesforce would be beneficial
• Ability to build relationships and influence at all levels.
• Capability to think ‘outside of the box’ to identify innovative and feasible solution/service options.
• Ability to work effectively in a team and independently.

Mandatory Attributes

• At least ten years of related experience ideally working in one or more high technology organizations.
• Reputation as a winner - demonstrated expertise and success in leading pursuits and proposals
• Experience with different acquisition approaches
• Demonstrated ability to influence and negotiate
• Demonstrated broad, complex strategic thinking capability
• Proven ability to assess competition and other critical factors affecting a pursuit.
• Excellent oral and written communication skills
• Understanding of financial business models
• Demonstrated ability to be customer focused
• Proven ability to analyze information and provide solutions to diverse problems

Comments/Special Considerations

Successful candidates must obtain and hold security clearance at the SECRET status level II, and pass security assessment for the Controlled Goods Program (CGP).

We’re a dream team of purpose‑driven, collaborative and passionate people, and we are constantly looking for others to join #TeamMDASPACE to ignite new and innovative approaches to problem‑solving that push us forward to improve life on and above Earth. If you’re excited to expand our place in space and driven to inspire the next generation, we’ll take you there.

We have entered a new era of exploration and development, and MDA welcomes all who yearn to suit up and be part of it. An equal opportunity employer prizing diversity, integrity and collaboration, we are committed to growing MDA Space and Canada’s leadership in this next golden age.

MDA Space provides competitive compensation and benefits packages for its employees at all locations. As a team member of MDA Space, you and your qualified dependents are eligible to participate in a benefit plan that ensures a comprehensive level of protection through competitive health care including; extended healthcare and flexible drug plans, dental and vision benefits, disability income protection, life insurance, group retirement savings plans; and an employee and family assistance program.

MDA Space is proud to provide accommodation(s) during the recruitment process. Should you require any accommodations, please indicate this on your application/cover letter and we will work with you to meet your accessibility needs.

The compensation range for this position is $150 000- $180 000 annually. The specific compensation offered will be based on the qualifications and experience of the successful candidate.