Sales Manager (Capture Management)

Runway Safe Group; Kentucky; On-site; USD 145,000 - 170,000; Full time

Benefits offered by this job

Health insurance

Retirement plan

Paid time off

Professional development opportunities

Job summary

Runway Safe Group seeks a Capture Management Director/Manager to enhance sales growth through structured account development and strategic collaboration. The role involves leading a team and coordinating efforts across functions to secure contract awards while ensuring disciplined execution of the sales process.

The ideal candidate will have extensive experience in the aviation sector, solid strategic skills, and a collaborative mindset. A Bachelor's degree in a relevant field and proven leadership in complex B2B sales environment are required.

Qualifications

• 7+ years of experience in capture management or sales leadership in aviation or complex B2B markets.
• Proven ability to lead cross-functional teams and drive outcomes.
• Excellent communication skills in English.

Responsibilities

• Drive sales growth by managing lead generation and qualified pipeline.
• Coordinate cross-functional capture teams to ensure effective sales processes.
• Accountable for capture budgets, opportunity progression, and win rates.

Skills

Lead generation

Account planning

Opportunity qualification

Value proposition development

CRM management

Education

Bachelor's degree in Engineering, Business, Aviation Management, or related field

Job description

About Us

Runway Safe leads the industry in commercial aircraft arresting systems, dedicated to enhancing runway safety. Our mission is to improve runway operations and safety by providing knowledge and value‑adding solutions to the aviation industry. We enable airports around the world to do more with less: more safety with less space, more types of aircraft with less investment, more flights with less downtime, more preserved nature with a smaller airport footprint. We provide safety and efficiency.

Are you interested in becoming a part of our Team? We are now looking for a passionate Capture Management Director/Manager!

Position Overview

As Capture Management Director/Manager, you are responsible for driving sales growth from early lead generation through qualified pipeline, active pursuits, and contract awards. You lead capture strategy for Runway Safe opportunities; turning customer insight and market intelligence into structured account development, credible win strategies, and sustainable business growth.

In this role, you will report directly to the CXO and lead the Capture Management function, managing a small team of direct reports. You will play a key role in driving outcomes by leading cross‑functional teams, ensuring disciplined execution of the sales process, and influencing results through strong collaboration and stakeholder engagement. You coordinate account planning, prospecting activities, partner contributions, commercial discussions, and executive gate reviews to ensure each pursuit is well qualified, strategically positioned, and aligned with Runway Safe’s strengths. You work closely with application engineering, commercial resources, client delivery, and leadership to shape customer demand and ensure a smooth and effective handover from capture into delivery.

The role carries responsibility for capture budgets and market‑development activities within delegated scope, as well as accountability for qualified pipeline growth, opportunity progression, win rate, order intake, revenue conversion, and forecast quality.

We have a flat, collaborative culture with little focus on hierarchy. The title will be shaped and determined based on the selected candidate’s experience, seniority, and capability.

As part of the team, you will:

• Lead and structure capture activities from early lead generation through qualified pipeline, active pursuits, and contract awards, ensuring a disciplined and high‑quality sales process.
• Coordinate cross‑functional capture teams, including application engineering, commercial resources, partners, and leadership, to shape strong value propositions and aligned pursuits.
• Own pipeline governance, capture budgeting, bid decisions, forecasting, and KPI follow‑up, with accountability for opportunity progression, win rate, and order intake quality.
• Ensure a structured and effective handover from capture into client delivery, supporting continuity, clarity, and customer confidence across the lifecycle.

Your Profile

You are a commercially driven and structured leader who takes clear ownership of business‑winning outcomes, and thrives on building strong, trust‑based relationships with customers and partners. You combine strategic thinking with strong execution, listen carefully to customers and stakeholders, and turn insight into focused priorities and credible capture strategies. Through humility and collaboration, you align cross‑functional teams and maintain momentum across complex sales processes.

We are looking for you who have:

• A Bachelor’s degree in Engineering, Business, Aviation Management, or a related field, or equivalent professional experience.
• 7+ years of successful experience in capture management, sales leadership, business development, key account management, or strategic solution sales within aviation, infrastructure, defense, or other complex technical B2B markets.
• Strong competence and proven skills in lead generation, account planning, opportunity qualification, value proposition development, win strategy, and disciplined CRM and pipeline management.
• Proven ability to lead and coordinate cross‑functional teams and partners through influence, structure, and clear sales process governance.
• A valid passport and driver’s license, with the ability and willingness to travel internationally and domestically when needed, around 50‑60% of the time.
• Excellent communication skills in English.
• Ability to successfully pass pre‑employment and FBI background checks.

It is considered a plus if you have:

• Master’s degree or formal training such as MBA, APMP, or Shipley business winning methodologies.
• Experience with airport procurement, public tenders, defense pursuits, regulated procurement environments, or complex international bid processes.
• Knowledge of airport capital planning, forecasting discipline, and long‑cycle sales environments.
• Additional language skills relevant to target markets.

We offer

• A full‑time position in a collaborative, international and innovation‑driven environment.
• A high‑impact position with clear ownership of capture performance, forecast quality, and the transition from successful pursuits into client delivery.
• The opportunity to work closely with cross‑functional teams and partners to influence market positioning, value propositions, and business‑winning strategies.
• A collaborative leadership role with responsibility for shaping sales growth, capture strategy, and pipeline development across complex and long‑cycle opportunities.
• Opportunities for professional development and long‑term career growth.
• Competitive and attractive total compensation model.
• Generous Benefit Package including Health insurance, retirement plan, paid time off, and more.

Compensation & Schedule for This Role

This role will be on‑site in our Logan Township, NJ, location.

• Office hours are Monday through Thursday, between 7am to 5pm. The position provides flexibility in working hours, while requiring sound professional judgment and accountability, with schedules driven by operational priorities, project milestones, and collaboration across teams and time zones.
• The annual base salary range for this position is $145,000‑170,000.
• Starting salary to be determined by the education, experience, knowledge, skills and abilities of the applicant, internal equity, location, and alignment with market data.
• In addition to base salary, we offer a competitive and attractive total compensation package.

At Runway Safe we welcome you to our global team where accountability, collaboration and transparency are a prerequisite for us to succeed in our mission.

Runway Safe is an equal‑opportunity employer committed to creating a diverse and inclusive workplace with high commitment to bring safe airfields to everyone. We value personal responsibility and a collaborative mindset, knowing that engaged people working together are key to long‑term success and company growth.

We work to create a welcoming and supportive environment for all applicants throughout the interview process. If you are passionate about making a real impact on global airport safety through real‑world solutions, we would love to hear from you!

Contact Person

Johanna Norin

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