Capture Management Sr Mgr - (HYBRID TELEWORK)

Lockheed Martin Corporation; Marietta (GA); On-site; USD 159,000 - 295,000; Full time

Benefits offered by this job

Incentive compensation programs

Paid time off and holidays

Job summary

Lockheed Martin Corporation, through its Derco subsidiary, seeks a seasoned senior leader to unify and elevate our capture management, proposal management, domestic and OEM business development functions.

You will lead a team executing the WIN Plan, shaping OEM partnerships, negotiating contracts, and driving winning strategies across DoD and international customers.

Qualifications

• Progressive leadership in defense/aerospace program, business development, capture, or related experience with a proven record of winning large scale pursuits ($500M+)
• Ability to lead large, cross functional teams and influence stakeholders across engineering, finance, supply chain, legal, and other functions
• Extensive experience interfacing with U.S. Government customers (DoW, DLA Aviation) and foreign military customers; trusted relationships and successful contract negotiations
• Expert understanding of DoW and FAR/DFAR requirements, compliance, and competitive proposal processes
• Strong understanding of business and proposal financial metrics and deal principles
• Ability to travel domestically and internationally for customer visits, air shows, and industry conferences
• U.S. Citizenship is required for program requirements

Responsibilities

• Direct the end-to-end new business cycle—opportunity identification, customer engagement, competitive analysis, proposal development, contract negotiation, and award management
• Shape OEM partnership strategies, establish distribution and repair agreements, and represent the company at major industry events
• Develop and execute capture strategies aligned to customer needs and enterprise objectives
• Collaborate with supply chain, finance, and program management to ensure compliant, cost-effective proposals delivered on schedule
• Drive continuous improvements to reduce proposal cycle time and optimize inventory
• Liaise with U.S. Government customers and international military customers to build trusted relationships and deliver high-impact solutions

Skills

Leadership experience

Government interface

US DoW/FAR/DFAR experience

Contract negotiations

Travel willingness

US citizenship

Strategic thinking

Financial modeling

Education

Master’s degree preferred

Job description

Dedicated. Committed. State of the Art.

For more than 40 years, Derco, A Lockheed Martin Company, has provided logistics and technical support for fixed-wing and rotary aircraft. We are an industry leader, offering a suite of fleet management solutions, including spares distribution, logistics solutions, repair and overhaul services and technical solutions.

Standard Job Description

WHAT WE’RE DOING

Dedicated. Committed. State of the Art.

For more than 40 years, Derco, A Lockheed Martin Company, has provided logistics and technical support for fixed-wing and rotary aircraft. We are an industry leader, offering a suite of fleet management solutions, including spares distribution, logistics solutions, repair and overhaul services and technical solutions.

THE WORK

The Derco market Segment is seeking a seasoned senior leader to unify and elevate our Capture Management, Proposal Management, Domestic and Original Equipment Manufacturer (OEM) Business Development functions. This role will lead a team of talented individuals responsible for executing the Derco WIN Plan and implement winning strategies to support the organizations goals and objectives.

Key Responsibilities

The successful candidate will direct the end to end new business cycle—opportunity identification, customer engagement, competitive analysis, proposal development, contract negotiation, and award management—while also shaping OEM partnership strategies, establishing new distribution and repair agreements, and representing the company at major industry conferences and air shows.

Develop, shape and execute comprehensive capture strategies that align to customer needs, and enterprise objectives.

Partnering closely with supply chain, finance, and program management teams, the leader will ensure proposals are compliant, cost effective, and delivered on schedule, and will drive continuous improvement initiatives that reduce proposal cycle time, optimize inventory, and embed analytics driven sales processes.

The position serves as the primary liaison to U.S. Government (DoW, DLA Aviation) and international military customers, fostering trusted relationships and delivering high impact solutions.

Who We Are

Founded in 1979, Derco is a world leader in providing aircraft spares, services, and solutions to customers around the globe. Through solid relationships with premier original equipment manufacturers (OEMs), Derco maintains one of the largest and most diversified aircraft spares inventories in the world. Today, Derco is a full-service logistics and solutions provider, supporting military and commercial fleets in more than 65 countries. Derco is owned by Lockheed Martin Corporation (NYSE: LMT) of Bethesda, MD, a Fortune 100 company.

Learn More About Derco Here

Who You Are

You are a strategic, data‑driven leader with defense/aerospace capture experience who can inspire and align large, cross‑functional teams while building trusted relationships with our customers. You excel at complex negotiations, financial modeling, and proposal analytics, and are able to communicate executive‑level briefings with confidence, leveraging deep knowledge of aircraft subsystems, logistics, and procurement regulations to deliver winning, cost‑effective solutions.

WHY JOIN US

Derco is a forward-thinking, employee-oriented company that promotes personal development and a work life balance. Derco offers a generous compensation package including competitive pay, health, dental, 401K with company match, 4x10 work week and continuing education incentives.

Basic Qualifications

Learn more about Lockheed Martin's comprehensive benefits package

• Experience: Minimum12years of progressive leadership in LockheedMartin (or comparable defense aerospace) program, business development, capture, or related experience with a proven record of winning large scale pursuits ($500M+).
• Leadership: Demonstrated ability to lead large, multi disciplinary teams and influence stakeholders across engineering, finance, supply chain, legal, and other functional areas.
• Customer & Government Interface: Extensive experience interacting with U.S. Government customers (DoW, DLA Aviation) and foreign military customers; established trusted relationships and successful contract negotiations.
• USG/FMS Experience: Expert understanding of US DoW and FAR/DFAR requirements, compliance, and proposal (competitive Section L&M and sole source).
• Financial Acumen: Strong understanding of business & proposal financial metrics and thorough understanding of art of the deal principles.
• Travel: Ability to travel domestically (and internationally as required) for customer visits, air shows, and industry conferences.
• Due to program requirements, US Citizenship is required.

Desired Skills

• Direct customer and OEM engagement experience; ability to build and sustain high level relationships.
• Strategic thinking and analytics – skilled at using data driven insights to shape sales and capture strategies.
• Expert negotiator with a proven record of achieving mutually beneficial contract outcomes.
• Excellent presentation and communication skills—comfortable delivering executive level briefings and proposals.
• Deep knowledge of material logistics, aircraft subsystems, and depot maintenance operations.
• Familiarity with international procurement regulations and country specific requirements for fixed wing platforms.
• Track record of process improvement – reducing proposal cycle times and fostering a culture of continuous improvement.
• Proficiency in financial modeling and business case development to support capture and growth initiatives.
• Master’s degree preferred.

Pay Information

Full-Time Salary Range: $158700.00 - $294700.00

At Lockheed Martin, we know mission success starts with taking care of our people. Our Total Rewards program is designed to attract top talent, support your well-being, and help you grow—both professionally and personally.

The salary range for this position is as listed on the requisition. Please note that the salary information listed is a general guideline only. Lockheed Martin considers factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education/ training, key skills as well as market(work location) and business considerations when extending an offer.

Benefits offered:

• Annual short-term and/or long-term incentive compensation programs may be offered depending on the position. Payments under these annual programs are not guaranteed and can vary from year to year and are tied to a range of performance metrics.
• For (Washington state applicants only) Non-represented full-time employees: accrue at least 10 hours per month of Paid Time Off (PTO) to be used for incidental absences and other reasons; receive at least 90 hours for holidays. Represented full time employees accrue 6.67 hours of Vacation per month; accrue up to 52 hours of sick leave annually; receive at least 96 hours for holidays. PTO, Vacation, sick leave, and holiday hours are prorated based on start date during the calendar year.