Capture Manager - Business Development Analyst

Lockheed Martin Corporation; Louisville (KY); On-site; USD 145,000 - 270,000; Full time

Benefits offered by this job

Medical

Dental

Vision

Flexible work arrangements (e.g., 4x10

401(k) match

Paid time off

Holidays

Parental Leave

EAP

Flexible Spending Accounts

Education Assistance

Life Insurance

Short-Term Disability

Long-Term Disability

Job summary

Lockheed Martin Corporation is seeking a Business Development Analyst to support Space Control Programs. The role focuses on identifying future opportunities, managing capture and proposal activities, and guiding cross-functional teams to meet customer needs while driving growth.

You'll interact with customers to shape opportunities, lead strategic capture efforts, and coordinate budgets for B&P, MA, and IRAD. A strong background in defense sales and security clearances is highly valued.

Qualifications

• Experience in business development, capture management, and/or program management.
• Knowledge of National Security Space customers, their missions, enabling technologies, programs, key opportunities.
• Experience leading competitive pursuits.
• Experience supporting customer contact tracking, decision mapping, competitive intelligence and customer assessments.
• Demonstrated experience organizing and presenting data to senior/executive management. Communications skills in Power Point, Written media, and verbal presentations.

Responsibilities

• Assist in identifying opportunities and framing next steps for Space enterprise.
• Lead capture activities including strategy, win positioning, and competitive intelligence.
• Coordinate with cross-functional teams to support growth objectives and customer engagements.
• Shaping proposals to address customer values and drive compliant responses.
• Manage budgets for Marketing Assist, Bid & Proposal, and IRAD to align with growth.
• Represent Lockheed Martin at industry events and partnerships to grow business.
• Prepare briefings for executives throughout the Capture Lifecycle.

Skills

Business development

Capture management

National Security Space

Proposal management

Executive communications

Clearance SSBI

Cross-functional collaboration

Tools

PowerPoint

Job description

Standard Job Description

The Strategy & Business Development team is seeking a Business Development Analyst to aid in the development of a customer focused strategy and provide capture support for Space Control Programs.

This Individual Will

• Assist in identifying future opportunities and frame what comes next for the Space enterprise.
• Have a background and understanding of capture & proposal management and be well versed in U.S. Space Force Space Control Missions
• Work with a highly integrated team of technical professionals & cross-functional disciplines in support of achieving sales growth objectives.
• Be directly responsible for customer interactions to shape future opportunities.
• Be responsible for providing guidance to the capture teams from analyzing Requests for Proposals (RFPs), organizing proposal volumes, through coordinating color teams and management reviews.
• May function as both a proposal & capture manager for pursuits including shaping follow-on and adjacent markets with resilient architectures and strategies.
• Lead the new business capture process including developing strategy, position to win, competitive intelligence analysis, leading Gold Teams, Black Hats, and EPPs. and will develop, plan, and schedule proposal activities.
• Be responsible for ensuring delivery of proposals that are compliant with cost, schedule, and technical requirements and identify key Lockheed Martin discriminators that directly address customer values.
• Request and manage Marketing Assist (MA), Bid and Proposal (B&P), and Independent Research & Development (IRAD) budgets to ensure investments remain aligned to strategic growth.
• Additional responsibilities: attending industry events, conferences, summits, & symposiums, identifying & establishing industry partnerships to maximize new business growth & collaborating with Engineering Leadership to support strategic growth. The position will also support the overall strategy development within the Space Security & Intelligence mission segment of the National Security Space LOB with the goal of significant LRP growth.

Key Responsibilities

• Assess industry & customer trends to identify opportunities
• Track the request & usage of New Business Acquisition Expenditure (NBAE) funds
• Develop communications materials for customer engagements and presentations
• Identify customer values and ensure inclusion of values in proposal offerings and solutions
• Execute proposal campaigns to deliver compliant responses that meet customer values
• Coordinate and attend industry events and attendance to ensure robust representation at trade shows and symposia
• Prepare presentations and brief Lockheed Martin and Customer Executives throughout the Capture Lifecycle

Standard Job Description: Evaluates and reviews consumer research, point-of-sale and syndicated data. Reports findings for major marketing, distribution, and manufacturing proposals and their impact on the sales function. Participates in the central development and implementation of new products, re-launches, new business building programs, sales rationale, etc. May also participate in presales or sales meetings to review proposed plans. Functions as liaison between regional sales and marketing function. Provides and/or initiates sales analysis affecting distribution, spending as it relates to volume, brand promotional strategy, and selling tools.

Basic Qualifications

• Experience in business development, capture management, and/or program management.
• Knowledge of National Security Space customers, their missions, enabling technologies, programs, key opportunities.
• Experience leading competitive pursuits.
• Experience supporting customer contact tracking, decision mapping, competitive intelligence and customer assessments.
• Demonstrated experience organizing and presenting data to senior/executive management. Communications skills in Power Point, Written media, and verbal presentations.
• Experience in leveraging stakeholder functional organizations: Program Management, Engineering, Sustainment Operations, Contracts, Business Ventures/Offset, and Legal
• Current Top Secret Single-Scope Background Investigation (SSBI)

Desired Skills

• Active TS/SCI with CI Poly.
• Knowledge the Space Force Space Control customers and landscape
• Extensive understanding of Lockheed Martin win plan, capture process, and business development practices.
• Demonstrated ability to proactively drive change and aggressively engage competitively to grow a large business unit in the aerospace and defense industry.
• Ability to think strategically and manage the development and execution of long-range objectives and strategic plans by identifying internal and external strategic opportunities and issues that could affect growth and profitability.

Pay Information

Full-Time Salary Range: $145100.00 - $269500.00

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

• Medical
• Dental
• Vision
• Flexible work arrangements and schedules (e.g., 4x10)
• 401(k) match
• Paid time off
• Holidays
• Parental Leave
• EAP
• Flexible Spending Accounts
• Education Assistance
• Life Insurance
• Short-Term Disability
• Long-Term Disability

• 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.