Description
PLEASE NOTE:
GM DOES NOT PROVIDE IMMIGRATION-RELATED SPONSORSHIP FOR THIS ROLE. DO NOT APPLY FOR THIS ROLE IF YOU WILL NEED GM IMMIGRATION SPONSORSHIP (e.g., H-1B, TN, STEM OPT, etc.) NOW OR IN THE FUTURE.
Please Note:
Role subject to U.S. export control restrictions. Successful candidates must either be a U.S. Person (defined by U.S. law as a U.S. citizen, U.S. permanent resident, asylee, or refugee) or a non-U.S. Person who is eligible to obtain any required export control authorization.
Work Arrangement:
This role is based remotely, but if you live within a 50-mile radius of Atlanta, Austin, Detroit, Warren, Pontiac, or Milford, you are expected to report to that location three times a week, at minimum.
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Relocation:
This job is not eligible for relocation benefits. Any relocation costs would be the responsibility of the selected candidate.
About GM Defense:
GM Defense is driving the future of military mobility by leveraging the best-in-class capabilities of General Motors for unmatched innovation, proven performance, and breakthrough life-cycle economics. We deliver reliable, affordable, and innovative products across a full spectrum of capabilities - integrated vehicles, electrification, autonomy, robotics, and security.
The Role:
GM Defense is actively engaged in the pursuit of Government program opportunities. These opportunities occur across the US Government, in the U.S. Department of Defense, (including the US Army, Navy, Marine Corps, Air Force and Joint Special Operations) and with international government/military customers. This role reports to the Vice President, Government Solutions & Strategy with responsibility to lead development of GMD processes and execution for activities for winning capture campaigns.
This senior individual contributor role is for a highly experienced technical expert in capture management that has extensive theoretical and practical knowledge on capture management, business development, and strategy. This role provides leadership for and oversees management of cross-functional processes, working groups, and teams to assess, develop, and capture GMD revenue and growth opportunities. The role is responsible for end-to-end processes and promoting excellence across the following value streams:
- Capture campaign development & support
- Proposal Development
- Pricing to Win
- Go to Market (GTM) Planning for Strategic Pursuits
- GMD Capture Process
- Opportunity & Competitive Intelligence
- Capture Support (Pricing to Win Process, Mentorship, Training, Toolbox, etc.)
- Coordination of Pursuit Partners
A fully qualified individual contributor will have proven capture acumen, be entrepreneurial, be organized, and be excessively customer focused. This individual will also have excellent people skills and able to advise and lead cross-functional teams of peers in a dynamic, fast paced, and demanding business environment. This individual will apply expertise to lead and execute a wide range of tasks, with a self-starter attitude, willing to "roll up the sleeves" with an "it's on me" mentality to meet tight opportunity deadlines. This role requires strategic and critical thinking, exceptional problem solving and the ability to drive cross functional execution.
Individuals are expected to operate within the GM Behaviors, such as Think Customer, Be Inclusive, One Team, and Win with Integrity.
What You'll Do (Responsibilities):
LEADERSHIP
- Lead Capture Management Excellence (CMX)
- Provide strategic guidance on the conduct of captures to capture and new business managers.
- Implement capture process improvement initiatives and the establishment of best practices.
- Partner with Business Development, Strategy and cross functional leads to identify and resolve new business issues to increase Pwin (Probability of Win).
- Drive quality in opportunity risk assessment and reporting. Establish mitigation and contingency plans to increase Pwin.
- Perform Win/Loss Analysis to identify shortfalls and foster the development of a culture of continuous process improvement.
- Lead, facilitate and work closely with business development and capture teams in the crafting and shaping of win strategies.
MANAGEMENT
- Provide expertise and support for capture and proposal teams in the conduct of competitive assessments, strategy development, color teams, independent reviews and gate readiness
- Develop best practices associated with capture artifact development to ensure effective integration of win themes, customer hot buttons, strengths and discriminators
- Oversee capture manager/team development and drive quality of updates for each specific program Capture Plan and Win Strategy
- Ensure effective Program Management practices are integrated in proposal development. Provide management focus on winning green programs
TRAINING
- Provide oversight and training for capture and proposal teams to win new business
- Provide on-demand training to assist capture teams with closing knowledge gaps
- Mentor GMD capture management teams
- Train others to effectively perform win plan activities and develop capture process artifacts.
- Provide teams with best practices associated with capture artifact development to ensure effective integration of win themes, customer hot buttons, and discriminators
- Provide oversight and training for capture, proposal manager, and competitive analysis activities to win business and growth opportunities for GMD.
Additional Description
Your Skills & Abilities: ( Required Qualifications):
- Bachelor's Degree
- 10-14 years of experience in Government Business Development, Capture, Program Management or Contract Management
- 10-14 years of experience leading cross functional teams, as well as collaborating well with others that are not direct reports in a team environment
- Proven track record of leading and winning major defense and government captures
- Capture and proposal management training (Shipley or other)
- Strategic planning and business development experience
- Significant experience working within Federal acquisition process
- Experience interfacing directly with Government customers and executive leaders
- Comfortable operating in a fast paced, high energy workplace
- Ability to work professionally on a team with internal and external sources
- Highly proficient in using MS Office suite of tools (Word, Powerpoint, Excel, Project) to produce professional written communication, such as reports, presentations, and correspondence
- Strong leadership, team building, management and organizational skills
- Proven ability to make sound decisions in stressful business situations
- Excellent communication skills; including verbal, written and presentation skills
- Proven ability to dissect complex issues, analyze data, and draw strategic insights to inform strategic positioning decisions relative to competitors
- Ability to lead consultative sessions and out briefs with senior leaders
- Works well under pressure to guide and support completion multiple tasks to meet strict deadlines with a passion to succeed
- Ability to travel up to 10% of the time or higher domestically based on business needs
- Must speak, read and write English fluently and clearly
- Possess a US Secret security clearance
What Will Give You a Competitive Edge (Preferred Qualifications):
- 14+ years of experience in Government Business Development, Capture, Program Management or Contract Management
- 14+ years of experience leading cross functional teams, as well as collaborating well with others that are not direct reports in a team environment
- 10+ years of experience in Government Business Development, Capture, Program Management or Contract Management
- 14+ years of experience leading cross functional teams and collaborating with non-direct reports
- Experience lead team of capture managers
- Experience leading Capture management Excellence (CMX)
- Master's degree in Business, Communications or Engineering Disciplines
- Demonstrated ability to operate in a fast paced, high energy workplace
- Knowledge of various contracting vehicles including Firm Fixed Price or Cost Plus
- Familiarity with core technologies and capabilities of GMD offerings
Compensation:
The compensation information is a good faith estimate only. It is based on what a successful applicant might be paid in accordance with applicable state laws. The compensation may not be representative for positions located outside of New York, Colorado, California, or Washington.
- The salary range for this role is $175,500 - $268,800. The actual base salary a successful candidate will be offered within this range will vary based on factors relevant to the position.
- Bonus Potential: An incentive pay program offers payouts based on company performance, job level, and individual
performance.
Benefits:
GM offers a variety of health and wellbeing benefit programs. Benefit options include medical, dental, vision, Health Savings Account, Flexible Spending Accounts, retirement savings plan, sickness and accident benefits, life insurance, paid vacation & holidays, tuition assistance programs, employee assistance program, GM vehicle discounts and more.
PLEASE NOTE:
GM DOES NOT PROVIDE IMMIGRATION-RELATED SPONSORSHIP FOR THIS ROLE. DO NOT APPLY FOR THIS ROLE IF YOU WILL NEED GM IMMIGRATION SPONSORSHIP (e.g., H-1B, TN, STEM OPT, etc.) NOW OR IN THE FUTURE.
Please Note:
Role subject to U.S. export control restrictions. Successful candidates must either be a U.S. Person (defined by U.S. law as a U.S. citizen, U.S. permanent resident, asylee, or refugee) or a non-U.S. Person who is eligible to obtain any required export control authorization.
Work Arrangement:
This role is based remotely, but if you live within a 50-mile radius of Atlanta, Austin, Detroit, Warren, Pontiac, or Milford, you are expected to report to that location three times a week, at minimum.
Relocation
This job is not eligible for relocation benefits. Any relocation costs would be the responsibility of the selected candidate.
About GM
Our vision is a world with Zero Crashes, Zero Emissions and Zero Congestion and we embrace the responsibility to lead the change that will make our world better, safer and more equitable for all.
Why Join Us
We aspire to be the most inclusive company in the world. We believe we all must make a choice every day - individually and collectively - to drive meaningful change through our words, our deeds and our culture. Every day, we want every employee, no matter their background, ethnicity, preferences, or location, to feel they belong to one General Motors team.
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Diversity Information
General Motors is committed to being a workplace that is not only free of unlawful discrimination, but one that genuinely fosters inclusion and belonging. We strongly believe that workforce diversity creates an environment in which our employees can thrive and develop better products for our customers. We encourage interested candidates to review the key responsibilities and qualifications for each role and apply for any positions that match their skills and capabilities. Applicants in the recruitment process may be required, where applicable, to successfully complete a role-related assessment(s) and/or a pre-employment screening prior to beginning employment. To learn more, visit How we Hire
Equal Employment Opportunity Statement (U.S.)
General Motors is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
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