Capture Manager

At World Fuel Services, our employees are the key to our global success. We are industry leaders due to the innumerable talents of our approximately 5000 strong professional team. Our people thrive in an entrepreneurial and culturally-diverse environment, where innovative thinking, collaboration and efficient execution are highly valued. Our high-performance culture is what allows us to drive sustained growth. Stronger together, we promote an environment where individuals can thrive.

World Fuel Services Corporation (NYSE: INT) is a Fortune 500 company providing aviation, marine and land energy, logistics, and technology solutions to customers and suppliers around the world. The company is a proud global leader in the downstream marketing and financing of aviation, marine and land fuel products, and related services. Headquartered in Miami, Florida with a global footprint of over 200 countries and territories, over 4000 employees, and revenues more than $42 Billion, World Fuel Services offers its customers a value-added outsource service for supply, quality control, logístical support, and price risk management.

As part of the Global WFS Defence Solutions, WFSA DG is to develop and deliver Safe, Sustainable, Affordable, and Innovative deployable energy solutions to the ADF that are: tailored, based on proven global know-how; and enable long term corporate opportunities across the Indo pacific.

Purpose of the Role

As a part of our Indo Pacific strategy, WFSA seeks a dedicated APAC Capture Manager to lead the pursuit of large opportunities, reporting to the APAC Program Manager. The Capture Manager is responsible for the capture leadership of assigned opportunities in support of the growth strategy and pursuit of long-term strategic investments. The Capture Manager must thrive in an environment where they are responsible for the management and execution of the full business development life-cycle process across multiple simultaneous pursuits and proposals.

Key Responsibilities
- Develop and refine branch plans that inform and enable strategic investment.
- Develop a plan for securing knowledge and understanding of the customer's requirements, issues, and needs during the pursuit and capture phases and lead planning sessions with core team.
- Strategize on win themes aligned with customer's critical needs.
- Coordinate meetings with customers, competitors, clients, and team members to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
- Plan and participate in capture activities, to include opportunity gate reviews, black hat sessions, collaboration and workshop sessions, proposal reviews.
- Lead competitive assessments, teaming, and price-to-win efforts.
- Lead the development and submission of white papers, RFI responses, and other proposal artifacts as assigned.
- Brief capture status to senior management, when appropriate, at specified milestones in the capture process, when material changes occur and as needed.
- Support other business development activities as assigned.
- Conduct after-action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
- Mentor other program managers and rotational program staff in the capture management process.
- Develop capture budgets and execute capture plans within those approved budgets.

Key Requirements:

- Bachelor's degree in a technical field and 15+ years of related experience or Master's degree and 13+ years of prior relevant experience. Additional experience may be considered in lieu of a degree.
- Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions, in order to respond to and win business with new and existing customers
- A proven track record of successful capture management in the logistics, modernisation, sustainment, and engineering across multiple domains (land, sea and air), organisations and program offices in the Defence and Government Sector at a variety of acquisition sizes
- Excellent written and oral communication skills
- Flexibility and adaptability to manage a range of different tasks and to work extra hours to meet deadlines

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