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Training Services Business Lead
Raytheon Company | New York, New York
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Job Description

Job Title: Training Services Business Lead
Req ID: 129946BR
Location(s): London, South and West England

Role Description:
Reporting to the relevant Raytheon UK Managing Director and the Business Development and Strategy Director, this high profile role will be responsible for leading a multi-disciplined, company-wide (UK/US) team to capture and then execute delivery of a series of major, strategic military training contracts in the UK and Middle east. Important opportunities include the British Army’s Collective Training Transformation Programme; Project Selborne, the Royal Navy’s programme to transform the management and delivery of the majority of RN UK shore-based training; a major transformative training opportunity with a UK intelligence organisation; and multi-million pound middle eastern training opportunities inserting technology innovations, virtual reality and gaming technologies; and a series of other complex and transformational training programmes. The combined value of these contracts comfortable exceeds £1Bn and all are due to be let within the next 3 or 4 years.
The Training Services Business Lead must be able to work at all levels within Raytheon UK and US, partner companies and, most importantly, the military customer organisation by engaging with key stakeholders (internal and external), and identifying and addressing their collective training needs. A strong innovative and commercially aware approach will be critical to delivering success.

This is a complex and challenging role that will be both highly rewarding and high profile, with extensive communication and interfacing requirements with MoD organisations. It demands excellent interpersonal skills and high levels of energy and stamina and, above all, a personal commitment to providing the HMG with a world class collective training system and service. Work location can be flexible, but there will be a focus on Raytheon’s facility in London and customers facilities which are typically located in the south and west of England.
Raytheon is one of the largest providers of training services in the world. We are a training services prime contractor and industry partner that can provide an integrated, holistic approach to transform training services, continually advancing and adapting to ever changing operational environments and advancements in technology. We have deep knowledge and experience in designing, developing, integrating, managing, maintaining and sustaining live, virtual, constructive and gaming (LVC-G) training and simulations systems. Our global training solutions give customers, particularly those in mission critical environments, a decisive operational advantage by leveraging our global training and simulation programme expertise and the latest technologies to align tailored business analytics, programme management and asset life-cycle solutions to mission objectives. We deliver this advantage for military, government, commercial and international customers.
Raytheon delivers training services, training support and a comprehensive portfolio of highly experienced staff based in over 100 offices worldwide. With a robust supporting infrastructure with reach back capabilities to a pool of qualified system engineering and training and simulation subject matter expert staff, Raytheon has the depth of experience and qualifications required to transform training solutions UK customers.

Detailed responsibilities for the role are as follows:

Capture Responsibilities
Relationship Management
• Identify and leverage customer decision-makers and influencers and their interrelationships throughout the capture process to assure capture is properly customer focused
• Stay abreast of capture status, procurement status with the customer and assessing and re-planning appropriate responses
• Develop and execute customer engagement plans that address customer’s internal factors; external factors; and customer’s perceptions of Raytheon to shape procurement decisions and ensure customer success
• Use competitive intelligence tools and techniques to learn and assess customer issues, hot buttons and key performance parameters and appraise competitor’s potential solutions
• Successfully maintain continuity of customer relationship through all phases of capture and transition to contract award

Win Strategy Development
• Perform comprehensive customer and competitor assessment to develop the win strategy, discriminators, and counters to competitor’s discriminators
• Develop capture strategy offering differentiated customer-focused solutions based on information gleaned from the customer and competitive assessments
• Develop initial win strategy, discriminators and counters to competitor’s discriminators early in the capture life-cycle and updates them as necessary
• Ensure capture strategy is consistent with Business growth strategy
• Drive early Price to Win development and updates as needed from competitive intelligence
• Create sound business case and value proposition based on customer requirements
• Translate win strategy into executable capture plan and proposal development plan
Capture Management
• Take initiatives to build an effective, motivated, and winning capture team by identifying and obtaining key cross-functional personnel and other required resources
• View capture like a programme and uses proven programme management tools and techniques to establish, update, execute, and measure capture plans
• Create operational efficiencies in execution through compliance with, and effective process tailoring of Winning New Business processes by leveraging lessons learned
• Demonstrate ability to gain and maintain stakeholder buy-in and support, including commitment of right resources for plans and potential solutions
• Drive the capture team to develop differentiated customer focused solutions based on an analysis of customer issues, hot buttons and key performance parameters; and an assessment of competitor’s potential solutions
• Use proven financial management tools and techniques to deploy company investment and resources in a holistic manner to realize win strategy
• Work with proposal manager to develop proposal strategy, proposal plan, and proposal budget and effectively transitions capture strategy to proposal strategy

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About Raytheon Company

Raytheon Company is a technology and innovation leader specializing in defense, civil government and cybersecurity markets throughout the world. With a history of innovation spanning 92 years, Raytheon provides state-of-the-art electronics, mission systems integration and other capabilities in the areas of sensing; effects; and command, control, communications and intelligence systems; as well as a broad range of mission support services

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