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Aerospace & Aeronautics
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Mgr III Prcg Strat/Pol Anlys
Raytheon Company | Tewksbury, Massachusetts
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Job Description

General Overview: Raytheon IDS has an immediate opening for a Manager III, Pricing Policy and Analysis lead that specializes in analyzing competitive intelligence and Position to Win (PoTW). The leader in this position, reporting to the Dir of PoTW while directly supporting the CMX Director of the assigned Business Area, is responsible for synthesizing intelligence from primary and secondary sources to recommend Raytheon’s most strategic positioning on US and international pursuits. She or he will work closely with cross-functional teams to analyze competitor technical solutions and historical bid strategies, as well as customer care-abouts and customer award behavior, to estimate probable competitor pursuit strategies. The resulting analysis will inform how Raytheon positions itself on the largest, most strategic pursuits.
The leader in this role is responsible for preparing thoughtful, defensible analyses that will influence decision making on multi-billion dollar procurements. Through the use of leading-edge digital technologies and industry-specific content providers, he or she will analyze critical customer evaluation criteria (including schedule, cost, risk and price) market dynamics, and competitive strategies on Raytheon’s top pursuits. The individual in this role will help guide the capture team’s assessment of Raytheon’s market position, determine strategy alignment, and maintain / build upon Raytheon’s competitive advantage to increase our probability of winning (Pwin).
The successful candidate requires a strong ability to apply creative, data-driven initiative to develop defensible Position to Win (PoTW) analysis using industry-leading tools, methodologies, and practices. This role requires strategy, critical thinking, and problem solving skills, as well as the ability to conduct, and draw conclusions from, sophisticated research. The successful candidate will have a record of success in building support across competing stakeholders, motivating others, promoting teamwork, fostering open communication, establishing trust, and demonstrating adaptability. This is an highly visible role, requiring regular presentations of findings and recommendations to executive level audiences.
Major Responsibilities Include:
  • Cultivate, develop, and institute best PoTW practices across the enterprise
  • Partner with Capture Managers and Capture Management Excellence Integrators to develop independent, unbiased Position to Win (PoTW) assessments for IDS Pursuits
  • Gain alignment with capture team while maintaining independence
  • Employ a variety of Position to Win (PoTW) methodologies to develop estimates of prospective competitor offerings using cost and statistical modeling tools to effectively capture key information
  • Utilize competitive intelligence to develop a competitive bid strategy recommendation
  • Establish an experience-based track record of competitor bid behavior to enable adequate evaluation of competitor bid approach on major pursuits
  • Brief Pursuit, Mission Area, and Business Senior Leadership on Position to Win and bid strategy recommendations
  • Use cost modeling techniques to effectively capture key information required to develop competitor bid estimates and recommend Price to Win (PTW) targets
  • Establish credibility to gain "buy-in" and influence the capture team
  • Maintain and leverage extensive internal and external network to identify new competitive intelligence
Required Skills, Experience and Education:
  • BS/BA degree from an accredited university or college
  • 10+ years of experience
  • Strong knowledge of acquisition process for U.S. DOD, Foreign Military Sale, and Direct Commercial Sale proposals
  • Possess an in-depth understanding of Position to Win (PoTW) or Price to Win, from either commercial or defense
  • A strong background in proposal management/capture execution, responding to RFIs and RFPs is essential
  • Active Secret Security Clearance (DoD), or ability to obtain within a year of service
Desired Skills, Experience, Education and Attributes:
  • Master’s Degree from an accredited university or college
  • Formal capture manager training and accreditation
  • Maintain a perspective on world events, the defense industry, customer demand trends, and competitors’ strategies
  • Strong familiarity with Raytheon’s major competitors along with demonstrated competitive wins, and with associated competitor/industry knowledge.
  • Strong knowledge of Raytheon Capture Management processes and procedures
  • Must be able to develop relationships with internal and external customers
  • Strong presentation skills and executive influencing
  • Able to work collaboratively across organizations, resolve problems and achieve results
  • Must be a self-starter, well organized and able to multi-task
  • Outstanding interpersonal and leadership skills and ability to persevere in a demanding and stressful environment

This position requires either a U.S. Person or a Non-U.S. Person who is eligible to obtain any required Export Authorization. 149704

Raytheon is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, age, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.


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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