Capture Manager

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• As an essential part of the Top Aces International Business Development team, the Capture Manager – Europe spearheads and supports capture initiatives within European and NATO-aligned markets to promote growth and secure new business ventures.

• This position is accountable for defining opportunities, crafting successful strategies, and coordinating cross-functional teams throughout the entire capture lifecycle.

• Key responsibilities include Lead Investigation, Capture Management, Competitive Intelligence, Customer Engagement, and Proposal Support.

• Oversee capture initiatives for European and NATO opportunities, which involves shaping requirements, formulating capture strategies, and directing pursuits through the internal gated process.

• Collaborate with engineering, operations, finance, and senior leadership to create compelling, executable, and competitive capture plans tailored to airborne training and defense contracting sectors.

• Manage opportunity oversight, including pipeline development, qualification, and the upkeep of capture data within enterprise systems.

• Execute and coordinate competitive intelligence activities, such as Opportunity-Specific Assessments, market evaluations, and competitor analysis across NATO and European defense sectors.

• Formulate win strategies, value propositions, and differentiators aligned with customer priorities, procurement frameworks, and operational needs.

• Engage in bid and proposal activities, ensuring capture strategy, pricing rationale, and customer insights are thoroughly integrated into proposal submissions.

• Strategize and implement customer engagement plans, including meeting preparation, briefings, and follow-up actions with European Ministries of Defence, NATO agencies, and industry partners.

• Oversee Top Aces’ representation at European and NATO-related trade shows and industry events, including budget management, cross-functional coordination, and planning for customer engagement.

• Contribute to both internal and external communications, including marketing content, social media coordination, and brand promotion across European markets.

• Maintain and improve the BD SharePoint environment, guaranteeing accurate tracking of opportunities and timely completion of deliverables by team members.

• Advocate for the Top Aces brand and its capabilities at prominent European and international defense forums.

• Assist in the continuous enhancement of business development and capture processes, identifying opportunities to increase competitiveness and efficiency.

• Travel within Europe and internationally, potentially exceeding six weeks per year.

• Perform other duties as assigned by the Vice President, Business Development – International.

⛳️ Requirements

• Bachelor’s degree in Business, Engineering, International Relations, Defense Studies, or a related field.

• A minimum of 5 years of experience in business development, capture management, or defense contracting, ideally within European or NATO markets.

• Proven experience leading capture initiatives for government or defense procurements, including RFI/RFP responses.

• Strong comprehension of regional procurement processes, including NATO agencies such as the NATO Support and Procurement Agency and NATO Communications and Information Agency, along with national MOD acquisition frameworks.

• Documented capability to develop capture strategies, win themes, and competitive positioning.

• Experience in collaborating with cross-functional teams (engineering, operations, finance, legal).

• Exceptional communication, presentation, and negotiation abilities.

• Willingness to travel extensively within Europe.

• Proficiency in English.

• Background in airborne training, adversary air, aviation services, or defense aviation.

• Direct involvement with European MODs, including but not limited to: Germany (BAAINBw), United Kingdom (DE&S), France (DGA), Netherlands, Belgium, Norway, Denmark, Italy, or other NATO-aligned nations.

• Previous participation in NSPA or European Defense Agency tenders.

• Familiarity with military flight operations, airworthiness frameworks, or contractor-operated aircraft programs.

• Experience managing or contributing to complex, multi-year defense service contracts.

• Proficiency in additional European languages (German, French, Dutch, Spanish, Italian, or Nordic languages).

• Experience with CRM or pipeline management tools (Salesforce, SharePoint, or equivalent).

• Background in competitive intelligence, market analysis, or strategy development.

🏝️ Benefits

• Opportunities for professional development and growth.

• Multidisciplinary and multicultural collaboration at both local and global levels.

• A flexible work schedule.

• An attractive benefits package.