Capture Excellence and Price to Win (PTW)
GENERAL ELECTRIC GE Aviation
Location
Lynn, MA | United States
Job description
Job Description Summary
Capture Excellence and Price to Win (PTW) will look for indicators to help GE Aerospace Defense win new programs, and keep others sold. Candidates will need to employ strategic and critical thinking to the materials discovered, assessing market trends, competitors' approaches to pricing, key price components, notional solutions and derive competitor likely prices for key opportunities. Candidates will craft and deliver clear, concise, and impactful presentations for executive-level leadership providing actionable intelligence and recommendations.
Job Description
Roles and Responsibilities
- The successful candidate will perform the following job duties:
Leads preparation of Price to Win (PTW) work products in support of competitive proposals for Military Engines business. Performs work in accordance with GE Policy on ethical information collection, cooperates with finance estimating, Federal Acquisition Regulations (FAR) & Defense Federal Acquisition Regulations (DFARS) requirements, System Requirements & other govt. regulations. - Shapes, develops & matures business case analyses & cost methods resulting in a comprehensive bid/price strategy.
- Develops initiatives to increase proposal competitiveness via a standardized price to win / position to win process.
- Bringing in-depth insights and existing knowledge of (or ability to research and build knowledge of) competitors and their related pricing strategies in the engines, avionics, and/or power distribution businesses. This candidate will deliver Price to Win analysis during assigned competitive proposal opportunities. Candidate should also have a strong understanding of how to research and analyze competitors from a variety of angles (pricing, marketing, relationship/networks).
- Develop deal-specific target pricing ranges and allowable cost using internal and external benchmarks, understanding of market solutions, and market conditions.
- Identify trends across pursuits and provide guidance on optimization and process improvements, if applicable
- Teach others about pricing strategies and build acumen across the business
- Provide subject matter expertise to pursuit finance / commercial leads on business case development, commercial presentations to clients, and insights into market positions on commercial terms and conditions.
- Play a key role in Win Strategy sessions for priority opportunities.
- Collaborate with the Capture Managers to design and lead Black Hat sessions
- Collaborate and oversee development (or enhancement) of competitive pricing tools and templates supporting the target pricing capability.
- Define, monitor, analyze and report on Target Pricing capability adoption and effectiveness.
- Acts as the PTW lead on proposals comparing open source, publicly-available information regarding competitor’s likely cost, schedule, & technical elements to development rationale for competitor pricing
- Leads the ongoing collection of customer purchasing patterns/behaviors, customer budgetary information, likely terms/conditions, and any other special budgetary influences that create a picture to establish a range of prices at which a customer is likely to contract. Sources third-party information as appropriate to stay on top of trends and behaviors.
- Performs financial modeling & analyses related to major proposals, including rate studies & analysis, business case development, cash flow analysis, NPV & IRR, and presents analyses & recommendations to leaders.
- Researches & analyzes historical data, develops models to support proposal efforts & determination of accuracy of functional estimates.
- Participates in PTW reviews with management & customer reps.
- Initiates standard work and continuous process improvements to enhance productivity & efficiency within pricing and proposal functions.
- Develops, communicates, & implements Pricing policies/procedures, & conducts monitoring & surveillance activities to ensure that the policies/procedures are being thoroughly & consistently implemented.
- Assist in providing capture leadership with customer information, planning, analysis, and strategy on competitive business pursuits as an integrated presentation for bid/no bid decisions and for the long-range strategic plan.
- Possesses comprehensive written & oral communications skills to support proposal development activities, executive proposal reviews, defends views/positions with technical and program leadership. Possesses the ability to evaluate information, negotiate, and influence others to understand and accept new concepts, practices and approaches. The individual filling this role must act with conviction and be willing to make decisions with limited information.
Required Qualifications
- Bachelor's Degree from an accredited university or college (or a high school diploma / GED with at least 10 years of experience in a Sales or Program Management role or a Master's Degree with 6 years of experience in a Sales or Program Management role.
- Must be able to travel up to 20%
Desired characteristics
- Competitive Intelligence, Competitive Assessment or Cost Analyst experience
Strong oral and written communication skills
Strong interpersonal and leadership skills
Demonstrated ability to analyze and resolve problems
Demonstrated ability to lead programs / projects
- Combination of technical and business experience that enables the candidate to project competitor solutions and associated pricing for complex opportunities
- Ability to craft and deliver clear, concise, and impactful presentations for executive-level leadership that provide actionable intelligence and recommendations.
- Demonstrated ability to create trusted relationships with internal customers and stakeholders
- Ability to work independently with limited oversight
- Ability to manage multiple assignments and work them simultaneously
- Proficient in Microsoft Office Suite, especially PowerPoint and Excel
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer . Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
GE will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).
Relocation Assistance Provided: Yes
Job tags
Salary
