TITLE: Director of Capture - Federal Market
LOCATION: Residence within a 2-hour drive of Ashburn, VA (preferred, not required)
TRAVEL: Some travel required to meet with team and clients
About Us
The Providencia Group is led by a purpose: to address global challenges and make an impact that matters through delivering transformative solutions. This purpose defines who we are and extends to our relationships with our clients, our people, and our communities. We combine purpose, innovation, and experience to deliver impactful results.
About the Team
We are problem solvers working with leading agencies and organizations to help them address many of today’s most complex challenges. Our world-class team of technologists, program managers, and subject matter experts is uniquely qualified to address ever-evolving, large-scale challenges. In an imperfect world, The Providencia Group puts capability and purpose into action.
What you’ll be part of – TPG Culture
At TPG, we expect incredible tangible results. TPG professionals play a unique role in delivering these results. We reach across disciplines and borders to serve our global organization. We provide a roadmap focusing on people, our work, and continuous improvement. We see people as people, take care of each other, commit to the mission, move quickly and bravely, get better every day, and seek truth. We are the backbone of TPG.
About the Role:
The Director of Capture will manage two senior capture managers and mature capture process.
In addition to managing two senior capture managers, the Capture Director will directly work on captures including organizing and leading all the cross-functional activities and gate reviews required to pursue a qualified federal business opportunity including the development of bid discriminators/strengths, concept of operations, teaming/staffing plans, and the identification of technical content developers for the proposal.
The Capture Director will be expected to manage two captures simultaneously depending on the size and complexity of the bid. It is highly desirable to have experience capturing data analytic, investigative, and mission support opportunities.
Candidates should demonstrate a sustained ability to win complex prime contracts having values routinely reaching over $50M and that they have lead captures of at least $200M.
What You’ll Do
Oversee two senior capture managers and continue to mature the TPG capture process.
Develop the bid strategy, keeping senior management briefed on bid progress, and lead complex captures through the proposal contributors across the different functions.
Develop a high “Probability of Win” for those opportunities selected for capture and bid.
Partner with business development to plan and executive customer meetings.
Identify gaps and emerging requirements, perform market and economic analysis, conduct business intelligence, design and execute formal capture plans and monitor competitor activity for each capture.
Coordinate pre-proposal and proposal activities with internal partners and any major subcontractor or consultant effort.
Lead the development of the bid concept of operations, staffing plan, and technology solution.
Lead capture, blue team, green team gate reviews, and black hat presentations.
Interact routinely with all levels of management, functional POCs, staff, and customers, and follows through on tasking.
Conduct after action reviews from all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions to refine bid strategies to enhance proposal readiness.
Participate in and/or attend bidder conferences, oral presentations, and site surveys.
Communicate resource requirements and leveraging resources assigned effectively.
Gather, assess, and validate customer requirements.
Translate requirements into robust win strategy, carefully test and validate, and advance strategy to management and technical design with strong value proposition and differentiated bid elements based on compelling features and benefits.
Assist business development in negotiating teaming agreements and strategic alliances.
Manage opportunity validation and maturation to assist TPG in determining Pursue/No pursue and Bid/No Bid decisions.
Drive development and completion of critical bid artifacts required for proposal development; ensure integrity of win strategy through color reviews; support assigned Proposal Manager/Director by assisting with development of compliant and compelling bids.
Work within high performance teams in a matrix-management environment.
Minimum Qualifications & Skills
Minimum capture supervisory experience of three (3) years.
Bachelor’s degree plus at least five (5) years of leading large and complex federal captures
Contacts in federal government agencies.
Ability to work and execute a quick reaction process for Task Order identification, customer engagement and Task Order proposal response.
Ability to influence constructively and interact at the highest levels of the corporate structure.
Proven writing and content development skills. Samples may be requested.
Comfortable and confident working closely with senior and executive management within the company and with key federal customers.
Knowledge of government and military contracts, GSA and FAR with demonstrated ability in implementation of Shipley process.
Proven leadership skills in developing, organizing and executing significant capture activities, including building industry teams, assessing win probability and ensuring timely execution of customer call plans to win business with new and existing customers.
Demonstrable understanding of all contract types (e.g., non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus).
Ability to solve complex problems in winning bids.
Ability to lead geographically dispersed cross-functional teams, and to collaborate with subject and technical matter experts, functional leads, and Program Managers.
Ability to translate technical information into proposal submissions.
Ability to use automated tools and applications such as Salesforce, Microsoft Office, and Teams to present ideas, information, and reports.
Demonstrated business development knowledge including targeting, opportunity qualifications, capture strategy, customer visits, customer relationship development and relationship development with partner organizations.
Proven leadership skills in developing, organizing, and executing significant capture activities, including building industry teams, assessing win probability, and ensuring timely execution of customer call plans to win business with new and existing customers.
Demonstrable understanding of all contract types (e.g., non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus).
Must possess strong computer skills in MS Office, including Excel, Word, Teams.
Ability to type 45 wpm.
Desired Qualifications
Reside within two hours of the Corporate Office located in Ashburn, Virginia (preferred).
The Work Environment
This is a remote opportunity where occasional travel may be required, as needed. Since this is a remote role, must have a dedicated workspace conducive to full videoconferencing (camera and audio) for facilitating webinars and online discussions.
Work Schedule
This is a full-time position that typically works business hours Monday through Friday. Hours may vary depending on needs and may at times include travel, evenings, holidays, or weekends to meet specific project requirements.
Conditions of Employment
Complete a Drug Test.
Be at least 21 years of age.
Be able to obtain a Tier 2, Non-sensitive Public Trust (Moderate Risk) Clearance.
Available to travel as necessary.
Security Clearance/Background Check Requirements
Applicants selected will be subject to a government background investigation and may need to meet eligibility requirements for access to classified information.
Must be a U.S Citizen or Permanent Resident
Residency requirement - 3 consecutive years in the last 5 years
Physical Requirements/Working Conditions
Standing/Walking/Mobility: Must have mobility to walk sites and attend meetings with other stakeholders and employees.
Climbing/Stooping/Kneeling: 10% of the time.
Lifting/Pulling/Pushing: 10% of the time.
Fingering/Grasping/Feeling: Must be able to write, type and use a telephone system 35% of the time.
Sitting: Sitting for prolonged and extended periods of time.
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