Capture Manager

The Capture Manager identifies, qualifies, and captures business development opportunities throughout the procurement lifecycle, and will be responsible for the generation of qualified pipeline growth.  In addition, the Capture Manager plans and recommends business development, capture and marketing strategies to achieve maximum customer and market penetration consistent with financial objectives and to drive tactical and strategic growth. 

ESSENTIAL FUNCTIONS

• Proactively identify new customers and business opportunities.
• Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
• Conduct competitive analyses, develop pricing and solution strategies, assist in identifying and negotiating teaming partnership relationships, participate as needed in proposal development to ensure the critical strategic messages are embodied in the proposal and ensure that the win theme is evident in the final product to maximize the probability of win.
• Support and perform research and technical writing.
• Manage pipeline entries, develop queries and reports, and ensure accuracy of CRM database contents.
• Manage the transition process from opportunity to proposal. 
• Manage business development planning activities, to include weekly/monthly pipeline reviews, Capture Strategy Plan development, opportunity gate reviews, black hat sessions, win theme and discriminator workshops, and proposal reviews.
• Identify the resources required to pursue a bid.
• Mentor and train business development analysts and junior capture associates.
• Ability to travel up to 25% to 50%.

EDUCATION AND EXPERIENCE: 

• Bachelor’s degree from an accredited college or university is required.
• At least 5 years of experience managing federal or defense programs is required, and two years of experience in business development or capture management. 
• Experience with managing multiple capture efforts and winning U.S. Government and DOD contracts ($10M+ in Total Contract Value).
• Experience executing all phases of a large, multi-year capture effort, including strategic planning, addressable market analysis, competitive analysis, teaming, price-to-win analysis, and full proposal development.
• An extensive professional network of contacts within the federal government as well as industry partners.
• Knowledge/understanding of the Shipley Proposal Process; APMP or Shipley certification is preferred.

KNOWLEDGE/SKILLS/ABILITIES: 

• Knowledge of and ability to research, review and comment on Federal Government Requests for Proposals, Performance Work Statements, Requests for Information and Sources Sought from multiple opportunity portals (i.e., GSA eBuy, GovWin, SAM.gov, FPDS.gov, Agency Acquisition Portals, etc.).
• Proven capture experience with demonstrated ability to plan and execute winning capture strategies and efforts.
• Ability to conceptualize a vision for winning, to develop a capture plan that implements the vision, adjust the vision as the procurement unfolds, and to manage the capture activities and team to achieve the vision.
• Research to understand customer’s needs and objectives for both TAPE and the customers who will evaluate the proposal(s).
• Strong leadership, teamwork and interpersonal skills including the ability to:  anticipate problems, keep capture activities moving forward and achieve effective progress.
• Proven track record in managing large cross-functional capabilities and proposals effectively and consistently.
• Demonstrated working knowledge of the Federal Acquisition Regulations (FAR).
• Understanding of Federal market, trends, competitive pressures, and regulatory constraints.
• Strong written and verbal skills to effectively communicate the capture plan and status across the capture team and upwards to management.
• Deep understanding of pricing, baseline pricing strategies, and the evolution of pricing strategies into business strategies that are competitive and compelling for the customer.
• Ability to gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with technical staff, managers, and peers across the Company.
• Exceptional time management skills.