The Senior Capture Manager provides capture process leadership to capture strategic business opportunities, specifically for quick-turn task order responses. Fully responsible and accountable for all capture activities from Step 1 through contract award and transition. Achieves unprecedented levels of capture process quality and increased competitiveness by insuring interdependent, timely and streamlined execution of the capture/proposal process.
Strong technical expertise in any of the following areas: contingency operations, facilities maintenance, operations and maintenance (O&M) or training.
(Typical duties include the following, although specific duties vary by assignment or contract)
Planning, directing, and controlling all activities related to the capture effort, including accountability of all phases of capture management. Will manage large task order responses to large, complex bids, as required.
For task order responses: performs all aspects of the pursuit strategy and proposal process, to include: preparing the Basis of Estimate and supplier statements of work, writing the task order response, managing the proposal process and supporting the transition in collaboration with the program after task order award.
Develops capture strategy that synthesizes information regarding the customer, competitors and the company's strengths and weaknesses. Creates a sound business case and value proposition based on customer requirements.
Translates the win strategy into a comprehensive capture plan including win themes and discriminators, competitive analysis, price-to-win, customer engagement plan.
Communicates the vision of success that inspires and energizes the capture team.
Builds an organization structure required to win and enables a smoothly operating capture team.
Gains and maintains stakeholder (senior management, partners, teammates) buy-in and support, and commitment of right resources to win.
Develops and manages the Capture Budget, including the bid and proposal budgets, to efficiently and effectively complete the Capture process within budget.
Develops appropriate teaming strategies, including definition and negotiation of teaming agreements.
Develops and Leads step reviews.
Mentors early career capture managers - i nstilling practices and behaviors that improves efficiency and effectiveness.
Provides leadership in fostering interdependency and maintains process accountability.
Performs other duties as assigned.
Knowledge & Skills
Extensive knowledge of capture management process that entails the development of management, technical and past performance approaches, cost volume management, teaming, pricing strategies and competitive assessments.
Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with senior managers, employees, and the general public.
Strong leadership skills with an ability to coach, lead, motivate and influence others to support corporate goals and objectives to produce a winning proposal within budget and schedule constraints.
Ability to understand profit and loss calculations and basic business finance.
Demonstrated ability to analyze business environments including typical terms and conditions and other typical bid requirements e.g. Letters of credit, offset, holdback, warranties, etc.
Ability to help formulate winning technical, management, past performance, cost and oral presentation strategies.
Experience & Education
Bachelor's degree in a related field. Two (2) years' experience in business development or related discipline can be substituted for each year of the four (4) years of college.
Ten (10) years of experience supporting business development and/or capture activities in the Federal sector to include related technical, federal contracting or program management experience with four (4) of those years focusing on capturing Government bids.
Aviation BOS capture experience is highly desired.
Proven results at competitively winning new business as a capture manager on programs of increasing size and complexity.
Experience in competitive analysis, customer analysis, win strategy development, conducting step reviews and price-to-win analysis.
Successful completion of Capture Management training courses preferred.
Top Secret security clearance required or ability to obtain.
Desired Experience / Skills
Prior US Military service or working in other federal agencies such as DoD, DoS, or other government agencies.
Experience in International Business Development and Capture preferred.
Relevant experience in program management, contract management. Formal capture manager training and accreditation.
Physical Requirements/Working Environment
Works in a normal office environment with controlled temperature and lighting conditions.
Must be able to work extended hours, often with short notice, to meet deadlines. Extended hours may include late nights, early mornings, weekends and holidays.
Demonstrate ability to work efficiently under conditions of multiple deadlines and changing priorities to produce a large volume of high-quality material with attention to detail.
Ability to travel domestically and internationally, if required, 15-20%.
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