Capture Manager

About Us

When military bases, national security agencies, federal buildings, healthcare facilities, and leading commercial clients in Washington D.C and across the nation need superior facility support services, we answer the call. We offer a unique combination of government experience and facilities expertise that has helped us earn a position as one of the country’s leading integrated service providers.

EMCOR Government Services is seeking a motivated and detail-oriented Capture Manager with at least 10years of progressive experience supporting government contracts. This role blends capture management and opportunity lifecycle execution,with responsibility for pipeline management and Shipley-style gate reviews. This position is hybrid and operates out of our Alexandria Headquarters.#egs

The Capture Manager is responsible for leading the capture process for federal government opportunities from identification through proposal submission. This position directs all pre-RFP business development and capture activities, including opportunity qualification, customer engagement, competitive analysis, teaming strategy, solution development, Price-to-Win (PTW) analysis, pricing strategy coordination, and win strategy execution. The successful candidate will possess a demonstrated record of capturing and winning federal government contracts and leading cross-functional pursuit teams through the Business Development Lifecycle.

The Capture Manager works collaboratively with Business Development, Operations, Contracts, Pricing, Finance, Human Resources, Procurement, and Proposal teams to position the company for successful contract awards in facilities management and Operations & Maintenance (O&M). The position is responsible for developing and advancing a pipeline of strategic federal opportunities, leading pursuits ranging from standalone task orders to complex programs valued at $10M to $200M+, and supporting the growth objectives of EMCOR Government Services.

Capture Management

• Lead capture efforts for federal government opportunities from qualification through award.
• Develop and maintain comprehensive Capture Plans utilizing Shipley or equivalent methodologies.
• Create and execute win strategies aligned with customer requirements and buying influences.
• Conduct opportunity assessments, gate reviews, and bid/no-bid recommendations.
• Identify and document customer hot buttons, mission drivers, and procurement objectives.
• Develop competitor analyses and Price-to-Win assessments.
• Maintain opportunity action plans, milestones, and pursuit schedules.
• Establish and maintain relationships with government decision-makers, acquisition personnel, commercial customers, industry partners, vendors, subcontractor partners, and key stakeholders.
• Support attendance at industry days, pre-proposal conferences, networking events, site visits, and trade associations.
• Conduct market research using Gov Win, SAM.gov, Higher Gov, GSA eBuy, FPDS, USA Spending, and other federal procurement databases.
• Accountable for Business Development Pipeline to include monitoring and actioning recompetes, contract expirations, and new business opportunities.
• Develop and execute customer contact plans and engagement strategies.
• Lead cross-functional pursuit teams consisting of Operations, Pricing, Finance, Human Resources, Contracts, Procurement, and Proposal personnel throughout the capture lifecycle.
• Provide technical content and participate in color team reviews.
• Manage CRM platforms and capture documentation repositories.
• Collaborate with Operations leadership to develop compliant and innovative Facilities Operations & Maintenance (O&M) solutions.
• Support development of staffing plans, organization…