Staff Capture Manager

Expertise and Functions:

• Lead assigned Federal Government capture opportunities from qualification through proposal submission
• Develop, maintain, and execute comprehensive capture plans for assigned opportunities
• Establish capture objectives, milestones, action plans, resource requirements, and schedules necessary to position KIHOMAC for successful competition
• Serve as the primary point of accountability for capture strategy, readiness, and execution for assigned opportunities
• Coordinate capture activities across Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal organizations
• Maintain capture momentum and accountability by assigning actions, tracking milestones, identifying risks, and escalating issues requiring leadership attention
• Assess opportunity maturity and capture readiness and recommend continued investment, corrective actions, or No-Go decisions when appropriate

• Develop and execute customer engagement strategies designed to improve understanding of customer missions, requirements, priorities, acquisition strategies, and evaluation drivers
• Research and analyze customers, incumbents, competitors, acquisition history, contract vehicles, budgets, and market conditions
• Develop competitive assessments identifying competitor strengths, weaknesses, likely strategies, and KIHOMAC positioning
• Identify customer hot buttons, key requirements, decision drivers, and potential discriminators
• Develop and maintain opportunity-specific win strategies, win themes, value propositions, and discriminators
• Translate customer and competitive intelligence into actionable capture strategies

• Research and qualify Federal Government opportunities using SAM.gov, Gov Win, agency forecasts, customer engagement, industry sources, and other market intelligence resources
• Manage an assigned portfolio of strategic capture opportunities within the corporate business-development pipeline
• Maintain accurate opportunity status, capture milestones, PWIN assessments, customer engagement activities, competitive positioning, teaming status, and resource requirements
• Participate in pipeline reviews and recommend prioritization of corporate capture resources and investment
• Support development and execution of corporate and business-area growth plans

• Identify capability gaps and determine appropriate Make/Buy/Team strategies for assigned opportunities
• Identify, evaluate, and recommend potential teammates based on capabilities, past performance, customer relationships, competitive positioning, and strategic value
• Establish and maintain relationships with prime contractors, subcontractors, technology providers, and other strategic partners
• Develop opportunity-specific teaming strategies that strengthen KIHOMAC's competitive position
• Coordinate with Contracts and corporate leadership in the development of NDAs, teaming agreements, and other capture-related agreements

• Lead cross-functional development of differentiated and executable solutions responsive to customer requirements
• Coordinate with technical and operational subject matter experts to develop technical, management, staffing, transition, and performance approaches
• Facilitate solution-development sessions and ensure proposed solutions align with identified customer needs and competitive strategy
• Coordinate with Pricing, Finance, Operations, and leadership to develop competitive pricing strategies
• Support development of price-to-win assessments and evaluate competitive pricing considerations when appropriate
• Ensure capture strategies balance customer value, competitive positioning, execution risk, and KIHOMAC business objectives

• Prepare and lead executive gate reviews for assigned opportunities
• Present opportunity assessments, customer intelligence, competitive analysis, teaming strategies, solution concepts, pricing considerations, PWIN assessments, risks, resource requirements, and recommendations to corporate leadership
• Provide objective Go/No-Go recommendations based on opportunity maturity, competitive position, strategic alignment, resources, and expected return
• Identify capture deficiencies and establish corrective actions prior to subsequent gate reviews
• Provide leadership with timely visibility into significant changes affecting opportunity strategy or PWIN

• Establish proposal strategy prior to solicitation release to the greatest extent practical
• Coordinate with Proposal Management to ensure an effective transition from capture to proposal execution
• Provide the proposal team with documented customer intelligence, competitive assessments, win themes, discriminators, solution strategies, teaming arrangements, pricing strategies, and other capture artifacts
• Support development of proposal outlines, storyboards, executive summaries, technical and management approaches, and other…