Manager Capture Management

Job Summary

Manage strategic capture efforts to secure new business opportunities or re-compete contracts in sectors that are highly competitive and require long-term contracts which often involve complex proposals and negotiations.

Facilitate partnerships with business development, proposal, and project teams to ensure Medline's capabilities align with customer needs.

• Formulate strategic plans to capture identified opportunities, including defining value propositions and differentiators.
• Develop and implement detailed capture plans, including win strategies, competitive analysis, customer engagement, and teaming strategies.
• Communicate capture strategy to the sales team and ensure effective implementation.

• Lead capture efforts for priority opportunities from identification through proposal submission.

• Lead collaboration efforts with sales, marketing, and project teams, to ensure a cohesive approach to capturing new business.
• Coordinate with internal teams (technical, pricing, contracts, proposal) to develop compliant and compelling solutions.
• Streamline interactions between Business Development, Operations, and administrative staff members.

• Oversee market and competitive analysis to identify potential business opportunities and inform capture strategies.
• Collaborate with the product division to evaluate the potential market and government selling prices to ensure Medline is competitive.
• Conduct formal reviews, analyses, and other strategic assessments to inform pursuit decisions.

• Facilitate the bid process from re-solicitation through proposal submission, ensuring compliance with customer requirements and deadlines.
• Oversee development of marketing presentations to industry clients.
• Support forecasts and budgets with appropriately detailed marketing plans.

• Identify and negotiate with potential teaming partners, subcontractors, and vendors.
• Oversee needs and resources required in negotiations with clients and partners.

• Lead evaluation of the effectiveness of capture strategies and processes, adjusting as needed to improve future outcomes.
• Facilitate gate reviews and ensure compliance with internal business development processes.
• Track and report capture metrics, risks, and mitigation strategies to leadership.

• Build and maintain relationships with potential clients, partners, and key stakeholders.
• Develop and maintain strong relationships with potential and existing clients to understand their needs and challenges.

• Typically oversees professional employees/teams OR manages non-professional employees through Supervisors in manufacturing, distribution or office environments.
• Day-to-day operations of a group of employees.
• May have limited budgetary responsibility and usually contributes to budgetary impact.
• Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies.
• Provide general guidelines and parameters for staff functioning.
• Hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies.

• Typically requires a Bachelor’s degree in a business-related field.
• At least 5 years of Capture Management experience with proven capability to execute a capture strategy and win pursuits.
• Strong understanding of procurement processes (e.g., FAR, DFARS, or commercial RFPs).
• Ability to formulate and implement strategies to capture new business opportunities effectively.
• Comprehensive understanding of the products or services and alignment with appropriate sector.
• Proficiency in identifying challenges and crafting innovative solutions to overcome them.
• Ability to manage multiple priorities and work under tight deadlines.
• Proficiency in CRM and proposal management tools.
• Proficiency with MS Office.
• Position requires travel up to 25% of the time for business purposes (U.S. domestic).

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