Capture Manager; Government Services

Purpose

This is a key position in a growing small business focused on ensuring continued growth and success in the Federal Government market. This is a dual‑hatted role with opportunity for significant impact. This position leads the company’s efforts to identify new opportunities, qualify opportunities, grow the current pipeline, execute the growth strategy, and win work through the management and execution of successful proposal efforts.

The individual must thrive in an environment where they are responsible for the management and execution of the full BD life‑cycle process across multiple simultaneous pursuits and proposals.

The ideal candidate will have DoD experience and have previously served in a business development / proposal manager capacity. This individual will be expected to identify gaps and emerging requirements, perform market and competitive analysis, conduct business intelligence, execute the strategy in conjunction with the COO, lead customer and industry engagements, and oversee capture and proposal activities within this market. The individual will assist in the development of overall market strategy, build strategic partnerships across industry, assess win probability, execute customer call plans to shape acquisitions, and manage/execute complex proposal efforts in order to respond to and win business with new and existing customers.

Capture Manager

Tampa, FL

• Develop, evolve, and mature strategic growth plans and identify promising, addressable new business opportunities in the assigned market segment.
• Plan, direct, coordinate and control all activities related to assigned capture efforts, including accountability of all phases of capture management until contract award. May manage large complex capture efforts.
• Develop a capture plan which includes a description and analysis of the opportunity, customer, competition, team, pursuit/win strategy, pricing strategy, and capture resource needs, with an integrated action/contact plan.
• Focus on customer‑oriented solutions, forming a competitive team and coordinating the integration of subject matter experts and functions required to position the team and maximize probability of win.
• Prepare capture team staffing plan and overall resource basis of estimate.
• Develop and implement customer contact plan across all levels of customers.
• Identify customer’s key issues, concerns and “hot buttons” through direct customer contact leveraging Business Development and Business Area resources.
• Lead the Capture and Proposal Business Decision Gate reviews for all pursuits assigned.
• Ensure effective and efficient implementation of proven best practices for activities such as strategy workshops/reviews, proposal planning, proposal development/reviews, and proposal production.
• Lead win strategy, competitive assessment, and pricing strategy workshops and prepare/complete strategic action plans, Return on Investments, risk assessments.
• Ensure winning technical, management, price, and past performance approaches are developed by the capture team.
• Conduct thorough draft/final Request for Proposal analyses and develop effective questions for customer.
• Provide guidance to Proposal Manager in development and execution of a Proposal Management Plan, including technical, management, pricing, and past performance/corporate experience.
• Interact with and provide guidance to Proposal Manager on the entire proposal/orals process to ensure well‑written, compliant, and competitive volumes/slides incorporating win themes, discriminators, and program insights.
• Ensure timely selection and participation in pursuit process of key personnel for program implementation and management.
• Establish the company as preferred contractor prior to release of Request for Proposal through advertising and other communication means.
• Develop and manage the Capture Budget, including the sales and marketing and the bid and proposal budgets, updating as required.
• Develop effective teaming strategies, including negotiation of teaming agreements.
• Ensure data is entered and updated in relevant business development information system(s).
• Support trade shows and…