Capture Manager

EMCOR Government Services, Inc.; Alexandria (VA); On-site; USD 140,000 - 180,000; Full time

Job summary

EMCOR Government Services, Inc. in Alexandria, VA is seeking a motivated Capture Manager with a strong track record in federal opportunities. The role blends capture management and opportunity lifecycle execution, with emphasis on pipeline development and Shipley-style gate reviews.

This is a hybrid position based at our Alexandria Headquarters. The successful candidate will lead cross-functional pursuit teams and coordinate with Operations, Contracts, Pricing, Finance, and Proposal personnel to

Qualifications

• Bachelor's degree in related field.
• 10+ years of federal capture management and related government contracting experience.
• Familiarity with SAM.gov, FPDS, and FAR/DFARS.
• Experience with Shipley or Shipley-like methodologies.
• Strong writing and organizational skills.
• Experience with MS Office Suite including Teams, SharePoint, and Planner.
• Top Secret clearance preferred.
• Experience in Operations & Maintenance and Facilities Support Services is preferred.

Responsibilities

• Lead capture efforts for federal government opportunities from qualification through award.
• Develop and maintain Capture Plans using Shipley or equivalent methods.
• Create and execute win strategies aligned with customer requirements.
• Conduct opportunity assessments, gate reviews, and bid/no-bid decisions.
• Develop competitor analyses and Price-to-Win assessments.
• Manage opportunity action plans, milestones, and pursuit schedules.
• Collaborate with cross-functional teams to position the company for awards in Facilities Management & O&M.
• Assist in transition planning for complex contracts.

Skills

Capture management

Proposal development

Federal contracting

MS Office proficiency

Writing and organization

Education

Bachelor's degree in related field

Tools

GovWin

FPDS

SAM.gov

USA Spending

SharePoint

MS Planner

Job description

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.

Job Summary

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

Essential Duties & Responsibilities

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 Managerworks 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 GovWin, SAM.gov, HigherGov, 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 structures, preventive maintenance programs, asset management approaches, CMMS strategies, and quality control programs.
• Analyze Performance Work Statements (PWS), Statements of Work (SOW), and technical requirements for facility management and O&M opportunities.
• Coordinate with subject matter experts to develop technical discriminators and operational win themes.
• Assist in transition planning and startup strategies for complex federal O&M contracts.
• Evaluate labor strategies, collective bargaining agreements, prevailing wage requirements, SCA compliance, and workforce transition risks.
• Leverage incumbent intelligence and operational assessments to identify opportunities for service delivery improvements, efficiencies, and cost savings.

Qualifications

Qualifications:

• Bachelor's degree in Business Administration, Public Administration, Supply Chain Management, Engineering, Facilities Management, Construction Management, or related field.
• 10+ years of progressive experience in federal capture management, business development, operations, contracts, proposal development, or related government contracting disciplines.
• Familiarity with procurement systems (SAM.gov, FPDS, eSRS) and FAR/DFARS.
• Demonstrated experience utilizing Shipley or Shipley-like Business Development methodologies, capture planning processes, and gate review frameworks.
• Strong writing and organizational skills.
• Demonstrated experience with MS Office Suite to include MS Teams, SharePoint, and MS Planner.
• Experience using GovWin, HigherGov, SAM.gov, FPDS, USA Spending, and other federal market intelligence and CRM platforms.
• Certifications: APMP Foundation/Practitioner, NCMA CFCM/CPCM, Shipley Certification, CHFM, CFM, or equivalent (preferred but not required).
• Active Top Secret clearance or the ability to obtain and maintain a Top-Secret clearance is preferred.
• Experience pursuing contracts in Operations and Maintenance and Facilities Support Services is preferred but not required.

Equal Opportunity Employer

As a leading provider of mechanical and electrical construction, facilities services, and energy infrastructure, we offer employees a competitive salary and benefits package and we are always looking for individuals with the talent and skills required to contribute to our continued growth and success. Equal Opportunity Employer/Veterans/Disabled

Affirmative Action Policy

Please review our

Geographic Disclosure

Compensation Range: $140,000 - $180,000

Other Compensation: none

Benefits: We are committed to providing employees a comprehensive benefits package which includes medical, dental, and vision coverage, along with health savings and flexible spending accounts, life insurance, disability, a 401(k) Savings Plan, College Coach and employee assistance program.