Capture Manager

Arena Technical Resources, LLC (ATR); Leesburg (FL); Remote; USD 100,000 - 130,000; Full time

Job summary

A leading company is seeking a Capture Manager to lead acquisition efforts for complex business opportunities. The role involves developing capture strategies, managing proposal teams, and ensuring compliance with government procurement practices. Ideal candidates will have extensive experience in business development and strong communication skills.

Qualifications

• Minimum 8+ years directly related experience in capturing and closing DoD, DHS and DISA business.
• Experience closing single-award deals over $10M+ annually.

Responsibilities

• Leads the acquisition process for high complexity business opportunities.
• Develops capture strategies and marketing philosophies.
• Manages the opportunity assessment process and bid decisions.

Skills

Analytical skills

Communication skills

Education

Bachelor’s Degree

Job description

Job Title: Capture Manager

Location: Remote

Clearance/Eligibility: Must be authorized to work in the US.

Job Description:

The Capture Manager leads the acquisition process effort for business opportunities of high complexity and/or strategic importance. Analyzes the draft RFP/SOW, develops and implements the capture plan, and orchestrates all capture activities during the proposal phase and post-submittal activities. Defines capture team resource requirements and costs associated with bid, and identifies and trains capture team members to ensure necessary support elements are available. Assesses capabilities, strengths, and weaknesses and is responsible for the development of capture strategies and marketing philosophies. Interacts with broad range of departments (i.e., Operations, Human Resources, Finance, Contracts, etc.) to develop win and price strategies. Prepares and presents recommendations to the leadership team.

Roles & Responsibilities:

The Capture Manager reports to the CEO and is responsible for leading the capture functions to win. Duties will involve full life cycle capture management including managing the opportunity assessment process, assisting with bid/no bid decisions, assist in building relationships with key partners, designing and executing a winning proposal strategy. The primary responsibilities of the individual selected for this role will include, but not be limited to, the following:

• Has overall responsibility for winning assigned opportunities within DoD, DHS and DISA
• Develops the Capture Plan and identifies the Capture team and Proposal team members in coordination with BD and Operations leadership.
• Adheres to capture progression and all Gate Review presentations and is responsible for opportunity-specific data in the opportunity database.
• Develops final win themes, win strategies, value propositions, and differentiators.
• Ensures price to win (PTW) analysis is conducted and the PTW target is established
• Leads development of technical and management solutions.
• Supports the Proposal Manager and Proposal team, as required, including contributing to proposal reviews, proposal writing when required, and providing overall guidance to the team
• Assesses and continually updates competitor capabilities, performs analysis of competitor strengths, weakness, opportunities, and threats (SWOT), and conducts team gap analysis
• Prepares NDA requests and provides to Contracts/Subcontracts for execution prior to any detailed discussions with outside companies or personnel.
• Establishes meaningful teaming selection criteria.
• Prepares teaming Statements of Work (SOW) (Exhibit A) and coordinates with Contracts to negotiate and fully execute teaming arrangements.
• Negotiates team share and work lanes for prime and subcontractor positions.
• Prepares consultant justifications and works with Contracts to ensure compliance with client's purchasing system review.
• Leads and motivates internal Capture team, shares updates in a timely manner, and provides ongoing feedback on contributions.
• Identifies and secures dedicated resources.
• Schedules/facilitates team status meetings.
• Establishes/clarifies meaningful roles/responsibilities for team members.
• Encourages positive working relationships among all team members.
• Develops expectations for moving forward to include anticipated activity schedule, key milestones, and anticipated challenges.
• Utilizes industry best practices to increase the probability of win (PWin) through development of strategies and themes to support competitive proposal submissions that meet and/or exceed customer’s expectations.
• Identifies potential capture risks, as well as develops avoidance and alternate risk mitigation strategies.
• Leads the development of team capture strategies, win themes, executive summaries and discriminators. Prepares teaming gap analysis.
• Exhibits creativity in strategic approach, pricing and offers unique solutions.
• Conducts after action reviews for all opportunity capture participants to document lessons learned and identifies necessary adjustments to capture technique, strategy, and actions.
• Completes B&P requests or request updates as needed by obtaining an estimate of resources from the Operations and functional support organizations.

Qualifications:

• Bachelor’s Degree preferred in business or government or information technology (without a degree, an additional 4 years of relevant experience)
• Minimum 8+ years directly related experience in capturing and closing DoD, DHS and DISA business
• Experience closing single-award deals over $10M+ annually.
• Ability to work independently with minimal supervision, as well as work within a team environment.
• Analytical skills relating to business development and capture management.
• Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.
• Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.
• Established relationships with domestic customers, associated primes and appropriate government organizations.
• Demonstrated knowledge of US government procurement practices.
• Thorough knowledge of entirety of BD lifecycle and the Shipley method.