Capture Manager

The Garland Company, Inc.; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

The Garland Company, Inc. seeks a Capture Manager – Federal Division to identify, qualify, and secure federal contracting opportunities.

You will lead the full capture lifecycle, from lead generation through contract award, building strategic relationships with federal agencies to position Garland as a preferred provider of roofing and building envelope solutions. Required are 7+ years in federal business development or capture management, a Bachelor’s degree, and strong FAR knowledge.

Qualifications

• Minimum 7 years federal business development, capture management, or sales.
• Bachelor’s degree required; advanced degree or certifications preferred.
• Strong understanding of FAR and major contract vehicles (e.g., IDIQs, GSA Schedules).
• Experience in building envelope, roofing, or related construction services preferred.
• Must possess strong relationship-building skills and ability to travel domestically and internationally.

Responsibilities

• Develop and execute strategic sales plans to achieve and exceed sales goals, including prospecting for new business and managing the full sales cycle from lead to close.
• Oversee the full capture life cycle, from lead generation through contract award.
• Identify, qualify, and pursue new federal opportunities aligned with Garland’s goals.
• Monitor federal procurement sites such as SAM.gov for project leads.
• Build relationships with decision-makers, program managers, and contracting officers at federal agencies.

Skills

Strategic sales planning

Capture management

Federal contracting knowledge

Relationship building

Lead generation

Education

Bachelor's degree

Advanced degree preferred

Tools

Microsoft Office Suite

CRM software / contact management

Job description

Exempt/Non-Exempt: Exempt

Reports to: Federal Division Manager

GENERAL SUMMARY OF POSITION:

The Capture Manager – Federal Division, is responsible for identifying, qualifying, and securing new federal contracting opportunities. This role oversees the full capture lifecycle, from lead generation through contract award, and builds strategic relationships with federal agencies to position Garland as a preferred provider of roofing and building envelope solutions.

CORE & ESSENTIAL:

TASKS:

• Develop and execute strategic sales plans to achieve and exceed sales goals, including prospecting for new business, cultivating existing client relationships, and managing the full sales cycle from lead to close
• Oversee the full capture life cycle, from lead generation through contract award
• Proactively research, identify, and qualify new federal business opportunities aligned with Garland’s strategic goals
• Monitor federal procurement sites such as SAM.gov to source new project leads
• Establish, foster, and expand relationships with decision-makers, program managers, and contracting officers at federal agencies including USACE, VA, GSA, NAVFAC, and DoD
• Lead capture strategy by developing and executing winning capture plans
• Collaborate with internal teams on proposal development, ensuring compliance with solicitation requirements and alignment with win themes
• Build and strengthen strategic partnerships with Architect-Engineer (A/E) firms and teaming partners to influence Request for Proposal (RFP) specifications and Garland’s early involvement in project design phases
• Represent the Company at federal and industry events to enhance company visibility and network with current and prospective clients and partners
• Coordinate seamless transition of awarded project to execution teams, ensuring all contract requirements are understood and met
• Work in close conjunction with Territory Managers to leverage existing relationships, coordinate client engagements, and ensure a unified approach to market penetration
• All other duties as assigned

QUALIFICATIONS & SKILLS:

Minimum 7 years’ experience in federal business development, capture management, or sales,

with a demonstrated record of winning contracts. Possession of a Bachelor’s degree required;

advanced degree or relevant certifications preferred. In lieu of a degree, a comparable combination of education, job specific certification(s), and experience (including military

service) may be considered. Strong understanding of the Federal Acquisition Regulations (FAR)

and major contract vehicles (e.g., IDIQs, GSA Schedules). Experience in building envelope,

roofing, or related construction services preferred. Possess strong relationship building skills.

Possess technological capabilities and understanding to communicate in today's business

environment. Ability to bring to close an action, project, resolution, or sales with customers.

Ability to use sales process to uncover customer objections/concerns and determine appropriate

solutions. Must be able to create strategic plans and measure and analyze results. Demonstrated

aptitude for problem-solving; ability to determine solutions for customers (consultative sales

approach). Must be results-orientated and able to work both independently and within a team

environment. Must possess excellent verbal and written communication skills. Proficiency in

using Microsoft Office Suite applications and contact management software. Adherence to health

and safety regulations (e.g. use of protective gear). Ability to manage and successfully work

under tight time constraints. Driving is a requirement for this position. Must have the ability to

travel both domestically and internationally, so the ability to travel by plane, operate a motor

vehicle and maintain a driver’s license are required. Must have a vehicle in good working

condition and ensure it meets all safety, insurance, and legal requirements. Overnight domestic

and international travel is required.

PHYSICAL REQUIREMENTS:

Frequent travel to attend client meetings, industry events, presentations, and site visits at federal

facilities. Ability to maintain regular, predictable, and punctual attendance at job and client

locations, conferences, and all other designated locations. Ability to communicate orally in a

clear, concise, and effective manner with vendors, account representatives, company

representatives, management, staff, and the public in face-to-face, one-on-one and group settings.

Ability to establish and maintain effective working relationships with others. Use office

equipment such as a personal computer, copier, and facsimile machines. Hearing and vision

required to be within normal ranges. Ability to accurately distinguish color variation. Read at,

above, and below shoulder height. Occasionally stoop, kneel, or crouch. Sufficient manual

dexterity required to operate equipment. Normal range of tolerance to household and other types

of typical industrial/ construction chemicals and solvents. Ability to sit, stand, and/or walk for

extended periods of time including occasional stooping, kneeling, or crouching, and the ability to

lift and carry materials or samples up to 25 pounds. Ability to communicate clearly and

effectively, both orally and in writing, for interacting with customers, colleagues, and the public

in one-on-one and group settings, including via telephone and video conferencing. Must have the

ability to travel by plane, operate a motor vehicle, maintain a valid state motor vehicle driver

license, and maintain an acceptable motor vehicle driving record. Overnight travel may be

required.

EQUAL OPPORTUNITY EMPLOYER:

The Garland Company, Inc. is an equal opportunity employer. All applicants will receive

consideration for employment without regard to race, sex, color, religion, national origin, ancestry,

military status, protected veteran status, marital status, gender identity or expression, transgender status, citizenship, sexual orientation, age, disability, or any other legally protected characteristic

The Garland Company, Inc. is committed to providing reasonable accommodation to, among

others, individuals with disabilities and disabled veterans. If you need an accommodation because

of a disability to search and apply for a career opportunity with Garland, please send an e-mail to

[e-mail] to let us know the nature of your accommodation request and your contact