Capture Manager - DOD

Apex Systems; Sully Square (VA); On-site; USD 130,000 - 160,000; Full time

Benefits offered by this job

Employee stock purchase program

401K with company match

Health Savings Account

Employee Assistance Program

Job summary

A technology consulting firm in Virginia is seeking a Capture Manager to guide strategic growth initiatives within logistics and supply chain. This role requires over 10 years of experience in business development, specifically with government contracts. The ideal candidate should possess strong leadership and interpersonal skills, along with a proven track record of successful capture and proposal management. The firm offers competitive benefits and a dynamic work environment.

Qualifications

• 10+ years of capture experience in logistics and supply chain sector.
• Experience leading large government bids over $100M.
• Established relationships with government acquisition officials.

Responsibilities

• Lead capture efforts until contract award.
• Develop strategic growth plans for new business.
• Engage customer contacts to understand key issues.

Skills

Leadership skills

Interpersonal skills

Capture management

Business development

Government contracting

Education

Bachelor’s degree in Business Administration or related field

Master’s degree (desirable)

Tools

Business Development databases

Proposal management tools

Job description

Overview

The Capture Manager – Logistics and Supply Chain is accountable for growth and responsible for leading and winning services- and solutions-based new business, including competitive captures of significant size, complexity, and/or a unique/complex business model. Capture objectives are focused on government contracts for base operations/mission support services and potentially other logistics and/or supply chain markets.

Responsibilities

• 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).

Minimum Position Knowledge, Skills, and Abilities Required

Bachelor’s degree in Business Administration, Economics, International Affairs, or a related field. Two (2) years’ experience in business development or related discipline can be substituted for each year of the four (4) years of college. Master’s degree is desirable. Ten (10) years of business development or capture experience in the logistics and supply chain arena with two (2) of those years focusing on large Government bids (over $100 Million total contract value). Prefer experience in Government and/or military facilities operations/mission support services. Proven track record supporting and developing winning bids. Demonstrated expertise and success in leading captures and proposals in the services sector. Established, positive relationships with users, key decision makers, and acquisition officials/leads within Government agencies. Experience with differing acquisition approaches with a proven record of pursuing and capturing services and solutions based new business opportunities of significant size, complexity of scope, and/or a unique/complex business model. Knowledge of effective solutions to varying types of Government solicitation types, evaluation methodology, and pricing structures. Successful completion of Business Development or Capture Management training courses preferred. Position requires U.S. citizenship for purposes of obtaining background investigations and/or clearances. Experience in international business development and capture required. Prior U.S. military service or working in other federal agencies preferred. Relevant contract operations experience preferred. Extensive knowledge of capture management process that entails the development of management and technical approaches, cost volume management, teaming, pricing strategies and competitive assessments. Proven ability to conduct competitive assessments and price to win analysis. Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with senior managers, employees, and the public. Strong leadership skills with an ability to coach, lead, motivate and influence others to support corporate goals and objectives to produce a winning proposal within budget and schedule constraints. Ability to understand profit and loss calculations and basic business finance. Ability to help formulate winning technical, management, past performance, cost oral presentation strategies.

Work Environment, Physical Demands, and Mental Demands

Works in a normal office/virtual office environment with controlled temperature and lighting conditions. Domestic and international travel required. Must be able to work extended hours, often with short notice, to meet deadlines. Extended hours may include late nights, early mornings, weekends, and holidays. Demonstrate ability to work efficiently under conditions of multiple deadlines and changing priorities to produce a large volume of high-quality material with attention to detail.

Job Details

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Other
• Industries: IT Services and IT Consulting

Equal Opportunity

Apex Systems is an equal opportunity employer. We do not discriminate or allow discrimination on the basis of race, color, religion, creed, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), age, sexual orientation, gender identity, national origin, ancestry, citizenship, genetic information, registered domestic partner status, marital status, disability, status as a crime victim, protected veteran status, political affiliation, union membership, or any other characteristic protected by law. Apex will consider qualified applicants with criminal histories in a manner consistent with the requirements of applicable law. If you have visited our website in search of information on employment opportunities or to apply for a position, and you require an accommodation in using our website for a search or application, please contact our Employee Services Department at [email protected] or 844-463-6178.

Benefits Overview

Apex offers a range of supplemental benefits, including medical, dental, vision, life, disability, and other insurance plans that offer an optional layer of financial protection. We offer an ESPP (employee stock purchase program) and a 401K program which allows you to contribute typically within 30 days of starting, with a company match after 12 months of tenure. Apex also offers a HSA (Health Savings Account on the HDHP plan), a SupportLinc Employee Assistance Program (EAP) with up to 8 free counseling sessions, a corporate discount savings program and other discounts. In terms of professional development, Apex hosts an on-demand training program, provides access to certification prep and a library of technical and leadership courses/books/seminars once you have 6+ months of tenure, and certification discounts and other perks to associations that include CompTIA and IIBA. Apex has a dedicated customer service team for our Consultants that can address questions around benefits and other resources, as well as a certified Career Coach. You can access a full list of our benefits, programs, support teams and resources within our ‘Welcome Packet’ as well, which an Apex team member can provide.

About Apex

Apex Systems is part of the Commercial Segment of ASGN Incorporated. NYSE: ASGN. 4400 Cox Road, Suite 200, Glen Allen, Virginia 23060.