Senior Capture Manager

Noridian Healthcare Solutions, LLC; United States; On-site; USD 104,000 - 173,000; Full time

Job summary

A leading firm in healthcare is seeking a Senior Capture Manager who will spearhead efforts in capturing new business through government acquisitions. This pivotal role requires expertise in leading cross-functional teams and developing comprehensive strategies for successful proposals, ensuring alignment with organizational growth objectives. Applicants should have substantial experience in business development, particularly in the healthcare sector, and possess strong leadership, negotiation, and communication skills.

Qualifications

• 3 years’ supervisory or leadership experience.
• 5 years’ experience in the healthcare industry.
• 10+ years of business development capture experience.

Responsibilities

• Leads capture efforts to secure new contracts.
• Identifies potential customers and performs competitive assessments.
• Supports all aspects of the proposal process and leads the team.

Skills

Interpersonal skills

Problem solving

Communication

Negotiation

Education

Bachelor’s degree in Business Administration or related field

Tools

Salesforce

MS Office applications

Job description

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The Senior Capture Manager is responsible for qualifying and capturing new business via government acquisitions. This position leads activities on a matrixed team made up of Finance, Human Resources, Information Technology, and other departments that are focused on melding business, management, technical, and cost elements for winning proposals. The efforts of this position include development and implementation of the win strategy (including technical approach, partners, price-to-win, competitive assessment, etc.) beginning with pre-Request for Proposal (RFP) activities and continuing through written/oral proposal development, negotiations, award, and transition to the operation teams.

Essential Functions

• Leads capture efforts to secure new and existing contracts and completes task order business.
• Identifies potential customers, competitive assessments, teaming partners/suppliers, and price-to-win activities. Performs lead qualification review to make initial recommendation whether to pursue further.
• Initiates and cultivates teaming partner relationships that support the Sales Plan for designated markets.
• Presents the lead and the assessment document to Growth team for discussion.
• Performs preliminary Organizational Conflict of Interest (OCI), IT, and HR assessment; Establishes Non-Disclosure Agreements (NDAs) to support lead-phase discussions if needed.
• Leads and integrates the matrixed capture team for the duration of the pursuit.
• Works with key staff from departments across the organization and appropriate external stakeholders to support capture activities.
• Works with leadership to get the necessary approval to propose once an RFP is released.
• Works with the proposal manager to support all aspects of the proposal process; supports the proposal kickoff meeting and participates in various team reviews.
• Partners with the finance department to obtain final pricing.
• Leads reviews with senior management and Senior Leadership Team (SLT).
• Prepares final approval to submit documents; Supports final review with SLT to obtain necessary approvals.
• Supports post-RFP submission activities, to include orals (where required), Final Proposal Revisions (FPRs), customer or partner requests, debriefings, draft (sub)contracts, and transition of opportunity to the operations / business owners.
• Supports the lessons learned process.
• Promotes teamwork, recognition, and leadership while demonstrating the company values.
• Builds and maintains long-lasting, strong relationships with key customers and influencers including executive teams, Partners and other external stakeholders, and operating leaders.
• Helps evaluate potential new markets that offer opportunity for Noridian growth in partnership with the business development leadership and supports the determination of what Noridian offerings/ capabilities might fit into each market.
• Creates, manages and executes Sales Plan for designated Markets. This includes strategies, use of corporate resources, and market target prioritization
• Monitors customer, market, and competitor activity and provides feedback to company leadership team and other company functions.
• Represents Noridian at industry trade shows, conferences, and meets with actual and potential partners to foster business relationships. Works closely with Market Lead to expand the BD pipeline.
• Works closely with the marketing function to establish successfully support, channel, and partner programs.
• Acts as a subject matter expert for the designated market to the organization.
• Acts as a leader, coach, and advisor to junior colleagues in the Growth team to provide guidance, ongoing training, and support in the development of junior staff.
• Provides leadership in developing, organizing, and executing the creation and maintenance of capture-related processes and artifacts. Ensures these items reflect changing business needs and incorporate industry best-practices. Leads capture efforts to secure new and existing contracts and completes task order business.

Non-Essential Duties and Functions

• Other duties as assigned.

Minimum Qualifications

• Bachelor’s degree in Business Administration, Management, or closely related field OR equivalent work experience as determined by HR.
• 3 years’ supervisory or leadership experience.
• 5 years’ experience in healthcare industry.
• 10+ years business development capture experience.
• Demonstrable understanding of all contract types (Federal, State, non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus).
• Must be confident and experienced in dealing with senior executives with the ability to multi-task and work efficiently in a fast-paced, time sensitive environment.
• Must have excellent interpersonal skills, the ability to solve complex problems and a high sense for business acumen.
• Selling, communication, and negotiation skills
• Successful experience utilizing a CRM (Salesforce) to manage team sales tasks, pipeline, and closing data.
• Strong skills with all MS office applications (Word, Excel, PowerPoint, etc.) and Salesforce.
• Strong written and oral communication skills.
• Proven ability to build and maintain a professional network.

Preferred Qualifications

• MBA or other advanced degree.
• Shipley and/ or APMP certification(s).
• Project management certification.
• Behavioral skill requirements which include sound business judgment, keen conceptual skills, intellectual discipline, self-confidence, imagination, well-developed management skills, and the personal ambition to play a major role in the growth and success of the company with a strong heritage for quality and responsive service.
• Capture-related experience for Federal or State procurements.
• Prior experience with Shipley Capture/Proposal Method.
• Experience using Teams, SharePoint, Salesforce, Bloomberg, and GovWin.

Environment and Cognitive/Physical Demands

• Ability to read, hear, speak, keyboard, reason, communicate effectively and problem solve
• Requires prolonged sitting and telephone usage
• Requires the use of office equipment such as computers, telephones, copiers, and printers
• Infrequent lifting to 15 pounds
• Infrequent stooping
• Travel up to 30%

CMS Access Compliance and Regulation Contingency Statement

Some positions require compliance with (i) federal and agency specific regulations and related clauses included in Noridian's prime contracts with the Government, (ii) background checks, and (iii) eligibility for a government-issued identification card.

An employee in this position may be required to possess a “Federal Identification Card” (Federal ID) as a condition of employment. Federal ID’s may include one of the following: Personal Identity Verification (PIV) card, Personal Identity Verification-Interoperable (PIV-I) card, a Local-Based Physical Access Card issued by CMS, or a Local-Based Physical Access Card issued by another Federal agency and approved by CMS. Obtaining a Federal ID and continued eligibility for this position may require the successful completion of a Federal Background Investigation performed by the Federal Government and a residency requirement that you have lived in the United States at least three out of the last five years. Failure to obtain a Federal ID may result in the removal from the position or termination of employment.

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by state or federal law.

Below is the salary range for potential new hires.

Salary Range: The pay range for this position is per year (or hourly), however, the base pay offered may vary depending on geographic region, internal equity, job-related knowledge, skills, and experience among other factors $104,831.49 - $172,420.71,

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development, Sales, and Marketing

• Industries

  Insurance and Government Administration

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