Capture Manager

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JOB DESCRIPTION

The Capture Manager is responsible for managing cross-functional teams to win assigned business opportunities, from the point when the opportunity is selected for pursuit until the contract is awarded. The Capture Manager plans, directs, and controls all activities related to the Capture effort, including accountability of all phases of Capture Management. The candidate must be able to manage large, complex capture efforts and lead a team comprised of multiple functional experts supporting the effort.

DUTIES AND RESPONSIBILITIES:

• Leverages customer intelligence & research resources to identify, develop, and qualify opportunities that align to the company’s strategic sales campaigns that result in meaningful and measurable revenue growth.

• Develops and maintains capture plans and coordination of opportunities, including preparation, qualification and management of B&P requests

• Participates in interdepartmental project groups or task forces to integrate activities, communicate issues, obtain approvals, resolve problems and maintain a specific level of knowledge pertaining to new developments, new task efforts, contract awards, and new policy requirements.

• Develops win strategies for programs to be bid, including price, technical and business considerations

• Prepares marketing materials and briefings for customer calls

• Conducts training and education of line managers and other supporting personnel concerning federal government acquisition process and Acuity proposal development processes

• Participates in solutions development strategy sessions providing input based on customer trends and requirements

• Develops gate reviews and presents briefings to management in accordance with Acuity’s Business Development process continuum

• Establishes and supports relationships with customers, partners, and suppliers that enhance new business opportunities, and comply with company policies and standards

• Builds and manages the capture team as a task-organized entity comprised of all Acuity functional departments and coordinate with staff principals for resource inclusion

• Executes a comprehensive call plan and/or office visit plan for key customer individuals

• Develops and manages the capture budget, including the sales and marketing and the bid and proposal budgets, updating as required

• Identifies project key personnel as necessary

• Conducts competitive assessments

• Attends scheduled site visits as required, participates in job fairs, and attends industry day events

• Develops appropriate teaming strategies, including negotiation of teaming agreements and work scope

• Oversees development and oral presentations as required

• Ensures all information relevant to target capture is updated on a regular basis in SalesForce

• Prepares White Papers and Statement of Work (SOW) packages as necessary

QUALIFICATIONS:

• Bachelor’s degree with a concentration in business administration or marketing and at least ten (10) years of capture management/business development and sales experience in the federal government marketplace with a minimum of (4) years of experience focusing on large government opportunities.

• Proven results at competitively winning new business as a capture manager on programs of increasing value.

• Proven experience building relationships with strategic teaming partners (as a prime and as a tier 1 sub-contractor).

• Successful experience in competitive analysis, customer analysis, win strategy development, conducting step reviews and price-to win analysis

• Extensive knowledge of capture management processes that entails the development of management, technical, and past performance approaches, cost volume management, teaming, pricing strategies and competitive assessments

• Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with senior managers, employees, and the general 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 constraint

• Solid understanding of profit and loss calculations and basic business finance

• Demonstrated ability to analyze business environments including typical terms and conditions and other typical bid requirements e.g., Letters of credit, offset, holdback, warranties, etc.

• Ability to deliver quality work on tight deadlines, with strong organization and priority setting skills

• Ability to manage employees through influence even though they may not be a direct report

• Advanced working knowledge with Microsoft Office products (Excel, PowerPoint, Word, etc.)

• Shipley (or ToTS) or APMP certified

• Position may require U.S. citizenship for purposes of obtaining clearances

PREFERRED QUALIFICATIONS:

• Master’s degree in business management or related field

• Advanced project management skills

PHYSICAL REQUIREMENTS:

• Work involves sitting and standing for prolonged periods of time

• Able to communicate verbally and listen for constant surveillance of staff activities

• Work is normally performed in a typical interior/office work environment; travel is generally required as needed for site visits, client engagements, etc.

Acuity International is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, color, sex, national origin, age, protected veteran status, or disability status.

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