Job Summary

SHI’s Capture and Business Development Manager helps support federal growth strategies with our current, and net new contracts and will position our existing contracts to identify, develop, attain, and maximize new business opportunities. Additionally, this role works closely with Public Sector RFP, Sales, Writing, and Solutions teams to help identify potential contracts and to help develop capture strategy for those key contracts.

The Capture and Business Development Manager will support the pursuit plan developed by the Capture and Strategy team and will help conduct competitive analyses to position sales and RFP teams to create effective proposals. The Capture and Development Manager helps to ensure that appropriate capture activities occur and that capture efforts are consistent with a structured approach, providing process oversight as necessary.

The Capture and Business Development Manager will report to the Sr. Manager of Federal Programs. This position will report to the SHI Somerset NJ, location as determined by SHI management.

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $14 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 6,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
• Continuous professional growth and leadership opportunities.
• Health, wellness, and financial benefits to offer peace of mind to you and your family.
• World-class facilities and the technology you need to thrive – in our offices or yours. 

Responsibilities

• Support our relationships with Partners/CO’s that align with a strategic list of federal contracts and accounts.
• Executing strategies and tactics to deliver a qualified pipeline of contract opportunities and high value RFP’s with pursuit/win plans for each
• Support continual business development process improvement
• Help maintain the Strategic Business Capture system using internal and external resources
• Research and analyze available data to identify competitive potential trends
• Help create and maintain Capture Plans
• Understand government contracting vehicles, agency buying practices, and procedures
• Help to manage existing partnerships with partners and CO’s in order to identify new opportunities and add value to existing client base
• Contribute to obtaining intelligence, assessing competitors, and helping position SHI to win new contracts
• Collaborate with SHI sellers and sales support to identify, qualify, and develop upcoming opportunities
• May attend conferences and other external meetings to explore business development opportunities
• Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support business development
• Evangelize and enable use of profitable, strategic contracts to SHI sellers
• Educate internal and external parties on the strategic benefits, terms and conditions, and operational aspects of key contracts, both 1x1 and in group training settings

Qualifications

• Bachelor's Degree or relevant work experience required
• 5-7 years sales, federal or business development experience in role that relates to federal contracts
• Experience with developing and executing program pursuit, proposal responses, win strategies, technical discriminators, solution providers, and pricing 
• Experience translating capture strategy into proposal win themes during the proposal stage 
• Experience managing a proposal from initiation to delivery

Required Skills

• Excellent organizational, written, and verbal communication skills and ability to communicate both internally and externally
• Excellent project management and execution skills including clear methods for tracking action items, consistent follow-up with involved parties, and ability to lead executive briefings on opportunities and progress
• Excellent sales presentation skills with the ability to influence and impact an audience
• Strong interpersonal, planning, and problem-solving skills
• Strong ability to multitask and prioritize assignments
• Ability to work in a dynamic, results driven and fast paced culture

Preferred Skills and Qualifications 

• Experience working with the SHI contract library or other type of contract database
• Knowledge and understanding of SHI’s public sector contracts
• Experience educating others about contract benefits and operations 
• Experience positioning public sector contracts to an internal or external audience
• Proven ability encouraging customers to use specific contracts
• Experience working with customers pre-RFP to shape opportunities

Unique Requirements

• 25% Travel is required for customer and company meetings
• Extended hours are required to complete some special projects 

Additional Information

• The estimated annual pay range for this position is $85,000 - $125,000. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status