Business Development/Capture Manager

The Business Development/Capture Manager is responsible for the development of customized pursuits, shaping of opportunities and leading the effort in producing winning proposals.  This multi-phased effort is critical to the company continuing to identify, develop and win new business to augment existing backlog driving year over year growth.   BD/Capture Manager will utilize existing tools to build the pipeline, review and recommend improvements/modifications of BD practices to become more efficient and profitable, increase our Percentage Win (PWin), and expand markets.  

Duties include leading the effort in finding new opportunities, identifying capability gaps and building teams to close those gaps, developing strategies in shaping the requirements, reaching out to customers and leading the effort to write a winning proposal.  Specific tasks include the proposal process, reading the customer solicitation to determine proposal requirements, developing and ensuring compliance with the company's proposal process, integrating written submissions from various sources to respond to Requests for Information (RFI), Sources Sought Notifications (SSN) and/or Requests for Proposals (RFP).  Follow-on tasks include providing responses to follow-up and clarification questions, and supervising support staff.  Coordinating with Subject Matter Experts (SME) or program managers to arrive at technically compliant and compelling solutions. Other duties will include coordinating the weekly BD meeting; managing and updating the company’s opportunity pipeline; maintaining corporate capabilities briefings and marketing materials; and managing opportunity research activities. This position will also be responsible for following established business development, capture and proposal processes and procedures, coordinating tasks to meet applicable deadlines, interviewing internal subject matter experts when required, and supervising the ECS business development team.  This position requires ability to work in the greater Orlando, Florida area with a minimum of three days of in-office work each week.

Performance Objectives: The following reflects management's definition of essential functions for this job but does not restrict the tasks that may be assigned. 

• Manage and facilitate the proposal process from start to finish, including bid/no-bid, strategy, kick-off, status meetings, and various levels of reviews. 
• Conduct bi-weekly BD meetings.
• Manage and maintain the company’s opportunity pipeline. Supervise the management of the company’s Customer Relations Model (CRM).  
• Maintain corporate capabilities briefings and marketing materials.
• Manage opportunity research activities. 
• Engage with the Management and Technical teams to define the overall bid strategies that coincides with the overall business strategy, working closely with business development and technical leadership. 
• Attend/participate in industry conferences and events to develop business to business contacts, establish teaming opportunities and win new work.  
• Establish performance metrics and track progress on all proposals, alert senior management at times of risk or lacking progress. 
• Write clear and persuasive content in a fast-paced, deadline-driven environment for competitive proposals. 
• Read, review, and dissect complex requests for proposal (RFP), requests for quotation (RFQ's), invitations to bid (ITB) and request for information (RFI) to determine scope and requirements. 
• Ensure compliance to bid process and make improvements when necessary.
• Research and combine information from multiple sources into a cohesive, easy-to-read, and accurate final product. 
• Work with Finance and Program Managers to ensure consistent estimating methodology including escalation indices and wage rates.
• Monitor and facilitate as necessary, the generation of technical and pricing content to ensure timely and accurate submittals.
• Develop annual Direct Sell (DS) and Bid and Proposals (BP) budgets based on our existing pipeline.   Manage the capture and execution of those budgets; adjust funding based on priorities and unforeseen changes to the pipeline. 
• Create proposal library to facilitate efficient and rapid responses to opportunity solicitations.

Required Experience: 

• Must have three years’ experience in business development, capture and/or writing of proposals.  
• Experience using a CRM.
• Willing to travel 15-20% to attend meetings, conferences or customer engagements.
• Working knowledge of the Shipley business capture and proposal processes.  
• Knowledgeable of the Defense and government contracting markets.
• Experience participating in/leading proposal efforts for government contracts.
• Proficiency with MS Office suite.  
• Skilled in project planning, basis of estimate and proposal development.  Good writing, interpersonal communication, and problem-solving skills. 

Desired Experience: 

• Bachelor’s degree
• Knowledge of Department of War/Defense organizations and requirements.
• Ability to communicate effectively with internal executive management and customer management.
• Ability to plan and manage complex schedules, staffing plans and budgets for both direct selling and proposal preparation teams.  
• Able to manage multiple projects effectively over extended periods of time.  Adept at managing time effectively and prioritizing tasks to meet deadlines.