Capture Manager

POSITION: Capture Manager

CLEARANCE: TS/SCI

LOCATION: Herndon, VA

• Ideal candidate somewhere within 50 mile radius to travel to the office as needed but will be remote when in office is not required.

GENERAL SUMMARY:

The Capture Manager is integral to the business development lifecycle, from opportunity identification to creation to developing winning strategies and through to contract award. This role is critical in leading the pursuit and capture of complex Department of Defense (DoD), Intelligence Community (IC), North Atlantic Treaty Organization (NATO), other United States Government (USG) and selected International and Logistics contracts. The Capture Manager will drive the strategy and execution of capture activities, working closely with a diverse team of subject matter experts, business development analysts, contracts and pricing professionals, program managers, proposal managers, and subcontractors to deliver compelling and competitive proposals aligned with the company’s Annual Operating Plan (AOP) and 5-year Strategic Plan.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• In conjunction with business intelligence and development analysts, create and identify emerging opportunities.
• Qualify opportunities based on a deep understanding of customer requirements, hot buttons, and alignment with the company's capabilities and offerings.
• Lead pursuits from early-stage qualification through capture and proposal to final award, ensuring adherence to the company’s Gate Review Process.
• Develop and implement comprehensive capture plans, including technical and management approaches, win strategies, discriminators, and approaches to competitive positioning.
• Direct the development of pricing strategies, cost targets, price-to-win activities, and cost modeling to ensure proposals are competitive and aligned with customer expectations.
• Build and sustain large, diverse teams of subcontractors and other partners to enhance the company’s competitive positioning.
• Engage with key USG and international customers, including contracting officers, program managers, and decision-makers, to understand their needs and influence acquisition strategies.
• Maintain strong relationships within the USG and international markets to stay informed of customer requirements and emerging opportunities.
• Oversee capture team in a high-OPTEMPO (Operational Tempo) environment, ensuring the delivery of compliant, compelling, and thorough responses to RFPs and other acquisition-related documents.
• In conjunction with the Proposal manager, steer proposal efforts across all elements, including management, technical, past performance, and cost/price components, to create winning bids.
• Ensure proposal teams adhere to company opportunity lifecycle processes and methodologies.
• Develop, maintain, and present Gate Review decision documents and other internal reviews, including supporting rationale, milestones, metrics, and budgets.
• Work with line managers to communicate bid strategies to the proposal team and, as applicable, to management and customers.
• Inspire and lead teams to deliver high-quality, compliant proposals that meet or exceed customer requirements and drive business growth.
• Identify and mitigate risks associated with capture efforts, ensuring all activities comply with relevant regulations, including FAR, DFARS, and other acquisition processes.
• Monitor and manage risks throughout the capture lifecycle to ensure successful outcomes.
• Perform other duties as assigned.

JOB SPECIFICATIONS:

• Must be comfortable working in a fast-paced environment where agility, adaptability and the ability to prioritize work efforts are essential.
• Excellent written, oral presentation and listening skills and proven ability to understand and communicate technical concepts in a compelling, persuasive manner.
• Excellent time and resource management skills.
• Must be capable of working under tight deadlines, with the flexibility to work on several projects concurrently.
• Proven ability to work constructively in a team environment.
• Strong leadership, problem-solving, and decision-making abilities are required.
• Must be willing to travel both CONUS and OCONUS, as required to support Capture and Proposal efforts as directed by the VP, Growth.

ADDITIONAL REQUIREMENTS:

• Must be able to work a flexible schedule (week nights/weekends) to meet company demands as needed.

MINIMUM QUALIFICATIONS:

• Bachelor’s Degree with 5 years of BD/Capture/Proposal experience, or no Bachelor’s Degree with 10 years of experience in the field.
• Must maintain a TS/SCI security clearance.
• Experience providing direct operational support to the IC, either as a government employee or contractor.
• Significant industry experience and knowledge of major analytic contracts and GSA vehicles supporting the IC.
• Proficiency with Microsoft Windows-based applications, including Word, Excel, Outlook, PowerPoint, SharePoint, and Teams, as well as Adobe Acrobat.

DESIRED QUALIFICATIONS:

• Ten or more (10 ) years of hands-on BD, Capture, and/or Proposals experience.
• Understanding of USG and NATO acquisition processes, including FAR, DFARS, IDIQs, GWACs and unique NATO Support Procurement Agency (NSPA) processes.
• Demonstrated experience capturing business with USG and/or international customers.
• Understanding of the competitive landscape in the USG (emphasis on DoD/IC) NATO and applicable international sectors.
• Proficiency with Microsoft Windows-based applications, including Dynamics, PowerBI and Project.
• Shipley Training and/or an APMP Certification are highly desirable.