What are the responsibilities and job description for the Capture Manager position at MKS2 Technologies?
The capture manager is a vital member of the MKS2 business development team.
The capture manager understands every aspect of a business opportunity including the scope of the project, how many resources will be needed, the impact on schedules, competitive pricing and budget concerns. The person in this role must have exceptional leadership and communication skills to interface well with customers, managers, peers and subordinates. Analytical and negotiation skills, and the ability to collaborate with others is essential.
The MKS2 capture manager works on selected opportunities and oversees bid strategies, pricing, teaming, and proposal strategies. A major focus for the capture manager is to manage the transition from opportunity discovery through the proposal process where the opportunity is closed. When a qualified lead is transitioned to the capture manager, they are responsible to identify the resources required to pursue a bid, establish any infrastructures required, processes, and plans necessary, and manage their execution. The capture manager must be experienced enough to work with proposal developers to ensure that a top-notch proposal is submitted to the prospective client.
The capture manager should have some familiarity with the client in order to be conversant in their terminology, policies, organizational structure, etc. Travel is required in this role.
Responsibilities:
Responsibilities:
- Research DOD customers that are a strategic focus for MKS2, and build meaningful account plans to actively build relationships with customers
- Draft opportunity-specific capabilities matrix and conducts gap analysis of MKS2 past performance and skills; make recommendations to senior manager for teaming partners, win strategy, etc.
- Work in conjunction with Strategic Business Development, the Capture Manager is responsible for developing and executing capture strategies for assigned opportunities to secure contracts
- Formulate and support the communication and implementation of an integrated business development, capture and proposal strategy that clearly highlights our value proposition and discriminators, and provides customers a clear and defensible justification for selecting MKS2 for award
- Responsible for win theme development, solutions development, competitive assessments, teaming strategies, pricing strategy recommendations (based on a price to win and other competitive assessments), communications plans, action plans and execution plans for the opportunities that they are assigned
- Develop and execute in conjunction with division leads/existing program managers and others, customer contact plans
- Manage the effective execution of capture pursuits, tracking performance to cost and schedule, and communicating status to leadership
- Support Business Development and/or Divisions to develop and maintain high quality relationships with customers and partners, including next generation technology vendors
- Shape opportunities and our position throughout the opportunity life-cycle
- Facilitate proposal management activities to support the RFP, RFQ, Task Order or RFI response. To include such activities as – create response template, create and manage calendar, create and manage B&P budget, desktop publishing, production support for final submission to gov agency
Required Skills and Experience:
- Bachelor's Degree preferred
- 3-5 years of hands-on experience in Capture Management for IT consultancy
- Experience capturing with medium to large opportunities within DOD, to include quick turnaround task orders on Multiple Award Task Order Contracts (MATOCs)
- Successful past performance developing customer relationships, developing a qualified pipeline, building industry relationships, and leading capture efforts
- Experience working with technical teams to develop and evolve win strategies, key offer elements, competitive discriminators and resulting win themes
- Must have in-depth knowledge of the federal government acquisition and budgeting processes
- Excellent personnel and problem-solving skills
- Excellent communication, writing and presentation skills
- Ability to travel up to 50% of the time