Position Title: Capture Manager
Location: Tampa, FL
Responsibilities Include:
- Develop, evolve, and mature strategic growth plans and identify promising, addressable new business opportunities in the assigned market segment.
- Plan, direct, coordinate and control all activities related to assigned capture efforts, including accountability of all phases of capture management until contract award. May manage large complex capture efforts.
- Develop a capture plan which includes a description and analysis of the opportunity, customer, competition, team, pursuit/win strategy, pricing strategy, and capture resource needs, with an integrated action/contact plan.
- Focus on customer-oriented solutions, forming a competitive team and coordinating the integration of subject matter experts and functions required to position the team and maximize probability of win.
- Prepare capture team staffing plan and overall resource basis of estimate.
- Develop and implement customer contact plan across all levels of customers.
- Identify customer’s key issues, concerns and “hot buttons” through direct customer contact leveraging Business Development and Business Area resources.
- Lead the Capture and Proposal Business Decision Gate reviews for all pursuits assigned.
- Ensure effective and efficient implementation of proven best practices for activities such as strategy workshops/reviews, proposal planning, proposal development/reviews, and proposal production.
- Lead win strategy, competitive assessment, and pricing strategy workshops and prepare/complete strategic action plans, Return on Investments, risk assessments.
- Ensure winning technical, management, price, and past performance approaches are developed by the capture team.
- Conduct thorough draft/final Request for Proposal analyses and develop effective questions for customer.
- Provide guidance to Proposal Manager in development and execution of a Proposal Management Plan, including technical, management, pricing, and past performance/corporate experience.
- Interact with and provide guidance to Proposal Manager on the entire proposal/orals process to ensure well-written, compliant, and competitive volumes/slides incorporating win themes, discriminators, and program insights.
- Ensure timely selection and participation in pursuit process of key personnel for program implementation and management.
- Establish the company as preferred contractor prior to release of Request for Proposal through advertising and other communication means.
- Develop and manage the Capture Budget, including the sales and marketing and the bid and proposal budgets, updating as required.
- Develop effective teaming strategies, including negotiation of teaming agreements.
- Ensure data is entered and updated in relevant business development information system(s).
- Support tradeshows and general customer outreach efforts as appropriate.
- Support transition to Program Manager of a contract win to contract execution.
