Capture Manager
Overview
As a part of the BD Team, the Capture Manager will lead large capture efforts (primarily $50M or higher) across federal clients, including federal health, analytics, automation, and strategy and operations. They will be a part of a small and dynamic team that is tasked with continuing ERPi's rapid growth, and transitioning from a small to a medium size business. The Capture Manager will report directly to the VP for Business Development, and will coordinate closely with ERPi Account Leads, corporate leadership, and proposal managers. The role will include opportunity assessment, capture planning, developing proposal strategies, teaming, solutioning, and proposal strategy and reviews.
This position will be responsible for driving and executing operations to identify, shape, capture, and propose ERPi capabilities to federal agencies. The successful candidate will have a network of relationships in the federal community, including industry and government executives and decision makers. Through the candidate’s established network and a deep understanding of the political and contract environment, the Capture Manager will identify and shape requirements and challenges as they relate to potential opportunities across federal health, analytics, automation, and strategy and operations.
Responsibilities
Required Skills and Experience:
- Minimum of a Bachelor's degree and 10 years of direct relevant experience
- Experience leading successful capture efforts for large federal contracts and tasks
- Extensive knowledge, experience, and success in all phases of the business development, capture and proposal lifecycle
- Demonstrated understanding of all contract types (non-IDIQ, IDIQ - single or multiple award contracts), in conjunction with size standard and set-aside requirements
- Strong working knowledge of acquisition portals, research and analysis tools such as GovWin, FPDS, and FBO
- Strong knowledge of and acumen in maneuvering through contract vehicles in the federal healthcare space, such as CIO-SP3, OASIS, and GSA Federal Supply Schedules
- Ability to develop, maintain and grow internal and external partnerships
- Knows how to work with account leaders to develop, maintain, and execute business/marketing plans
- Can perform market research to include competitive analysis, incumbent positioning, and customer goals
- Prior experience developing and delivering briefings to corporate leadership for gate reviews, bid decisions, black hat sessions, and win theme discussions, and incorporate feedback to increase probability of success
- Knows how to lead teaming efforts that maximize company and potential teammate’s ability to provide customer value
- Must be capable of drafting RFI and market research responses
- Understands proposal operations teams to create and execute proposal plans that translate win themes and differentiators into compelling and compliant, winning proposals
- Has conducted after-action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
- Possesses strong communication skills (written and oral) with the ability to articulate key messages
- Familiarity with Shipley capture and proposal processes
- Understaning of the FAR
Desired Skills and Experience:
- Knowledge of U.S. Federal Government services/solutions contracting/buying practices, contract project management and capture and proposal management
- Can maintain and expand established relationships with potential clients, as well as across Federal Healthcare, IT and general management consulting companies
- Possesses keen understanding of key client issues in the Federal Healthcare market (missions, challenges, and goals)
- Ability to build and lead diverse teams, both large and small, performing life cycle capture management in order to produce winning solutions
- The ability to integrate all customer, contractual, capability, and business aspects of an offer in a manner that maximizes probability of win
- Has successfully orchestrated capture efforts that led to at least one $10M+ contract
- Has successfully sold multiple task orders under one or more IDIQ vehicles