Staff Capture Manager
hace 3 días
Layton
Job Description Expertise and Functions: Capture Leadership • Lead assigned Federal Government capture opportunities from qualification through proposal submission, • Develop, maintain, and execute comprehensive capture plans for assigned opportunities, • Establish capture objectives, milestones, action plans, resource requirements, and schedules necessary to position KIHOMAC for successful competition, • Serve as the primary point of accountability for capture strategy, readiness, and execution for assigned opportunities, • Coordinate capture activities across Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal organizations, • Maintain capture momentum and accountability by assigning actions, tracking milestones, identifying risks, and escalating issues requiring leadership attention, • Assess opportunity maturity and capture readiness and recommend continued investment, corrective actions, or No-Go decisions when appropriate Customer and Competitive Strategy • Develop and execute customer engagement strategies designed to improve understanding of customer missions, requirements, priorities, acquisition strategies, and evaluation drivers, • Research and analyze customers, incumbents, competitors, acquisition history, contract vehicles, budgets, and market conditions, • Develop competitive assessments identifying competitor strengths, weaknesses, likely strategies, and KIHOMAC positioning, • Identify customer hot buttons, key requirements, decision drivers, and potential discriminators, • Develop and maintain opportunity-specific win strategies, win themes, value propositions, and discriminators, • Translate customer and competitive intelligence into actionable capture strategies Opportunity Qualification and Pipeline Management • Research and qualify Federal Government opportunities using SAM.gov, GovWin, agency forecasts, customer engagement, industry sources, and other market intelligence resources, • Manage an assigned portfolio of strategic capture opportunities within the corporate business-development pipeline, • Maintain accurate opportunity status, capture milestones, PWIN assessments, customer engagement activities, competitive positioning, teaming status, and resource requirements, • Participate in pipeline reviews and recommend prioritization of corporate capture resources and investment, • Support development and execution of corporate and business-area growth plans Teaming and Partnerships • Identify capability gaps and determine appropriate Make/Buy/Team strategies for assigned opportunities, • Identify, evaluate, and recommend potential teammates based on capabilities, past performance, customer relationships, competitive positioning, and strategic value, • Establish and maintain relationships with prime contractors, subcontractors, technology providers, and other strategic partners, • Develop opportunity-specific teaming strategies that strengthen KIHOMAC's competitive position, • Coordinate with Contracts and corporate leadership in the development of NDAs, teaming agreements, and other capture-related agreements Solution and Pricing Strategy • Lead cross-functional development of differentiated and executable solutions responsive to customer requirements, • Coordinate with technical and operational subject matter experts to develop technical, management, staffing, transition, and performance approaches, • Facilitate solution-development sessions and ensure proposed solutions align with identified customer needs and competitive strategy, • Coordinate with Pricing, Finance, Operations, and leadership to develop competitive pricing strategies, • Support development of price-to-win assessments and evaluate competitive pricing considerations when appropriate, • Ensure capture strategies balance customer value, competitive positioning, execution risk, and KIHOMAC business objectives Gate Reviews and Executive Engagement • Prepare and lead executive gate reviews for assigned opportunities, • Present opportunity assessments, customer intelligence, competitive analysis, teaming strategies, solution concepts, pricing considerations, PWIN assessments, risks, resource requirements, and recommendations to corporate leadership, • Provide objective Go/No-Go recommendations based on opportunity maturity, competitive position, strategic alignment, resources, and expected return, • Identify capture deficiencies and establish corrective actions prior to subsequent gate reviews, • Provide leadership with timely visibility into significant changes affecting opportunity strategy or PWIN Capture-to-Proposal Transition • Establish proposal strategy prior to solicitation release to the greatest extent practical, • Coordinate with Proposal Management to ensure an effective transition from capture to proposal execution, • Provide the proposal team with documented customer intelligence, competitive assessments, win themes, discriminators, solution strategies, teaming arrangements, pricing strategies, and other capture artifacts, • Support development of proposal outlines, storyboards, executive summaries, technical and management approaches, and other strategic proposal content, • Participate in proposal writing, solution reviews, Black Hat reviews, Pink/Red/Gold Team reviews, and other proposal activities as appropriate, • Maintain continuity of capture strategy throughout proposal development and ensure the final submission reflects the approved win strategy Business Development and Corporate Growth Support • Establish and maintain strong relationships with Government customers, industry partners, prime contractors, subcontractors, and other stakeholders, • Coordinate customer and industry meetings supporting assigned capture opportunities and broader corporate growth objectives, • Prepare and present KIHOMAC capability and opportunity-specific presentations to customers and potential teammates, • Support industry days, conferences, site visits, customer meetings, and other Business Development activities when strategically relevant, • Maintain current knowledge of KIHOMAC capabilities, past performance, technologies, customers, contracts, and strategic growth priorities, • Collaborate with corporate leadership, directors, managers, and subject matter experts to identify opportunities to expand KIHOMAC capabilities and market position, • Capture and communicate lessons learned following major proposal submissions and award decisions to continuously improve KIHOMAC capture processes Key Performance Expectations • Develop and execute disciplined capture strategies that increase KIHOMAC's probability of win, • Maintain an actionable and accurately assessed portfolio of qualified capture opportunities, • Position strategic opportunities before solicitation release, • Develop meaningful customer and competitive intelligence that influences KIHOMAC's win strategy, • Build effective cross-functional capture teams and maintain accountability for capture actions and milestones, • Develop effective teaming, solution, and competitive strategies, • Deliver high-quality, decision-ready gate reviews to corporate leadership, • Transition mature capture strategies effectively into proposal development, • Contribute to improved proposal quality, competitive positioning, win rate, and sustainable corporate growth, • Other duties as assigned Requirements Qualifications: Education/Training: • Bachelor’s Degree in management or other relevant discipline required, • Master’s Degree preferred, • Formal capture management, proposal management, or Shipley-based training preferred Experience: • 12+ years of relevant professional experience within Federal Government contracting, including significant experience in capture management, business development, proposal management, program management, or related growth functions., • Demonstrated experience leading competitive Federal Government captures from qualification through proposal submission., • Demonstrated record of leading or materially contributing to successful Federal Government competitive captures of meaningful size and complexity., • Strong understanding of Department of Defense and Federal Government missions, organizations, acquisition environments, and procurement processes., • Working knowledge of FAR/DFARS requirements, Federal acquisition processes, contract types, IDIQ/GWAC vehicles, task-order competitions, teaming arrangements, and source-selection processes., • Experience developing and executing capture plans, win strategies, competitive assessments, customer engagement strategies, teaming strategies, and executive gate reviews., • Experience supporting development of technical, management, staffing, pricing, and past-performance strategies for competitive procurements., • Experience working collaboratively across Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal organizations., • Capture, proposal management, and proposal writing experience., • Excellent written and verbal communication skills., • Strong executive presentation and briefing skills., • Excellent relationship-building, collaboration, and leadership skills., • Ability to lead cross-functional teams through influence without direct supervisory authority. Security: • Must be a US citizen, • Ability to obtain a security clearance may be required Physical Requirements: • Able to occasionally reach with hands and arms, • Prolonged periods of computer screen use, while sitting or standing at a desk, • Adhere to safety protocols when in work areas requiring use of PPE (e.g. eyewear, gloves, masks, hearing protection, steel toed shoes, etc.), • Able to safely lift and carry up to 20 pounds at a time Benefits • Health Care Plan (Medical, Dental & Vision), • Retirement Plan (401k, IRA), • Life Insurance (Basic, Voluntary & AD&D), • Paid Time Off (Vacation, Sick & Public Holidays), • Short Term & Long Term Disability, • Training & Development, • Wellness Resources Salary: The projected salary range for this position is $140,000 - $175,000. This is not a guarantee of compensation, rather actual salary will be based on experience, qualifications, and applicable certifications or degrees held. Offered salary may fall outside of this range.
