- Cape Canaveral, FL
Job Title: Capture Manager
Job Type: Full-time
Education: Bachelor's Degree
About Humanitarian and Immigration Services (HIS): HIS, a Caliburn business unit, provides support to Health and Human Services (HHS) emergency and permanent shelter programs. HIS has significant projects in Homestead, Florida and the Rio Grande Valley, Texas. Both projects provide shelter services for Unaccompanied Alien Children (UAC). HIS provides life support services, educational services, operations and maintenance services, food services, medical services, and local and nationwide transport of UAC.
The Capture Manager is responsible for new business development including opportunity identification and qualification, capture management, proposal development and preparation for new business and current programs in the HIS business unit. The ideal candidate is responsible for developing, implementing and managing a capture strategy to achieve planned revenue growth in the federal marketplace.
The Capture Manager is responsible for managing cross functional teams to win assigned business opportunities, from the point when the opportunity is selected for pursuit until the contract is awarded. The Capture Manager plans, directs, and controls all activities related to the Capture effort, including accountability of all phases of Capture Management. The Candidate must be able to manage large, complex capture efforts and lead a team comprised of multiple functional experts supporting the effort. This position reports both to the Vice President of HIS and the Caliburn Vice President of Business Development.
Duties and Responsibilities:
Develops and implements marketing plans, including identifying, screening and qualifying viable business opportunities
Develops capture plans and coordination of opportunities, including preparation and management of B&P Requests
Develops win strategies for programs to be bid, including price, technical and business considerations
Prepares marketing materials and briefings for customer calls
Conducts training and education of line managers and other supporting personnel concerning federal government acquisition process and HIS/Caliburn proposal development processes
Participates in solutions development strategy sessions providing input based on customer trends and requirements
Develops Gate Reviews and presents Pursuit and Bid Decisions (Gate Review) briefings to management in accordance with, Caliburn’s Business Development process continuum
Establishes and supports relationships with customers, partners, and suppliers that enhance new business opportunities, and comply with company policies and standards
Represents HIS to potential customers in the federal government arena
Builds and maintains the opportunity Capture Plan
Qualifies all opportunity targets as assigned
Builds and manages the Capture Team organization as a task organized entity comprised of all Caliburn functional departments and coordinate with staff principals for resource inclusion
Develops Win Strategies, including Capture Plans and communications campaigns (call plans)
Leads solutions development strategy sessions (Blue Teams) providing input based on pursuit customer trends and requirements
Executes a comprehensive Call Plan/Office Visit Plan for key customer individuals
Develops and manages the Capture Budget, including the sales and marketing and the bid and proposal budgets, updating as required
Identifies project key personnel as necessary
Conducts competitive assessments
Selects relevant Past Performance contracts
Prepares and provides information and decision briefings for senior management
Works with the Proposal Manager in development and execution of a Proposal Management Plan, including technical, management, pricing, and past performance/corporate experience
Attends scheduled site visits as required, participates in job fairs, and attends industry day events
Develops appropriate teaming strategies, including negotiation of teaming agreements and work scope
Oversees development and oral presentations as required
Ensures all information relevant to target capture is updated on a regular basis in SalesForce
Maintains a current prioritized pipeline of opportunities as assigned and under Capture
Contributes to the strategic vision for Caliburn’s BD
Shares in the responsibility for ensuring Caliburn’s culture reflects collaboration, teamwork, and commitment to the overall success of the organization
Prepares White Papers and Statement of Work (SOW) packages as necessary
Works closely with Vice President of HIS and Caliburn Vice President of Business Development to support and assist the Executive Team
Maintains current on Caliburn Policies and Procedures, DFPS Standards, USG (ORR, DHS, FEMA, and DOL) Policies, contractual requirements, and any relevant regulations to provide agency-wide support
Forms part of the administrative services team who provide ongoing support to Caliburn programs to support agency-wide development of programs, program expansion, special projects, and strategies for agency growth
Attends and participates in all staff meetings, trainings, workshops, conferences, and any other staff related activities required by the position
Bachelor’s degree with a concentration in business administration or marketing and 10+ years capture management/business development and sales experience in the federal government marketplace
Development of successful capture management plans for large procurements
Development of proposals in response to federal government RFPs
Experience with developing strategic pricing and conducting Price-to-Win analysis
Demonstrated and proven skills in management of large capture and/or business development opportunities
Experience working with senior and executive management to align sales strategies and solutions
Demonstrated success in interfacing with customers and building trusting relationships
Excellent sales and communication skills and ability to manage appropriate responses to the federal government acquisition process
Demonstrated completion of Capture Management and Proposal Management training courses
Complete understanding of general indirect and direct cost structuring
Demonstrated experience developing win strategies to include technical courses of action (COAs) and Price-to-Win
Travel frequently up to 50% of the time
Master’s degree in business management or related field
Advanced project management skills
Experience working with HHS and Department of Homeland Security (DHS) Immigration and Customs Enforcement (ICE)
Participates in interdepartmental project groups or task forces to integrate activities, communicate issues, obtain approvals, resolve problems and maintain a specific level of knowledge pertaining to new developments, new task efforts, contract awards, and new policy requirements.
Performs duties in a safe manner. Follows the corporate safety policy. Participates and supports safety meetings, training, and goals. Ensures safe operating conditions within an area of responsibility. Encourages co-workers to work safely. Identifies “close calls” and/or safety concerns to supervisory personnel. Maintains a clean and orderly work area.
Work is normally performed in a typical interior/office work environment.
Work involves sitting and standing for prolonged periods of time.
May require bending, stooping and lifting up to 15 lbs.