Senior Director, Capture Management

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Essential Functions:

• Plans, directs, and controls all activities related to the capture effort for large, complex bids including accountability of all phases of capture management
• Develops capture strategies that synthesize information regarding the customer, competitors, and the company's strengths and weaknesses
• Creates a sound business case and value proposition that melds customer requirements with corporate goals and objectives
• Translates the win strategy into a comprehensive capture plan including win themes and discriminators, competitive analysis, price-to-win, and a customer contact plan
• Communicates the vision of success that inspires and energizes the capture team
• Builds an organizational structure required to win and enables a smoothly operating capture team
• Gain and maintain stakeholder (senior management, partners, teammates) buy-in and support
• Justifies the cost of resources required to win
• Develops and manages the capture budget, including the bid and proposal budgets
• Develop appropriate teaming strategies, including definition and negotiation of teaming agreements
• Develops, leads, and presents gate reviews
• Mentors junior capture and marketing managers as assigned
• Instilling practices and behaviors that improve efficiency and effectiveness, to include but not limited to, acting as a Lead in Color Reviews for their peers
• Provide leadership in fostering interdependency and maintain process accountability
• Leads development of RFIs, White Papers, and Concept Papers to shape opportunities
• Identifying opportunities that are consistent with the overall corporate strategy and contributing to the development of the strategic plan

Job Requirements:

• Bachelor's degree in a field related to business development such as business administration, etc. Two (2) years' experience in business development or related discipline can be substituted for each year of the four (4) years of college.
• Minimum of twelve (12) years of Federal contractor experience supporting business development and/or capture activities to include related technical or program management experience. May substitute Federal government employment experience as either a Sr. Business Development Specialist, Supervisory Business Operations Manager, or Government Program Manager in lieu of Federal contractor BD experience.
• Minimum of four (4) years focusing on capturing large government opportunities
• Proven results at competitively winning new business as a capture manager on programs of increasing value
• Successful experience in competitive analysis, customer analysis, win strategy development, conducting step reviews and price-to win analysis
• Extensive knowledge of capture management process that entails the development of management, technical, and past performance approaches, cost volume management, teaming, pricing strategies and competitive assessments
• Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with senior managers, employees, and the general public
• Strong leadership skills with an ability to coach, lead, motivate and influence others to support corporate goals and objectives to produce a winning proposal within budget and schedule constraint
• Solid understanding of profit and loss calculations and basic business finance
• Demonstrated ability to analyze business environments including typical terms and conditions and other typical bid requirements e.g., Letters of credit, offset, holdback, warranties, etc.
• Ability to deliver quality work on tight deadlines, with strong organization and priority setting skills
• Ability to manage employees through influence even though they may not be a direct report
• Advanced working knowledge with Microsoft Office products (Excel, PowerPoint, Word, etc.)
• Position may require U.S. citizenship for purposes of obtaining clearances

Preferred:

• Master's degree in related field
• International capture experience
• Extensive network of high-level contacts within the federal/civilian space, FEMA, DHS, CBP. ICE
• Shipley (or ToTS) or APMP certified
• Formal capture manager training and accreditation
• Previous experience working with Salesforce CRM

Acuity International is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, color, sex, national origin, age, protected veteran status, or disability status.

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