Sales - Capture Manager Federal Health - Quadrant, Inc.
Silver Spring, MD 20910
About the Job
Capture Manager
Washington, DC
MUST:
Experienced Capture Manager (Scientific Research / Public Health)
16+years of experience with a Bachelors, 14+ years with a Masters, 10+ years with a PhD in successfully leading captures in Scientific Research/Public Health markets
Must have experience across a healthcare related government entity such as NIH, Department of Health and Human Services, CDC, Defense Health Agency
Experience providing direction and execution for capture efforts
Determining resource needs and managing bid costs throughout the Bid Acquisition Process
Proven track record of successful capture management of acquisitions $60mill plus.
Experience capturing pursuits requiring development of a solution and/or an approach.
Strong proposal development and writing skills, successfully conveying information in executive summaries.
Experience and understanding of pricing and pricing strategies across multiple contract types.
Experience managing and incorporating BOE into the capture process.
Ability to gain internal support, operate independently with limited supervision and feedback, and establish collaborative relationships with, Line management, and peers within an organization.
Ability to successfully lead captures in Government Health / IT markets
Bachelor of Science degree; preferably in Health/Engineering/Science disciplines or in Business related field required
DUTIES:
Manage and execute capture efforts and process driven captures
Collaborate with business development and develop and execute the overall capture strategy
Manage bid costs associated throughout the Bid Acquisition Process
Develop market insight on requirements, acquisition strategy, and contract vehicle choices
Develop technical, management and pricing strategies
Manage cross/multiple capture efforts in conjunction depending upon where the opportunity resides in the acquisition process (time available).
Provide customer and business knowledge through business intelligence to ensure the team fully understands the desires and needs of the customers and the capabilities of potential competitors.
Develop win themes and strategies including value propositions. Identify and obtain commitment from industry partners and bridge gaps and increase the Pwin.
Lead executive management gate reviews.
Co-Lead with Proposal Manager and ensure that reviews are conducted adhering to procedures and processes
Communicate resource needs and leverage resources assigned for success of captures
Collaborate with subject and technical matter experts
Gather, assess, and validate requirements.
Assess competition and evaluate strengths and threats
Conduct Black-hats and competitive scenarios
Translate requirements into win strategies
Collaborates with internal teams and external partners
Identify gaps and develop strategies to overcome weaknesses and mitigate risks
Participate in gate, pricing, teaming, and capture reviews
Lead and negotiate agreements and alliances
Manages pipeline and maintain deal details, velocity of deals through gate review process
Drive development and completion of critical bid artifacts required for proposal development
Ensure integrity of win strategy through role in color reviews
Assist with the development of compliant and compelling bids
Source : Quadrant, Inc.
