Senior Capture Manager (Health) - Battelle Memorial Institute
ABERDEEN, MD
About the Job
Battelle delivers when others can’t. We conduct research and development, manage national laboratories, design and manufacture products and deliver critical services for our clients—whether they are a multi-national corporation, a small start-up or a government agency.
We recognize and appreciate the value and contributions of individuals with diverse backgrounds and experiences and welcome all qualified individuals to apply.
Job Summary
We are currently seeking a Senior Capture Manager with a focus on Battelle’s Health Business Unit. The position location is flexible with preference in Washington, D.C., Maryland, or Virginia. Strong candidates located in other areas will be favorably considered. Frequent travel to Columbus, OH may be necessary to support capture-specific efforts.
The Senior Capture Manager will contribute to sales growth and expand opportunities across the Department of Health and Human Services (HHS), Defense Health Agency (DHA), Department of Defense (DoD), and other Civilian agencies by developing specific and targeted capture strategies and driving contract wins focused on client missions around science, technology, research, testing and evaluation in the health market.
Mission
The mission of the Senior Capture Manager is to position Battelle to win the biggest and most strategically important qualified opportunities, continuously improving pWin. This means identifying win strategies that include customer positioning, ensuring capability alignment, creating alignment when missing, strategic teaming, solutioning and anchor graphic development, customer solution validation and influence, competitive assessment and pricing strategy.
Duties include:
+ Providing regular capture updates and gate reviews for go/no-go decisions
+ Driving customer interactions and relationships at relevant levels across customer and Battelle organizations (technical, management, procurement, etc.)
+ Leading Business Line teams to ensure ownership, buy-in and technical capabilities
+ Managing $1 billion + in opportunities annually
+ Possessing or obtaining deep knowledge of what our customers want and determining business alignment or paths to create business alignment as appropriate
Position Competencies include:
+ Efficiency
+ Honesty/integrity
+ Organization and planning
+ Aggressiveness
+ Follow through
+ Intelligence
+ Analytical skills
+ Persistence
+ Attention to details
+ Proactivity
+ Flexibility
+ Calm under pressure
+ Strategic thinking/visioning
+ Creativity/innovation
+ Enthusiasm
+ Work ethic
+ High standards
+ Openness to criticism and ideas
+ Communication
+ Teamwork
+ Persuasion
+ Self-autonomy
Responsibilities
+ Organizes and leads capture teams including establishing communication business rhythms for the capture team, and reporting to senior leadership
+ Directing the creation of solutions aligned to client requirements
+ Develop win themes that clearly identify the Battelle value, distinguish Battelle from competitors, and increase probability of win.
+ Formulates an innovative and winning capture strategy at a competitive price.
+ Uses extensive network of existing partners as well as cultivates relationships with new partners, in small and large business and academia, as appropriate, to grow current and future business.
+ Provides market and competitor intelligence in the federal health market, including life sciences and health research and analytics.
+ Leads the developing, shaping and positioning efforts to further iterate and validate solutions with customer initiatives and requirements.
+ Coordinates the selection of proposal team member organizations (strategic partners, sub-contractors, universities, etc.).
+ Effectively transitions capture strategies to quality, compliant and compelling proposal development.
+ Coordinates with marketing resources to increase probability of win on assigned deals.
+ Supports the BD team in advancing a robust pipeline of qualified opportunities to meet or exceed established Business Unit sales goals.
Key Qualifications
+ Bachelor’s degree in a Business, Engineering or Science-related technical field and
+ 10 years of experience in Federal programs and business development.
+ Proven track record of successfully leading, managing and winning large ($100M+), complex new business captures with Federal clients.
+ Existing network of contacts within the HHS, DHA, DoD, and other federal civilian agencies and/or industry partners in the same market, with the ability to leverage network into the capture of qualified business opportunities.
+ Knowledge of competitors in the health (life sciences, and health research and analytics) market space and experience in competitive assessment.
+ Strong organizational skills and ability to communicate verbally and in writing across various levels of internal organizations, from scientists to technicians to the C-Suite.
Preferred Qualifications
+ Master’s Degree or higher, preferably in a business, scientific or health-related discipline
+ Experience with Microsoft Client Relationship Management (CRM) tool
Benefits: Live an Extraordinary Life
We care about your well-being, not just on the job. Battelle offers comprehensive and competitive benefits to help you live your best life.
+ Balance life through a compressed work schedule : Most of our team follows a flexible, compressed work schedule that allows for every other Friday off—giving you a dedicated day to accomplish things in your personal life without using vacation time.
+ Take time to recharge : You get paid time off to support work-life balance and keep motivated.
+ Prioritize wellness : Stay healthy with medical, dental, and vision coverage with wellness incentives and benefits plus a variety of optional supplemental benefits.
+ Better together : Coverage for partners, gender-affirming care and health support, and family formation support.
+ Build your financial future : Build financial stability with an industry-leading 401(k) retirement savings plan. For most employees, we put in 5 percent whether you contribute or not, and match your contributions on top of that.
+ Advance your education : Tuition assistance is available to pursue higher education.
+ Flexible work arrangements : You have options for where you work and when you work.
A Work Environment Where You Succeed
For brilliant minds in science, technology, engineering and business operations, Battelle is the place to do the greatest good by solving humanity’s most pressing challenges and creating a safer, healthier and more secure world.
You will have the opportunity to thrive in a culture that inspires you to:
+ Apply your talent to challenging and meaningful projects
+ Receive select funding to pursue ideas in scientific and technological discovery
+ Collaborate with world-class experts in an inclusive environment
+ Nurture and develop the next generation of scientific leaders
+ Give back to and improve our communities
Vaccinations & Safety Protocols
_Battelle may require employees, based on job duties, work location, and/or its clients’ requirements to follow certain safety protocols and to be vaccinated against a variety of viruses, bacteria, and diseases as a condition of employment and continued employment and to provide documentation that they are fully vaccinated. If applicable, Battelle will provide reasonable accommodations based on a qualified disability or medical condition through the Americans with Disabilities Act or the Rehabilitation Act or for a sincerely held religious belief under Title VII of the Civil Rights Act of 1964 (and related state laws)._
_Battelle is an equal opportunity employer. We provide employment and opportunities for advancement, compensation, training, and growth according to individual merit, without regard to race, color, religion, sex (including pregnancy), national origin, sexual orientation, gender identity or expression, marital status, age, genetic information, disability, veteran-status veteran or military status, or any other characteristic protected under applicable Federal, state, or local law. Our goal is for each staff member to have the opportunity to grow to the limits of their abilities and to achieve personal and organizational objectives. We will support positive programs for equal treatment of all staff and full utilization of all qualified employees at all levels within Battelle._
The above statements are intended to describe the nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, activities and skills required of staff members. No statement herein is intended to imply any authorities to commit Battelle unless special written permission is granted by Battelle's Legal Department.
For more information about our other openings, please visit www.battelle.org/careers
We recognize and appreciate the value and contributions of individuals with diverse backgrounds and experiences and welcome all qualified individuals to apply.
Job Summary
We are currently seeking a Senior Capture Manager with a focus on Battelle’s Health Business Unit. The position location is flexible with preference in Washington, D.C., Maryland, or Virginia. Strong candidates located in other areas will be favorably considered. Frequent travel to Columbus, OH may be necessary to support capture-specific efforts.
The Senior Capture Manager will contribute to sales growth and expand opportunities across the Department of Health and Human Services (HHS), Defense Health Agency (DHA), Department of Defense (DoD), and other Civilian agencies by developing specific and targeted capture strategies and driving contract wins focused on client missions around science, technology, research, testing and evaluation in the health market.
Mission
The mission of the Senior Capture Manager is to position Battelle to win the biggest and most strategically important qualified opportunities, continuously improving pWin. This means identifying win strategies that include customer positioning, ensuring capability alignment, creating alignment when missing, strategic teaming, solutioning and anchor graphic development, customer solution validation and influence, competitive assessment and pricing strategy.
Duties include:
+ Providing regular capture updates and gate reviews for go/no-go decisions
+ Driving customer interactions and relationships at relevant levels across customer and Battelle organizations (technical, management, procurement, etc.)
+ Leading Business Line teams to ensure ownership, buy-in and technical capabilities
+ Managing $1 billion + in opportunities annually
+ Possessing or obtaining deep knowledge of what our customers want and determining business alignment or paths to create business alignment as appropriate
Position Competencies include:
+ Efficiency
+ Honesty/integrity
+ Organization and planning
+ Aggressiveness
+ Follow through
+ Intelligence
+ Analytical skills
+ Persistence
+ Attention to details
+ Proactivity
+ Flexibility
+ Calm under pressure
+ Strategic thinking/visioning
+ Creativity/innovation
+ Enthusiasm
+ Work ethic
+ High standards
+ Openness to criticism and ideas
+ Communication
+ Teamwork
+ Persuasion
+ Self-autonomy
Responsibilities
+ Organizes and leads capture teams including establishing communication business rhythms for the capture team, and reporting to senior leadership
+ Directing the creation of solutions aligned to client requirements
+ Develop win themes that clearly identify the Battelle value, distinguish Battelle from competitors, and increase probability of win.
+ Formulates an innovative and winning capture strategy at a competitive price.
+ Uses extensive network of existing partners as well as cultivates relationships with new partners, in small and large business and academia, as appropriate, to grow current and future business.
+ Provides market and competitor intelligence in the federal health market, including life sciences and health research and analytics.
+ Leads the developing, shaping and positioning efforts to further iterate and validate solutions with customer initiatives and requirements.
+ Coordinates the selection of proposal team member organizations (strategic partners, sub-contractors, universities, etc.).
+ Effectively transitions capture strategies to quality, compliant and compelling proposal development.
+ Coordinates with marketing resources to increase probability of win on assigned deals.
+ Supports the BD team in advancing a robust pipeline of qualified opportunities to meet or exceed established Business Unit sales goals.
Key Qualifications
+ Bachelor’s degree in a Business, Engineering or Science-related technical field and
+ 10 years of experience in Federal programs and business development.
+ Proven track record of successfully leading, managing and winning large ($100M+), complex new business captures with Federal clients.
+ Existing network of contacts within the HHS, DHA, DoD, and other federal civilian agencies and/or industry partners in the same market, with the ability to leverage network into the capture of qualified business opportunities.
+ Knowledge of competitors in the health (life sciences, and health research and analytics) market space and experience in competitive assessment.
+ Strong organizational skills and ability to communicate verbally and in writing across various levels of internal organizations, from scientists to technicians to the C-Suite.
Preferred Qualifications
+ Master’s Degree or higher, preferably in a business, scientific or health-related discipline
+ Experience with Microsoft Client Relationship Management (CRM) tool
Benefits: Live an Extraordinary Life
We care about your well-being, not just on the job. Battelle offers comprehensive and competitive benefits to help you live your best life.
+ Balance life through a compressed work schedule : Most of our team follows a flexible, compressed work schedule that allows for every other Friday off—giving you a dedicated day to accomplish things in your personal life without using vacation time.
+ Take time to recharge : You get paid time off to support work-life balance and keep motivated.
+ Prioritize wellness : Stay healthy with medical, dental, and vision coverage with wellness incentives and benefits plus a variety of optional supplemental benefits.
+ Better together : Coverage for partners, gender-affirming care and health support, and family formation support.
+ Build your financial future : Build financial stability with an industry-leading 401(k) retirement savings plan. For most employees, we put in 5 percent whether you contribute or not, and match your contributions on top of that.
+ Advance your education : Tuition assistance is available to pursue higher education.
+ Flexible work arrangements : You have options for where you work and when you work.
A Work Environment Where You Succeed
For brilliant minds in science, technology, engineering and business operations, Battelle is the place to do the greatest good by solving humanity’s most pressing challenges and creating a safer, healthier and more secure world.
You will have the opportunity to thrive in a culture that inspires you to:
+ Apply your talent to challenging and meaningful projects
+ Receive select funding to pursue ideas in scientific and technological discovery
+ Collaborate with world-class experts in an inclusive environment
+ Nurture and develop the next generation of scientific leaders
+ Give back to and improve our communities
Vaccinations & Safety Protocols
_Battelle may require employees, based on job duties, work location, and/or its clients’ requirements to follow certain safety protocols and to be vaccinated against a variety of viruses, bacteria, and diseases as a condition of employment and continued employment and to provide documentation that they are fully vaccinated. If applicable, Battelle will provide reasonable accommodations based on a qualified disability or medical condition through the Americans with Disabilities Act or the Rehabilitation Act or for a sincerely held religious belief under Title VII of the Civil Rights Act of 1964 (and related state laws)._
_Battelle is an equal opportunity employer. We provide employment and opportunities for advancement, compensation, training, and growth according to individual merit, without regard to race, color, religion, sex (including pregnancy), national origin, sexual orientation, gender identity or expression, marital status, age, genetic information, disability, veteran-status veteran or military status, or any other characteristic protected under applicable Federal, state, or local law. Our goal is for each staff member to have the opportunity to grow to the limits of their abilities and to achieve personal and organizational objectives. We will support positive programs for equal treatment of all staff and full utilization of all qualified employees at all levels within Battelle._
The above statements are intended to describe the nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, activities and skills required of staff members. No statement herein is intended to imply any authorities to commit Battelle unless special written permission is granted by Battelle's Legal Department.
For more information about our other openings, please visit www.battelle.org/careers
Source : Battelle Memorial Institute