Job Description
BryceTech is seeking an experienced Capture Manager to focus on capture opportunities, responsible for securing existing and winning new business opportunities in the US Federal Health marketplace such as: Department of Health and Human Services, Defense Health Agency, National Institute of Health, Food and Drug Administration, and Center for Disease Control. As the Capture Manager for our Public Health Division, you will manage the identification, analysis, and development of new business opportunities. Direct research and analysis and the development of marketing programs and establishes customer contacts and develop proposals and marketing presentations.
This role requires an ethical approach to winning, comprehensive business acumen, technical understanding and/or education, resourcefulness to manage process driven captures, and internal/external customer relations-oriented individual. This position requires the ability to collaborate effectively with business development, functional and line management personnel as well as considerable negotiation skills. Candidate must have a proven record of winning new and follow-on business in federal health market. The position will report to the Chief Growth Officer of BryceTech.
PRIMARY RESPONSIBILITIES:
- Provide strategic thinking and execution for capture efforts and through determining capture team resource requirements and managing bid costs associated throughout the bid acquisition process.
- Understand capabilities, strengths, and weaknesses and direct the development of solution development, CONOPS and path to win. Coordinate and conduct meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
- Identifies the most advantageous method to building key relationships, identifies and selects teaming partners, and win theme and win strategy development including value propositions. Identify and obtain commitment from industry partners and bridge gaps and increase the Pwin.
- Interact with a broad range of departments to 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.
- Provide communication and time management by leading executive management gate reviews.
- Co-Lead with Proposal Manager the color team reviews to ensure that reviews are conducted in a repeatable manner adhering to procedures and processes.
- Lead all aspects of capture and win strategy to include opportunity identification and qualification, shaping, selling, and closing capture efforts to win new business.
- Conduct business intelligence research and offer strategic recommendations on how advance our business within the industry.
- Developing and executing the capture strategy plan for new business, including creating specific actionable and measurable milestones to assess the strategy’s success.
- Prepares new business proposals, and responses to requests for proposal (RFPs) and requests for information (RFIs).
- Manages weekly reporting and analysis of the business development pipeline, including development of company business development presentations as required.
- Develops and maintains working relationships with similar and/or complementary companies to include teaming and partnership discussions.
- Participates in Industry Day Meetings, Customer specific conferences, trade shows, and professional association (AOC, AFCEA, NDIA, AUSA, etc.) meetings/briefings.
- Maintains current knowledge of relevant technologies in order to successfully meet client requirements.
DUTIES:
The successful candidate assumes responsibility for developing and executing the overall capture strategy associated with an approved pursuit effort. Duties include:
- Orchestrating all aspects of the bid strategy including cost/price strategy and position to win, providing oversight of the development all proposal volumes, creating capture teams, and fostering a culture of winning ethically.
- Collaborate with subject & technical matter experts, functional leads, and Program Managers.
- Gathers, assesses, and validates customer requirements.
- Assess probable competition and evaluates relative strengths and threats -- conducts Black-hats, competitive scenarios, etc.
- Translate requirements into robust win strategy, carefully tested and validated, and advances strategy to management and technical design with strong value proposition and differentiated bid elements based on compelling features and benefits.
- Collaborates effectively with internal teams and external partners to sustain operational excellence, resolve conflicts, and achieve customer satisfaction.
- Identifies gaps and develops strategies to overcome weaknesses and mitigate risks.
- Conducts and participates in gate, pricing, teaming, and capture reviews; leads and documents lessons learned.
- Leads and negotiates teaming agreements and strategic alliances.
- Manages assigned pipeline (portfolio of opportunities) as the opportunity owner.
- Drives development and completion of critical bid artifacts required for proposal development; ensures integrity of win strategy through supporting role in color reviews; supports assigned Proposal Manager/Director by assisting with development of compliant and compelling bids.