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Federal Markets--Capture Manager

COLSA

Federal Markets--Capture Manager

Greenbelt, MD +7 locations
Full Time
Paid
  • Responsibilities

    The Capture Manager will perform all aspects of new business development and capture efforts to grow new business for COLSA’s functional markets.  Candidate will be responsible for translating customer needs into specific requirements, identifying/tailoring company services, and solutions into offerings, and effectively communicate COLSA’s capabilities. The Capture Manager will report to the Business Development VP and work closely with team members from Business Development, Operations, and Bid/Proposal in capturing business information and intelligence to develop bid strategies, teaming, and proposal strategies. A major focus is to manage the transition from initial opportunity discovery and bid analysis through the proposal process. Will work closely with the Executive/Senior leaders, Business Development team members, and functional SMEs to analyze and qualify business opportunities for internal vetting/qualification, perform detailed capabilities and gap analyses, and Bid/No Bid decision. The Capture Manager must be execution oriented in the approach toward capture management, and must be capable of broad, strategic thinking with respect to emerging customer needs, competitive positioning, requisite capabilities, and the tactical moves necessary to enable the company to capture opportunity in new and emerging markets.

    JOB RESPONSIBILITIES

     

    This position is responsible for, but not limited to, the following:

    • Perform market research to qualify new business opportunities, including analysis of customer budget, capabilities required, current customer preferences, competitive environment assessments, and incumbent strengths and weaknesses.
    • Define, establish, and maintain win strategies for assigned pursuits that demonstrate discriminating value propositions to customers.
    • Conduct engagements with senior level customers, competitors, company strategic partners, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
    • Develop and perform call plan development and execution, and provide detailed reports on follow up activities after plan execution.
    • Responsible for managing applicable resources (consultants, SMEs, etc.) and working with the BD team in aligning resources required for the pursuit of opportunities, developing and improving processes, reporting metrics, and managing risk.
    • Participate in business capture planning activities, to include periodic pipeline reviews, opportunity gate reviews, black hat sessions, and win theme and discriminator discussions.
    • Assist in proposal development and serve on proposal review teams as needed.
    • Conduct after action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
    • Drives opportunity from the capture decision to the contract award. *
    • Formulates, communicates, and implements integrated capture strategy, pricing, teaming, competitive intelligence/analysis, client relations, and technical solutions/concept development.*
    • Leverages existing customer and industry peer relationships to identify leads and new business opportunities.*
    • Establishes solid relationships and partnerships with key prime contractor organizations and sub-contractors on existing and new programs.*
    • Interacts with broad range of departments (i.e., Communications, Human Resources, Finance, Pricing, Business Management, etc.) to develop win strategies.*
    • Prepares and presents recommendations (i.e., go/no-go presentation) to executive management. *
    • Identifies and participates in marketing events such as trade shows, conferences, and customer meetings that support capture objectives*
    • May provide work leadership to lower-level employees

    Frequent travel (primarily CONUS) is required.

    JOB SKILLS

    • Excellent written and oral communication skills, presentation, customer communication, and organizational skills.
    • Requires the ability to engage with senior Government decision makers and Commercial customers to develop positive business relationships, assess their needs and challenges, and derive solutions.
    • Possess the ability to articulate a business and technical vision with disciplined strategic thinking.
    • Proven experience in capturing new business in growing/expanding existing contracts or with new customers.
    • Analytical and problem-solving skills.
    • Ability to gain internal support across multiple organizations and operations divisions with the ability to establish and maintain a solid working relationship with technical staff, managers, and peers in developing and performing corporate new business capture strategies.

    _At COLSA, people are our most valuable resource and centered at our core value. We invite you to unite your talents with opportunity and be a part of our “Family of Professionals!” Learn about our employee-centric culture and benefits here.  _

    Required Skills Required Experience

    REQUIRED QUALIFICATIONS:

    • Bachelor’s degree. Business or a Technical Discipline preferred, or equivalent experience.
    • Minimum 2-25 years of experience supporting business development and capture activities of one or more programs supporting Federal/DoD organizations. 
    • IN-DEPTH KNOWLEDGE OF THE DOD OR FEDERAL CIVILIAN MARKETS. PREFERRED KNOWLEDGE OF AIR FORCE, SPACE FORCE, ARMY, NAVAL INFORMATION WARFARE CENTER (NIWC) ATLANTIC OR PACIFIC, NAVAIR, NAVWAR AND/OR NAVSEA MARKETS.
    • Demonstrated experience identifying and capturing opportunities in one or more of the functional areas related to information systems, engineering, systems and software engineering, cyber security, operations & sustainment, and test & evaluation.
    • Proven ability to grow relationships and networks for partnering.
    • Superior interpersonal oral and written communication skills
    • U.S. Citizenship required; Must be able to successfully pass a criminal background check

     

    Applicant selected will be subject to a government security investigation and must meet eligibility requirements for access to classified information. COLSA Corporation is an Equal Opportunity Employer, Minorities/Females/Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.

  • Locations
    Huntsville, AL • San Diego, CA • Colorado Springs, CO • Greenbelt, MD • Dayton, OH • Wright-Patterson AFB, OH • Beavercreek, OH • Charleston, SC