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Acuity International · 1 month ago

Capture Manager

United States

Full-time

Remote

Senior Level, Lead/Staff

10+ years exp

Acuity International is a company focused on empowering clients through a broad range of services. The Capture Manager is responsible for managing cross-functional teams to win assigned business opportunities, overseeing all aspects of the capture effort from opportunity selection to contract award.

Information Services

No H1B

U.S. Citizen Only

Responsibilities

Leverages customer intelligence & research resources to identify, develop, and qualify opportunities that align to the company’s strategic sales campaigns that result in meaningful and measurable revenue growth

Develops and maintains capture plans and coordination of opportunities, including preparation, qualification and management of B&P requests

Participates in interdepartmental project groups or task forces to integrate activities, communicate issues, obtain approvals, resolve problems and maintain a specific level of knowledge pertaining to new developments, new task efforts, contract awards, and new policy requirements

Develops win strategies for programs to be bid, including price, technical and business considerations

Prepares marketing materials and briefings for customer calls

Conducts training and education of line managers and other supporting personnel concerning federal government acquisition process and Acuity proposal development processes

Participates in solutions development strategy sessions providing input based on customer trends and requirements

Develops gate reviews and presents briefings to management in accordance with Acuity’s Business Development process continuum

Establishes and supports relationships with customers, partners, and suppliers that enhance new business opportunities, and comply with company policies and standards

Builds and manages the capture team as a task-organized entity comprised of all Acuity functional departments and coordinate with staff principals for resource inclusion

Executes a comprehensive call plan and/or office visit plan for key customer individuals

Develops and manages the capture budget, including the sales and marketing and the bid and proposal budgets, updating as required

Identifies project key personnel as necessary

Conducts competitive assessments

Attends scheduled site visits as required, participates in job fairs, and attends industry day events

Develops appropriate teaming strategies, including negotiation of teaming agreements and work scope

Oversees development and oral presentations as required

Ensures all information relevant to target capture is updated on a regular basis in SalesForce

Prepares White Papers and Statement of Work (SOW) packages as necessary

Qualification

Capture managementBusiness developmentSales experienceCompetitive analysisMicrosoft OfficeLeadership skillsInterpersonal skillsProject managementShipley certifiedTeam buildingNegotiation skills

Required

Bachelor's degree with a concentration in business administration or marketing and at least ten (10) years of capture management/business development and sales experience in the federal government marketplace with a minimum of (4) years of experience focusing on large government opportunities

Proven results at competitively winning new business as a capture manager on programs of increasing value

Proven experience building relationships with strategic teaming partners (as a prime and as a tier 1 sub-contractor)

Successful experience in competitive analysis, customer analysis, win strategy development, conducting step reviews and price-to win analysis

Extensive knowledge of capture management processes 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.)

Shipley (or ToTS) or APMP certified

Position may require U.S. citizenship for purposes of obtaining clearances