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 Sr 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.
Responsible for the planning, organizing, and managing the capture of assigned opportunities within the federal and/or commercial customer segments across multiple pipelines/operations divisions in accordance with established Business Development processes and structure.
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.
Brief detailed capture status to senior management at specified milestones in the capture process.
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.
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 project management and 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 Experience
Bachelor’s degree in Business, Marketing or a Technical Discipline, or equivalent experience.
Ten (10) to Fifteen (15) years of experience supporting business development activities or as a project manager of one or more programs supporting Federal/DoD organizations.
Ten (10) years of experience should be at the leadership level (PM, Director, etc.) managing multiple programs.
Proven track record of building pipelines and winning new business in the Air Force/Space Force markets.
Demonstrated experience managing contracts and/or projects in the functional areas related to digital trinity, information systems, applications, systems and software engineering, operations & sustainment, and test & evaluation.
Proven ability to grow relationships and networks for partnering.
Applied knowledge of the Federal Acquisition Regulations, requirements development, solicitation and evaluation processes, and Federal Government budgetary process.
Understanding of Business Development and Capture Management.
Functional understanding in areas such as Cyber, Enterprise Systems, Digital Engineering, Software, Validation and Verification, Program Management, Logistics, Studies and Analysis.
U.S.
Citizenship Required
Must be able to obtain/maintain a DoD SECRET clearance