Sr. Capture Manager (Humanitarian Services) with Security Clearance

    Caliburn International
    Reston, VA 20190
    Full-time, Part-time
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    Job Description

    SCOPE: The Senior Capture Manager (Humanitarian Services)is responsible for new business development including opportunity identification and qualification, capture management, proposal development and preparation for new business and current programs in a specific business unit. The ideal candidate is responsible for developing, implementing and managing a capture strategy to achieve planned revenue growth in the federal marketplace. The SeniorCapture Manager (HS) is responsible for managing cross-functional teams to win assigned business opportunities, from the point when the opportunity is selected for pursuit until the contract is awarded.The Sr. Capture Manager plans, directs, and controls all activities related to the Capture effort, including accountability of all phases of Capture Management.The Candidate must be able to manage large, complex capture efforts and lead a team comprised of multiple functional experts supporting the effort.This position reports to the Capture Operations Lead. DUTIES AND RESPONSIBILITIES: * Develops and implements marketing plans, including identifying, screening and qualifying viable business opportunities * Develops capture plans and coordination of opportunities, including preparation and management of B&P Requests * 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 Caliburn proposal development processes * Participates in solutions development strategy sessions providing input based on customer trends and requirements * Develops Gate Reviews and presents Pursuit and Bid Decisions (Gate Review) briefings to management in accordance with, Caliburn'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 * Represents Caliburn to potential customers in the federal government arena * Builds and maintains the opportunity Capture Plan * Qualifies all opportunity targets as assigned * Builds and manages the Capture Team organization as a task organized entity comprised of all Caliburn functional departments and coordinate with staff principals for resource inclusion * Develops Win Strategies, including Capture Plans and communications campaigns (call plans) * Leads solutions development strategy sessions (Blue Teams) providing input based on pursuit customer trends and requirements * Executes a comprehensive Call Plan/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 * Selects relevant Past Performance contracts * Prepares and provides information and decision briefings for senior management * Works with the Proposal Manager in development and execution of a Proposal Management Plan, including technical, management, pricing, and past performance/corporate experience * 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 * Maintains a current prioritized pipeline of opportunities as assigned and under Capture * Contributes to the strategic vision for Caliburn's BD * Shares in the responsibility for ensuring Caliburn's culture reflects collaboration, teamwork, and commitment to the overall success of the organization * Prepares White Papers and Statement of Work (SOW) packages as necessary * Works closely with Senior Capture Manager and Caliburn Vice President of Business Development to support and assist the Executive Team * Maintains current knowledge of Caliburn Policies and Procedures, DFPS Standards, USG (i.e. ORR, DHS, FEMA, DOD, DOS and DOL) and International Government/Organizational Policies (i.e. NATO, UN), contractual requirements, and any relevant regulations to provide agency wide international support * Forms part of the administrative services team who provide ongoing support to Caliburn programs to support agency wide development of programs, program expansion, special projects, and strategies for agency growth * Attends and participates in all staff meetings, trainings, workshops, conferences, and any other staff related activities required by the position Job Requirements QUALIFICATIONS: * Bachelor's degree with a concentration in business administration or marketing and 10+ years of capture management/business development and sales experience in the federal government marketplace * Development of successful capture management plans for large procurements * Development of proposals in response to federal government RFPs * Experience with developing strategic pricing and conducting Price-to-Win analysis * Demonstrated and proven skills in management of large capture and/or business development opportunities * Experience working with senior and executive management to align sales strategies and solutions * Demonstrated success in interfacing with customers and building trusting relationships * Excellent sales and communication skills and ability to manage appropriate responses to the federal government acquisition process * Demonstrated completion of Capture Management and Proposal Management training courses * Complete understanding of general indirect and direct cost structuring * Demonstrated experience developing win strategies to include technical courses of action (COAs) and Price-to-Win * Must be able to obtain and maintain a security clearance as dictated by contract initiatives (i.e. MRPT, DOD Secret, etc.) * Frequent International andDomestic travel up to 50% of the time.International travel may include the Middle East and remote locations PREFERRED QUALIFICATIONS: * Master's degree in business management or related field * Advanced project management skills * Experience capturing large and complex contracts exceeding $100 million in dollar value Caliburn International is an Affirmative Action/Equal Opportunity Employer (EOE). Employment selection and related decisions are made without regard to race, color, age, national origin, religion, sex, disability, veteran status, gender identity, sexual orientation, and other statuses protected by law.
    Posting ID: 602930104Posted: 2021-04-16Job Title: Senior Capture Manager