Systems Planning and Analysis, Inc.

  • Capture Manager

    Job Locations US-VA-Alexandria
    ID
    2019-4414
    Category
    Business Development
    Type
    Regular Full-Time
  • Overview

    Corporate Development is responsible for all aspects of corporate growth for a $130M private equity owned company. Scope includes: marketing, pipeline management, business intelligence, opportunity capture, proposal development, differentiation and win strategies, company strategic plan and Annual Operating Plan, M&A support.

    Responsibilities

    • Lead corporate growth activities, including opportunity identification, business development, capture management, proposal development and pipeline growth
    • Foster strategic growth through strategic positioning, opportunity pipeline/business development, customer relations, personnel management and professional development to build sales growth performance and improved win rates
    • Identify large opportunities that leverage company-wide capabilities as well as develop and lead cross-divisional collaborative teams to pursue these opportunities
    • Lead capture efforts to secure new or re-compete contracts
    • Develop capture strategy, competitive assessments, teaming, and price-to-win efforts
    • Develop solutions-based capture plans that will result in winning new business that can be executed at a reasonable profit
    • Lead and participate in business development planning and review activities, to include periodic pipeline reviews, developing and managing capture budgets, planning resources and schedules for capture and proposal plans, opportunity gate reviews, black hat sessions, win theme and discriminator workshops, and proposal reviews
    • Lead and integrate assigned cross-functional team and authority to direct team activities for the duration of the pursuit
    • Conduct after action reviews for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
    • Coordinate and participate in meetings with customers, competitors, clients, and teammates to develop win strategy for specific opportunities
    • Meet with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices
    • Serve as the lead for call plan development and execution and provide detailed reports for follow-up activities
    • Create and deliver executive presentations intended for gate/capture approvals
    • Maintain ongoing interaction with business development and program area
    • Perform market research to include customer preferences, competitive analysis and incumbent strengths and weaknesses
    • Write RFI responses and white papers
    • Proposal writing and leadership of management and technical volumes to include project management plans, basis of effort development, technical volumes, past performance and staffing plans
    • Interacts routinely with multiple levels of management, infrastructure POCs, staff, and customers, and follow through on tasking
    • Collaborate with business development personnel, technical staff, and management to support cross enterprise objectives and customer engagement
    • Brief capture status to senior management at specified milestones in the capture process and when material changes occur
    Embrace accountability for shaping and winning new business through a balanced focus on customer value, the competitive environment, and the corporation's best interests

    Qualifications

    • Bachelor's degree or equivalent in a related field and 10+ years of related experience
    • Experience in key markets including Navy, NAVSEA, NIWC(SPAWAR), and NAVAIR. This role requires that the successful candidate have a proven track record of successful capture and proposal development on opportunities with a value of over $50M for single-award contracts and over $100M for multiple award IDIQ contracts
    • Detailed knowledge of the Federal contracting process and demonstrated working knowledge of the Federal Acquisition Regulations (FAR)
    • Ability to use automated tools such as Microsoft Office to present ideas, information, and reports
    • Experienced managing and using Shipley process’
    • Secret or TS/SCI security clearance a plus

     

    Desired Qualifications:
    • A deep understanding of federal government buying habits, to include:
    1. Experience with US government budget, investments and acquisition processes
    2. An understanding of different contract types to include: IDIQ, BPA, CRADA, OTA, as well as CLIN structures that include FPIF, CPIF, FPAF, CPAF, FFP, FPLOE, T&M, CPFF, CR and other types
    • An understanding of contractor financials in the government market, to include:
    1. Experience with calculating Independent Government Cost Estimates, Price to Win, and/or, parametric cost analyses
    2. Experience developing and successfully managing capture and proposal budgets
    • A deep understanding of teaming approaches to include:
    1. Experience with subcontracting to include creating teaming agreements, vendor relationships, service level agreements, and contractor teaming arrangements
    2. Working knowledge of NAICS and PSCs for teammate selection and evaluation
    3. Experience in program execution either on technical staff or as a program/project or line manager
    • Demonstrated leadership skills to include:
    1. Experience managing a large pipeline of business development opportunities
    2. Experience developing, organizing, and executing significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions, respond and win business with new and existing customers
    3. Experience gaining internal support, operating independently with limited supervision and feedback, and establishing a solid working relationship with line program staff, management, and business development peers across the company

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