Capture Manager

at  Axiom Consultants

POSITION OBJECTIVE:

• Axiom Consultants is looking for a highly motivated and talented Capture Manager to join our team! The Capture Manager will work collaboratively with the team to identify new opportunities, create and maintain a healthy business pipeline, strategize and execute on the opportunities, and work with the team to create a comprehensive proposal that incorporates winning solutions. The Capture Manager will serve as a key member of Axiom’s Business Development team and will have a significant impact in growing the company’s overall business.

JOB DESCRIPTION:

• Oversee and direct capture process for business development opportunities, working cross-functionally with proposal, technical, and executive teams to ensure cohesive and best-fit strategies.
• Identify and win executable business for Government clients through applying expertise across the business development life cycle, from opportunity qualification through strategic capture and proposal development to contract award.
• Regularly report to executive leadership on pipeline velocity and capture outcomes.
• Develop plans to secure knowledge and understanding of the Government customers’ requirements, issues, and needs during the pursuit and capture phases.
• Support the development and implementation of market-based competitive intelligence, market assessments, client assessments, and strategic planning efforts.
• Support financial analysis, including cost estimation, pricing strategies, and ROI assessments, to support decision-making and proposal development.
• Lead capture efforts to help win recompete contracts and expand the current contracts the team is supporting. Work with government clients to understand their needs and apply this to developing a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
• Identify potential capture risks, as well as develop avoidance and alternative risk mitigation strategies.
• Conduct gap analysis to include company capabilities, qualifications, and technical expertise against proposal requirements and competitor qualifications.
• Coordinate the timeline of events to leadership and coordinate contract related documents (NDA, TA, Subcontract agreements, etc.) with the contracts team.
• Work with recruiting and human resources to identify, recruit, and retain qualified resources, both personnel and the workforce needed to execute the contract.
• Lead color team reviews.
• Conduct post-RFP reviews for all business opportunities including capturing participants to documenting lessons learned and identifying necessary adjustments to capture technique, strategy, process, and actions to ensure a more successful approach moving forward.

QUALIFICATIONS:

• Bachelor’s degree in a related field.
• 5+ years of capture management experience in the government contracting space.
• Expertise in formulating winning strategies to include developing effective management, technical, and past performance approaches; cost volume management; team/subcontracting and pricing strategies; and effective competitive analysis/assessment.
• Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.
• Experience assessing and updating competitor capabilities, performing a SWOT analysis of competitors strengths, and conducting team gap analysis.
• Experience in financial analysis, budgeting, and pricing strategies for complex projects across multiple contract types (FFP, T&M, IDIQ, etc.).
• Experience leading color team reviews.
• Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.
• Track record of winning new contract work in the DoD, Science, Technology, Cybersecurity, or Federal space including capturing large, complex, multi-million-dollar projects as well as growing existing company contracts.
• Demonstrated ability to develop and maintain excellent relationships with current and potential customers.
• Excellent verbal and written communication skills with internal and external stakeholders, including experience briefing executives and Government clients.
• Strong proposal development and writing skills, successfully conveying information in executive summaries.

PREFERRED QUALIFICATIONS:

• Master’s degree in a related field preferred.
• Capture and proposal training such as Shipley, etc.
• Knowledge of US government procurement practices.

Please refer the Job description for details