Senior Capture Manager

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DUTIES AND RESPONSIBILITIES:

• Develops and maintains capture plans and coordination of opportunities, including preparation, qualification 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 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

QUALIFICATIONS:

• 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

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

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

• Extensive knowledge of capture management process 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

PREFERRED QUALIFICATIONS:

• Master's degree in business management or related field

• Advanced project management skills

OTHER REQUIREMENTS:

• 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.

• Performs duties in a safe manner. Follows the corporate safety policy. Participates and supports safety meetings, training, and goals. Ensures safe operating conditions within an area of responsibility. Encourages co-workers to work safely. Identifies "close calls" and/or safety concerns to supervisory personnel. Maintains a clean and orderly work area.

PHYSICAL REQUIREMENTS:

• Work involves sitting and standing for prolonged periods of time

• Able to communicate verbally and listen for constant surveillance of staff activities

• Work is normally performed in a typical interior/office work environment; travel within the United States is required

Acuity International is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, color, sex, national origin, age, protected veteran status, or disability status.

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