“The primary function of the Senior Capture Manager (CM) is to support the Government Health and Human Services (GHHS) Sales team with identifying, developing and winning new business and/or retaining/ expanding current business in a thought leadership capacity.”
Responsibilities:
- Leading a team of professionals including technical, finance, legal, procurement, HR and proposal management through deal closure. Develop and maintain deal close plan, aligning proposition to client’s selection process, evaluation criteria and process. Understand the client’s organization and processes and manage all negotiations and closing activities accordingly.
- Perform market research to qualify new business opportunities, including analysis of customer budget, capabilities required, current customer preferences, incumbent strengths and weaknesses, and competitive environment assessments including conducting black-hats, competitive scenarios, etc.
- Collaborates effectively with internal teams and external partners to sustain operational excellence, resolve conflicts, and achieve customer satisfaction
- Ensure capture intelligence and strategies are included in the proposal
- Manages the identification of gaps and develops strategies to overcome weaknesses and mitigate risks
- Lead price to win assessments that drive solution approach with direct input into cost/price
- Brief capture status to senior management at specified milestones in the capture process, when material changes occur and as needed.
- Conducts after action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
- Deal with complex business relationships and manage multiple resources to deliver a strong, winning case to the prospective client
- Act as the point of contact for resolution and escalation of all key sales pursuit related items with the client and internally
Requirements:
- Thorough understanding of capture processes and the ability to execute those processes
- Experienced with government procurement and responding to government RFPs, execute price to win methodologies
- Outstanding organizational skills
- Ability to facilitate an extended sales cycle and cross-team collaboration
- Coaching skills
- Demonstrated track record to ultimately deliver projects and assignments on target and on time
- BS in Information Technology, Business, or Social Services
- In depth knowledge of government human services including integrated eligibility, child welfare, citizen engagement experience preferred
