Enterprise Information Services, Inc.

Business Development Capture Manager

Job Location US-VA-Vienna
ID
2020-4323
# of Openings
1
Targeted Job Start Date
8/1/2020

Overview

The Business Development Capture Manager is responsible for winning new business through prospecting, identification, qualification, selling, shaping, positioning, teaming, and solutioning for opportunities within the DoD, Intelligence, or Civilian Federal sectors. The position will be responsible for moving selected opportunities through the business development process, overseeing the proposal process, collaborating with solution architects, marketing, and working with operations, with accountability for new business bookings, revenue, and profits.

Responsibilities

Manage the capture process

  • Identify opportunities
  • Qualify opportunities
  • Develop and execute Capture Plan
    Present opportunities to executives at gate reviews
  • Develop win strategy, including price to win, teaming to win, solution differentiation, and win themes
    Manage capture budget or bid and proposal budget
    Move opportunities from capture phase to proposal phase

Build relationships

  • Maintain and Expand Customer Relationships
    Provide customers with sound consultations on acquisition strategy through white papers and one on one
  • Build capture and proposal teams utilizing all teammates
    Identify customer programs, and procurement organizations
  • Understand customer budgets and mission needs

 Gather and analyze data

  • Gather competitive and customer intelligence
  • Perform program/opportunity assessments
    Gain clear understanding of customer requirements
    Identify/validate customer issues, wants, needs, and hot buttons
    Determine Source Selection Authority and key decision makers
    Perform Competitor Assessments
    Determine key competitors, validate data and build comparison chart
    Assess Strengths, Weaknesses, Opportunities and Threats (SWOT)
    Determine critical gaps and discriminators

 Develop and Implement strategies

  • Determine Price to Win strategies
  • Develop Win Strategies
  • Initiate Teaming Strategies
  • Develop high level proposal solutions
  • Determine Program execution strategy
  • Turn strategies into action plans
  • Transition to proposal
  • Identify proposal team
  • Hold proposal strategy session
  • Write Executive Summary
  • Write or improve critical volumes of the proposal
  • Collect high level proposal data such as past performance, resumes, etc.
  • Create opportunities by helping customer find solutions that meet their needs
  • Ask probing questions to understand what the customer is saying in order determine the opportunity
  • Develop a strategy to approach a customer, vendor, competitor, partner and identify hot buttons
  • Develop plan of action to meet all key business objectives and other duties as assigned by supervisor

Qualifications

WORK EXPERIENCE REQUIREMENTS

  • 10+ years of business development experience, capture management, proposal management and/or technical sales experience with Federal Defense, Intelligence, or Civilian Contracting Industry
  • In-depth working knowledge of industry leading Business Development Lifecycle process such as Shipley, APMP or similar process
  • Demonstrated ability to build, develop and lead successful business development team capable of pursuing and closing high-value opportunities
  • Knowledge of defense contractor procurement environment and acquisition strategy related to services and products
  • Ability to travel to customer sites/conferences, etc (up to 50%)

EDUCATION REQUIREMENTS

  • BA/BS from a four year accredited school with a preferred degree in business, IT, marketing or engineering
  • Accreditation or Certification in Proposal Development (preferred)

SKILL REQUIREMENTS

  • Strong Listening Skills, ability to listen to the customer, clarify for understanding in order to identify the opportunity
  • Problem Solving Skills, ability to resolve complex problems by utilizing all available resources
    Strong Business Acumen, ability to assess customer strategy, create customized solutions and build synergistic relationships
  • Critical Thinking, the ability to understand and clarify customer goals, examine assumptions, discern hidden values and recommend value added solution.
  • Financial Acumen, ability to use and balance information about business drivers and trends such as revenue, costs, customer needs, and short and long-term needs to guide activities
  • Customer Focus, ability to understand what the customer is saying, shape need into a value proposition, and develop a strategic capture plan
  • Interpersonal Savvy, the ability to hear and understand the unspoken as well as the partially spoken thoughts, feelings, and concerns of others. Must be able to relate well to all kinds of people, even those with whom you may have difficulty working
  • Strategic Agility, the ability to continuously adjust and adapt strategic direction in core business, as a function of strategic ambitions and changing circumstances, and create not just new product and services, but also new business models and innovative ways to create value for a company.
  • Strong verbal and written communication skills as well as exemplary presentation skills
  • Excellent computer skills, with a strong emphasis on Word, Excel, Power Point and Project
  • Strong aptitude for problem solving, decision making, and active learning skills
  • Demonstrated experience meeting sales and delivered revenue quotas
  • Self-starter: hands-on, results oriented 

CLEARANCE REQUIREMENTS

  • United States Citizen able to pass a government level background check
  • Current Active DoD clearance required. Must be eligible for TS/SCI TS/SCI clearance.

 EIS is an Equal Opportunity Employer/M/F/V/Disabled.

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