Capture Management, Director

Alexandria, VA
Aug 01, 2022
Aug 31, 2022
Full Time
Job Summary

Aptive is seeking a Capture Management, Director to join the Bid & Proposals (B&P) group. The Capture Manager will have overall responsibility for managing and supporting opportunities through the capture phase, leading to proposal operations, and overseeing all capture operations to include scheduling, resource allocation and workload balancing, and staff support as needed.

This role requires the ability to support the capture of multiple, simultaneous qualified opportunities in a collaborative environment and provide process leadership to capture strategic business opportunities. Capable of executing all aspects of the Capture Plan and Capture/Proposal process, the Director is fully responsible and accountable for all capture activities from identification through contract award and transition.

In addition to supporting the developing of compliant, responsive, and compelling proposals, you will be expected to contribute to improving operations and delivery for the B&P group by identifying areas for improvement and leading initiatives to improve and facilitate processes and best practices as we continue to grow.

Primary Responsibilities

  • Guide and Lead capture activities by actively collaborating with executives, management teams, internal business units, BD and sales personnel, partners, consultants, and subject matter experts to provide leadership, support, and overall direction to capture activities leading to bids and proposals (B&P).
  • Translate win strategy into capture plan to include win themes, discriminators, competitive analysis, price-to-win and customer engagement plan
  • Create sound business case and value proposition based on customer requirements
  • Develop, update teaming strategies, including negotiation of teaming agreements through completion
  • Create, modify, update strategies, approaches and plans that synthesizes information regarding the customer, competitor and the company's strengths and weaknesses
  • Establish and maintain common operating procedures for capture governance that is 'right-sized' to the business needs and be responsible for maturing them as the company evolves/grows. Support the development and implementation of key business processes, artifacts, and templates for improved operations, participate in strategic planning, and contribute to advancement of SOPs.
  • Work with proposal management to develop winning proposals, ensuring capture insights and win strategies are properly reflected in the final product
  • Support other business development and sales professionals (e.g., qualification research, editorial support, volume management, review participation) when necessary, as part of a team-first capture and proposal organization.
  • Work with Recruiting and HR to identify, recruit and retain qualified resources
  • Interpret technical and management requirements of Federal Government solicitations (e.g., RFP/RFQs, RTEP/TOPRs, RFIs etc.)
  • Conduct gap analysis to include capabilities, qualifications, technical and competitive

Minimum Qualifications

  • Bachelor's Degree and at least 8 years of business development and/or capture, management experience.
  • Evidence of a successful track record producing high quality, high scoring, and winning programs, projects, and proposals.
  • Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with diverse group of managers, industry leaders, and government key stakeholders
  • 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
  • Excellent writing, organizational, and communication skills.
  • Ability to work in high stress, high paced environments to meet deadlines
  • Ability to manage multiple projects simultaneously
  • Ability to work with multi-faceted and often geographically disparate teams.

Desired Qualifications

  • Experience successfully identifying and establishing mechanisms to enable greater team productivity, efficiency, or improved service delivery across various phases of the opportunity lifecycle
  • An understanding of Information Technologies being deployed in the Federal Space to include Cloud migration and operations, Agile Development, Infrastructure modernization, and Cyber Security
  • An understanding of Federal Healthcare drivers and technologies such as Electronic Health Records, Claims processing and payment, and Federal standards and mandates.
  • Proven leadership skills in developing, organizing and executing significant capture activities, including building industry teams, assessing win probability and ensuring timely execution of customer call plans to win business with new and existing customers.
  • Knowledge of BD and capture management process including the development of Management, Technical and past performance approaches, cost volume management, teaming, pricing strategies and competitive assessments
  • Ability to understand profit and loss calculations and basic business finance
  • Ability to help formulate winning technical, management, past performance, cost and orals presentations strategies
  • Familiarity with Federal contracting market frequently used resources and information sources to gain insights into potential opportunities.
  • Working knowledge of major federal contracting vehicle (e.g., GSA, OASIS, T4NG, STARS III, CIO-SP3/4 and other GWAC/IDIQ vehicles terms and conditions)
  • Working knowledge of FAR and DFARs

Client Information

Reporting to the Director of Bid & Proposals (B&P), you will play a key role facilitating and enabling Aptive's pursuit of qualified opportunities - aligned to corporate strategy - throughout the opportunity lifecycle. In this position, you will collaborate with Aptive experts and team members to support Federal opportunities throughout the opportunity lifecycle including transition to service delivery and execution.

The B&P group is an existing team focused on supporting the organization achieve long-term and short-term business growth goals, provides business development, capture and proposal management, technical writing, strategic pricing, and graphic development support services across the organization and is responsible for establishing and enforcing governance/standards and performance reporting that must evolve as the company continues to grow.

About Aptive

Aptive is a modern federal consulting firm focused on human experience, digital services, and business transformation. We harness creativity, technology, and culture to connect people and systems to impact the world. We're advisors, strategists, and engineers focused on people, above all else.

We believe in generating success collaboratively, leaving client organizations stronger after every engagement and building trust for the next big challenge. Our work inspires people, fuels change and makes an impact. Join our team to be part of positive change in your community and our nation.

EEO Statement

Aptive is an equal opportunity employer. We consider all qualified applicants for employment without regard to race, color, national origin, religion, creed, sex, sexual orientation, gender identity, marital status, parental status, veteran status, age, disability, or any other protected class.

Veterans, members of the Reserve and National Guard, and transitioning active-duty service members are highly encouraged to apply.

COVID 19 Vaccine Statement

This position supports a federal government contract and is subject to government vaccination mandates or other customer vaccination requirements. All new hires are required to report their vaccination status and proof of vaccination, or an adjudicated accommodation may be required for employment.

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