UnitedHealth Group Sr. Capture Manager - Telecommute in Falls Church, Virginia
The Capture Manager is responsible for planning and managing the capture of significant new sales opportunities, often using large and extended matrixed and cross-functional teams and resources. In performing this role, the individual must possess federal industry knowledge, marketing and sales capabilities, technical insight, proposal experience, program management skills, and leadership skills. The ideal candidate has prior experience managing $100M+ Federal Healthcare opportunities with a focus on CMS. Additionally, the candidate should have experience managing all aspects of capture in a federal sales life cycle environment, including lead and opportunity development, teaming strategies and negotiations, proposal planning, price to win assessment, and budget and operational management, and has a demonstrated record of success leading teams in capturing targeted federal health services programs.
You’ll enjoy the flexibility to telecommute* from anywhere within the U.S. as you take on some tough challenges.
Overall responsibilities include driving all phases of an opportunity capture, including development of technical, operational, management, teaming, and cost/price solution approaches. Working with the senior sales executive, the Capture Manager develops an understanding of customer issues and challenges and develops potential solutions early in the sales lifecycle. The capture manager develops a capture plan that describes deliverables, schedule, and resource requirements. The capture manager works with leadership to identify the resources required to pursue the bid, establishes processes and plans necessary for pursuit, and manages their execution. This position involves considerable interaction with both internal and external resources, consultants, and subject experts. The ideal candidate:
Must have demonstrated ability as a capture manager leading large capture efforts from pursuit decision to award (>$100M)
Drives the opportunity from bid decision to contract award
Prepares and executes the capture plan
Leads, motivates, and energizes internal and external team members to produce a winning solution
Formulates, communicates, and implements an integrated capture strategy that provides a clear and defensible justification for award
Lead and facilitate the win strategy, including overall technical, management, past performance, staffing, and pricing as required
Lead and coordinate teaming activities and decisions
Lead and coordinate competitive assessments and Black Hats
Participate and lead color reviews as required
Ensures appropriate resources are assigned to address all contract requirements
Develops and presents capture management reports and briefings
Identifies capture team and assigns capture responsibilities
Works closely with functional departments (e.g., Proposal Development, Contracts, Pricing, Finance, HR, etc.) to assure an integrated approach
Delegates authority and responsibilities to ensure each project works toward the maximum potential
Ensures compliance with company policies and procedures and other practices set forth by upper management
You’ll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in.
Ability to Identify and assemble resources for customer analysis, competitive analysis, capture strategy development, solution development, and translation of strategy and solution into winning proposals
Deep understanding of pricing, baseline pricing strategies, and the evolution of pricing strategies into business strategies that are competitive and compelling for the customer
Detailed and intimate knowledge of the federal procurement process, acquisition methods and practices, and use of contract vehicles
Knowledge of and strong contacts within the systems integrator and professional services community to facilitate the development of strategic teaming relationships
Ability to enhance the capture process and proactively suggest improvements to increase win probability on company's Federal opportunities
Strong negotiating skills
Excellent verbal and personal presentation skills with the ability to persuasively present and represent company’s business capabilities
Demonstrated ability to communicate and interact effectively with senior levels of internal and external organizations
If you need to enter a work site for any reason, you will be required to screen for symptoms using the ProtectWell mobile app, Interactive Voice Response (i.e., entering your symptoms via phone system) or a similar UnitedHealth Group-approved symptom screener. Employees must comply with any state and local masking orders. In addition, when in a UnitedHealth Group building, employees are expected to wear a mask in areas where physical distancing cannot be attained
OptumCare is committed to creating an environment where physicians focus on what they do best: care for their patients. To do so, OptumCare provides administrative and business support services to both owned and affiliated medical practices which are part of OptumCare. Each medical practice part and their physician employees have complete authority with regards to all medical decision-making and patient care. OptumCare’s support services do not interfere with or control the practice of medicine by the medical practices or any of their physicians.
*All Telecommuters will be required to adhere to UnitedHealth Group’s Telecommuter Policy
Diversity creates a healthier atmosphere: OptumCare is an Equal Employment Opportunity/Affirmative Action employers and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.
OptumCare is a drug-free workplace. Candidates are required to pass a drug test before beginning employment.
Job Keywords: Sr. Capture Manager