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R3 Strategic Support Group, Inc. Capture Manager in Virginia Beach, Virginia

Job Title: Capture Manager

Position Number: CPTM - 001

Location: Virginia Beach, VA

Worksite: R3 Virginia Beach Office

Travel: Up to 15%

Status: Full-time

Date Added: May 16, 2022

Job Summary:

The Capture Manager collaborates with the Capture Leads (internal Subject Matter Experts) to assess opportunities and perform capture planning for the company’s pursuits. The Capture Manager leads capture teams in strategy, intelligence gathering, identification of differentiators and win themes, pre-positioning, direction of client interface, developing bid pricing and strategic proposal oversight for the Department of Defense (DoD) and Federal Government pursuits. This position reports to the Director of Business Development.

Duties and Responsibilities:

  • Establish relationships and communications among geographically dispersed team of Capture Leads, using collaboration tools such as Microsoft Teams.

  • Maintain communication with Capture Leads to understand strategic market position, identify, and assess potential opportunities.

  • Assist with the preparation and presentation for gate reviews in support of pursuit and bid/no bid decisions.

  • Direct pursuit capture activities in accordance with the company’s capture process, under guidance and support from the Director of Business Development.

  • Drive pre-positioning activities and strategy development within the capture team.

  • Develop and implement capture plans, including activities, schedule, and assignments with the intention to shape opportunities and our position throughout the opportunity lifecycle.

  • Coordinate with Capture Leads (Operations), Executives, Contracts, Human Resources, and Pricing Leads on identifying and mitigating potential risks associated with the pursuit.

  • Coordinate meetings with customers, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.

  • Provide general research related to capture initiatives as required and participate in meetings and activities, such as industry days, as needed.

  • Conduct analyses in support of pre-positioning and developing the pursuit strategy, including market research, gap analysis, competitor analysis, SWOT analysis, price-to-win analysis, etc.

  • Prepare the pursuit budget and drive the process within the budget, when required.

  • Identify differentiators and establish win themes.

  • Collaborate with the Proposal Manager to facilitate a smooth transition between capture planning and proposal planning.

  • Ensure the incorporation of the strategy into the proposal: established win themes, discriminators, and ghosting of competitors.

  • Lead the development of bid pricing, incorporating input from capture team members.

  • Support proposal activities as needed; Participate in proposal kick-off meetings, color team and pricing reviews.

  • Assist in writing and reviewing capture and proposal documents.

  • Track and incorporate capture updates into the pipeline and contribute to monthly pipeline briefings to company leadership.

  • Responsible for ensuring all aspects of the capture process conform to internal processes, to include facilitating the necessary reviews to receive approval for qualifications and/or proposal/pricing submissions.

  • Develop or improve written policies, processes, procedures, guidelines, and templates for the company’s business development team.

    Qualifications:

  • Bachelor's degree in business administration, marketing, or a related major.

  • Master of Business Administration; preferred.

  • Minimum ten years of total experience in the Federal contracting services industry, with at least five years of DoD experience; required.

  • Minimum five years of hands-on experience in business development and/or proposal management.

  • Fluent in all aspects of the Federal business development lifecycle, including opportunity assessment, capture planning, proposal development, government Request for Proposal documentation, procurement process, Federal Acquisition Regulation/Defense Federal Acquisition Regulation Supplement, contract vehicles, market research, competitive analysis, cost/price, evaluation, and compliance.

  • Requires strong organizational skills and the ability to facilitate teams.

  • Possesses a high level of interpersonal and communication skills. Outgoing, self-starter with innate optimism and drive.

  • Ability to think strategically, develop and conduct analyses, and lead cross-functional teams through collaboration.

  • Completion of Shipley’s “Writing and Managing Federal Proposals” and “Capturing Federal Business.”

  • Proficient in MS Office Suite as well as Adobe Acrobat.

EOE AA M/F/Vet/Disability

R3 adheres to the Safer Federal Workforce Task Force COVID-19 Workplace Safety: Guidance for Federal Contractors and Subcontractors and Executive Order 14042, Ensuring Adequate COVID Safety Protocols for Federal Contractors, and conforms with the designated COVID-19 safeguards and workplace safety protocols; therefore, COVID-19 vaccination is required to be eligible for employment for this position.

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