What are the responsibilities and job description for the Capture Manager position at CSA Global LLC?
Job Description
Job Description
Description :
CSA is seeking a DOD Capture Manager to lead the acquisition process effort for business opportunities of high complexity and / or strategic importance within CSA's Federal / Civilian Government business units.
Duties include, but are not limited to :
Analyzes the draft RFP / SOW, develops and implements the capture plan, and orchestrates all capture activities during the proposal phase and post-submittal activities.
Defines capture team resource requirements and costs associated with bid, and identifies and trains capture team members to ensure necessary support elements are available.
Assesses capabilities, strengths, and weaknesses and is responsible for the development of capture strategies and marketing philosophies.
Interacts with broad range of departments (i.e., Operations, Human Resources, Finance, Contracts, etc.) to develop win and price strategies.
Prepares and presents recommendations and progress reports / requests (i.e., gate reviews) to senior management.
Travel : up to 50%
How Your Role Will Make an Impact :
Has overall responsibility for winning assigned opportunities within Department of Defense, as well as other Federal and Civilian agencies.
Develops the Capture Plan and identifies the Capture team and supports the Proposal team members in coordination with the Growth Organization and Operations leadership.
Adheres to capture progression and all Gate Review presentations and is responsible for opportunity-specific data in the Client Solution Architects opportunity pipeline.
Develops final win themes, win strategies, value propositions, and key differentiators.
Ensures price to win (PTW) analysis is conducted and the PTW target is established
Leads development of technical and management solutions.
Supports the Proposal Manager and Proposal team, as required, including contributing to proposal reviews, proposal writing when required, and providing overall guidance to the team
Assesses and continually updates competitor capabilities, performs analysis of competitor strengths, weakness, opportunities, and threats (SWOT), and conducts team gap analysis
Prepares NDA requests and provides to Contracts / Subcontracts for execution prior to any detailed discussions with outside companies or personnel.
Prepares teaming Statements of Work (SOW) (Exhibit A) and coordinates with Contracts to negotiate and fully execute teaming arrangements.
Negotiates team share and work lanes for prime and subcontractor positions.
Prepares consultant justifications and works with Contracts to ensure compliance with Client Solution Architects’ purchasing system review.
Leads and motivates internal Capture team, shares updates in a timely manner, and provides ongoing feedback on contributions.
Identifies and secures dedicated resources.
Schedules / facilitates team status meetings.
Establishes / clarifies meaningful roles / responsibilities for team members.
Encourages positive working relationships among all team members.
Develops expectations for moving forward to include anticipated activity schedule, key milestones, and anticipated challenges.
Utilizes industry best practices to increase the probability of win (PWin) through development of strategies and themes to support competitive proposal submissions that meet and / or exceed customer’s expectations.
Identifies potential capture risks, as well as develops avoidance and alternate risk mitigation strategies.
Leads the development of team capture strategies, win themes, executive summaries and discriminators. Prepares teaming gap analysis.
Exhibits creativity in strategic approach, pricing and offers unique solutions.
Conducts after action reviews for all opportunity capture participants to document lessons learned and identifies necessary adjustments to capture technique, strategy, and actions.
Completes B&P requests or request updates as needed by obtaining an estimate of resources from the Operations and functional support organizations.
Requirements :
What You’ll Need to Have to Join Our Award-Winning Team :
Minimum 6 years directly related experience in capturing and closing business opportunities within the Federal and Civilian domain areas.
Experience closing single-award deals over $10M annually.
Ability to work independently with minimal supervision, as well as work within a team environment.
Analytical skills relating to business development and capture management.
Communication skills to support working relationships, customer interaction, and to make formal presentations to senior decision makers.
Experience in analyzing and selecting teaming partners and negotiating sound teaming agreements.
Established relationships with domestic customers, associated primes and appropriate government organizations.
Demonstrated knowledge of US government procurement practices.
Thorough knowledge of entirety of BD lifecycle and the Shipley method.
Able to provide proof of U.S. Citizenship with ability to obtain minimum of a Secret clearance
What Sets You Apart :
Bachelor’s Degree preferred in business or government or information technology in one of the following : (without a degree, an additional 4 years of relevant experience)
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