What are the responsibilities and job description for the Capture Manager position at Learning Tree International Usa, Inc.?

Job Description

Job Title : Capture Manager

Department : Business Development / Sales

Location : Herndon, VA – Hybrid

Summary :

The Capture Manager will be responsible for identifying, qualifying and ultimately winning large-scale RFP’s across Federal, State and Local Government and Private Sector organizations. Learning Tree International has made significant investment in its bid response strategy including dedicated bid response personnel, capture tools and wider organizational support. The Capture manager will be responsible for increasing the volume of large-scale bid capture, as well as developing key client relationships in order to make a positive contribution to win rates.

Responsibilities :

Quota Achievement : Meet / exceed established win rate and revenue goals that contributes toward the organization’s broader growth strategy.
Business Development : Develop a prospecting strategy targeting Technology, Learning and Procurement departments within large Corporations and Government Agencies to identify large scale RFP’s that are planned to come to market.
Developing new client relationships : Build and nurture relationships with target client stakeholders in advance of bid launch, to increase Learning Tree’s probably of bid success.
Identify partnership opportunity : Build a network of partners in order to increase the scale of our offering through Bid / Prime alliances or Consortium agreements.
Conduct market research and competitive intelligence : Analyze market trends, competitor strategies, and customer needs to inform capture decisions.
Develop win strategies and proposal themes : Identify and articulate win themes, develop compelling messaging, that effectively address customer requirements to support bid creation.
Client Presentations : Present the Learning Tree value proposition, either as part of the pre bid engagement or as part of the formal bid process.
Engage cross-functional teams : Collaborate with Bid response, Marketing, Technical, and Operations teams to ensure a cohesive and comprehensive approach to capture.
Monitor progress and identify risks : Track progress towards capture goals, identify potential risks, and implement mitigation strategies.

Qualifications :

Proven experience in capture management : Demonstrated track record of success of exceeding targets in a bid capture environment, including opportunity identification, strategy development, win rate and achievement of revenue goals.

Strong understanding of the RFP process : Experience in developing and executing RFP responses.

Excellent communication and presentation skills : Ability to effectively communicate with internal and external stakeholders, including senior management.

Strong analytical and problem-solving skills : Ability to analyze market trends, identify key opportunities, and develop effective solutions.

Knowledge of government contracting : Understanding of Federal and / or State & Local government procurement processes and regulations.

Bachelor's degree (preferred) : In a relevant field (e.g., business administration, marketing, engineering).

Additional Skills :

Strong understanding of competitive intelligence : Ability to gather, analyze, and interpret information about competitors.

Experience in proposal content creation : Ability to craft compelling and persuasive proposal content.

Knowledge of relevant industry standards and best practices : Understanding of industry-specific regulations and requirements.

Education / Learning industry experience (preferred).

Strong interpersonal skills : Building and maintaining strong relationships with colleagues and stakeholders.

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