Capture Manager - Rockville, United States - The Emmes Company, LLC

Description

Job Posting Title

US Remote (Rockville MD, Area Preferred)

The Emmes Company, LLC ("Emmes") is a global, full-service Clinical Research Organization dedicated to excellence in supporting the advancement of public health and biopharmaceutical innovation. We believe in the power of truth, so much so that we named our company Emmes, which means truth. Through decades of experience we have learned that collaborative relationships thrive and human health benefits when truth is our compass.

Our "Character Achieves Results" culture is driven by five key values that guide our actions in the way we conduct research and distinguish us as an organization: Integrity, Agility, Passion for Excellence, Collaborative Partnerships and Intellectual Curiosity. We are a trusted partner to clients who share our passion for improving public health in a world of ever-changing scientific research.

If you share our motivations and passion in research, come join us You will be joining a collaborative culture that empowers every Emmes employee - from entry level through top executive - to contribute to our clients' success by sharing ideas openly and honestly.

Primary Purpose

The Capture Manager (CM) is assigned overall responsibility to lead, oversee, and coordinate resources in the development, pursuit, and capture/winning of government-sponsored business opportunities. The CM has the lead responsibility for identification, pursuit, and leading business opportunities up to the point of issuance of the formal solicitations by the government.

The CM also remains involved in the opportunities in a support role during the proposal phase from the bid decision through after-award project planning, to raise the probability of a proposal win and ensure delivery on customer commitments. The CM will report directly to the head of Government Business Development.

• Implements processes to efficiently identify leads for new business opportunities and develops and executes capture strategy that aligns with Emmes' capabilities and goals.
• Develops and continuously updates the Government Capture Plan.
• Identifies customer stakeholders, builds relationships, and gathers customer insights.
• Develops government customer call plans and customer messages.
• Shapes solicitations ahead of issuance.
• Performs bid research to determine technical requirements and customer concerns.
• Leads bid research efforts to determine technical requirements and customer concerns as part of the qualification process for new opportunities using a variety of sources - (1) connecting (either personally or via other staff within the business) with potential clients and contracting officers (2) collecting competitive intelligence and research using a variety of professional databases, tools, Artificial Intelligence, and Freedom of Information Act (FOIA) requests to develop win strategies
• Lead opportunity kickoff meetings and facilitate flow of competitive intelligence with all partners.
• Collaborates with other SMEs to solicit capture information and develops win themes and differentiators that clearly articulate a winning strategy, compelling solutions and a convincing executive summary.
• Identifies possible competitors and performs competitive analysis that may include scaled down and full-scale facilitation of Black Hat sessions and Price to Win calculations.
• Selects the appropriate teaming strategy.
• Identifies capability gaps and teaming partners.
• Helps request, negotiate, and guide execution of non-disclosure agreements (NDA), teaming agreements, and CTAs with partnering/subcontractor firms.
• Gains commitment from relevant teaming partners on assigning specific personnel to support solution and win themes brainstorming, proposal writing, and proposal reviews.
• Leads the development of white papers, point papers, and Sources Sought or Request for Information (RFI) responses.
• Facilitates brainstorming sessions to develop a solution framework, Concept of Operations (CONOPS), and value propositions.
• Completes and presents Gate review briefings.
• Estimates, gains approval for, and manages the Bid & Proposal (B&P) budget established for each opportunity and aligns resources to support capture and proposal efforts.
• Guides the selection, organization, and presentation of the past performance references to be used in the proposal response.
• Drafts the Executive Summary.
• Works closely with scientific leaders and department resource managers to ensure adequate personnel are identified to be bid in proposals.
• During the proposal phase, helps ensure the proposal presents the winning story developed during capture.
• Leads solution development and section planning sessions during the proposal phase, if necessary.
• Reviews the cost/price volume to ensure it is consistent with the strategic teamingcommitments and represents the win themes developed during qualification phase.
• Closely monitors the proposal from a capture standpoint, guiding authors to highlight the best stories and ghost competition.
• Provides valuable inputs and suggestions for improvement during proposal review stages.
• Participates in post-submission activities, such as discussions and Final Proposal Revision (FPR) responses, as needed.
• Participates in a lessons learned session after the proposal completion, and a follow-up lessons learned session after the win or loss debrief.
• Participates in the post-award project planning activities to ensure that the project delivery team fully understands the plans and commitments made in the proposal and to ensure that project delivery is consistent with Emmes' promises to ensure full customer satisfaction.
• Performs other duties as assigned.

• Bachelor's Degree required (Master's or Ph.D. in relevant domain preferred).
• 5+ years Capture Management experience; or 10+ years Proposal Management or Business Development experience in addition to 2+ years in role of Capture Manager required.
• 2+ years of CRO or Clinical Research experience or equivalent experience in clinical research working with a Federal Contractor strongly desired.
• 2+ years of experience working for a Federal Contractor and possessing strong knowledge of contracts and contracting vehicles required.
• Experience working with Federal Compass or similar tools strongly preferred.
• Experience with Shipley proposal process; or other relevant certification preferred
• Excellent verbal and written communication skills.
• Excellent stakeholder management skills and the ability to build relationships across the organization.
• Demonstrated Project Management and Proposal Management skills.
• Proven negotiation skills.

Emmes requires all US based Clinical Research Associate new hires to be fully vaccinated before their first day of employment. All new hires may also be required to comply with other COVID-19 health and safety protocols, such as masking or testing. Emmes complies with all applicable laws regarding reasonable accommodations or exemptions for religious, medical, or other legally protected reasons.

Why work at Emmes?

At Emmes, your actions and hard work will have a direct impact on public health initiatives, both globally and in our local communities with opportunities for volunteerism through our Emmes Cares community engagement program. We offer a competitive benefits package focused on the health and needs of our growing workforce, including:

• Flexible Approved Time Off
• Tuition Reimbursement
• 401k Retirement Plan
• Work From Home Anywhere in the US
• Maternal/Paternal Leave
• Casual Dress Code & Work Environment

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The Emmes Company, LLC is an equal opportunity affirmative action employer and does not discriminate in its selection and employment practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, political affiliation, sexual orientation, gender identity, marital status, disability, protected veteran status, genetic information, age, or other legally protected characteristics.