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Capture Manager - Bethesda, United States - DLH Corporation
Description
About Us
DLH delivers improved health and national security readiness solutions for federal programs through science research and development, systems engineering and integration, and digital transformation.
Our experts in public health, performance evaluation, and health operations solve the complex problems faced by civilian and military customers alike by leveraging advanced tools – including digital transformation, artificial intelligence, data analytics, cloud enablement, modeling, and simulation, and more.
With over 3,200 employees dedicated to the idea that "Your Mission is Our Passion," DLH brings a unique combination of government sector experience, proven methodology, and unwavering commitment to innovation to improve the lives of millions.
Overview
DLH is seeking an experienced Capture Manager to focus on capture opportunities, responsible for securing existing and winning new business opportunities in the US Federal Health marketplace.
This role requires an ethical approach to winning, comprehensive business acumen, technical understanding and/or education, resourcefulness to manage process driven captures, and internal/external customer relations-oriented individual.
This position requires the ability to collaborate effectively with business development, functional and line management personnel as well as considerable negotiation skills.
Candidate must have a proven record of winning new and follow-on business in federal health market. The position will report to the Chief Growth Officer of DLH.The successful candidate assumes responsibility for developing and executing the overall capture strategy associated with an approved pursuit effort.
Duties include orchestrating all aspects of the bid strategy including cost/price strategy and position to win, providing oversight of the development all proposal volumes, creating capture teams, and fostering a culture of winning ethically.
Responsibilities
Provide strategic thinking and execution for capture efforts and through determining capture team resource requirements and managing bid costs associated throughout the Bid Acquisition Process.
Understand capabilities, strengths, and weaknesses and direct the development of solution development, CONOPS and path to win Coordinate and conduct meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
Manage cross/multiple capture efforts in conjunction depending upon where the opportunity resides in the acquisition process (time available).
Provide customer and business knowledge through business intelligence to ensure the team fully understands the desires and needs of the customers and the capabilities of potential competitors.
Develop win themes and strategies including value propositions. Identify and obtain commitment from industry partners and bridge gaps and increase the Pwin.Provide communication and time management by leading executive management gate reviews.
Co-Lead with Proposal Manager the color team reviews to ensure that reviews are conducted in a repeatable manner adhering to procedures and processes.
Communicating resource needs and leveraging resources assigned is critical to the success of every capture.
Collaborating with subject & technical matter experts, functional leads, and Program Managers.
Gathers, assesses, and validates customer requirements.
Assess probable competition and evaluates relative strengths and threats conducts Black-hats, competitive scenarios, etc
Translate requirements into robust win strategy, carefully tested and validated, and advances strategy to management and technical design with strong value proposition and differentiated bid elements based on compelling features and benefits.
Identifies gaps and develops strategies to overcome weaknesses and mitigate risks.
Conducts and participates in gate, pricing, teaming, and capture reviews; leads and documents lessons learned.
Leads and negotiates teaming agreements and strategic alliances.
Manages assigned pipeline (portfolio of opportunities) as the opportunity owner, to include maintenance of deal details, velocity of deals through gate review process, maintenance of robust qualified pipeline, among other responsibilities.
Drives development and completion of critical bid artifacts required for proposal development; ensures integrity of win strategy through supporting role in color reviews; supports assigned Proposal Manager/Director by assisting with development of compliant and compelling bids.
Prior Government Service experience with Federal, DoD and/or Civilian Agencies' markets.
Previous P&L experience is a plus but optional.
Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing Customer call plans to shape acquisitions.
Proven track record of successful capture management across multiple DoD or FedCiv organizations at a variety of acquisition sizes and types.
Strong proposal development and writing skills, successfully conveying information in executive summaries.
Experience and understanding of pricing and pricing strategies across multiple contract types.
Experience managing and incorporating BOE into the capture process.
Ability to gain internal support, operate independently with limited supervision and feedback, and establish collaborative relationships with Solution architects, Line management, and peers within an organization.
Required Skills:
Bachelor of Science degree; preferably in Health/Engineering/Science disciplines or in Business related fields.
16+ years of experience (14+yrs w/ Master's degree, 10+ years with PhD) in successfully leading captures in Health and IT markets.
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