Capture Manager, Public Sector Sales Operations

Huron helps its clients drive growth, enhance performance and sustain leadership in the markets they serve. We help healthcare organizations build innovation capabilities and accelerate key growth initiatives, enabling organizations to own the future, instead of being disrupted by it. Together, we empower clients to create sustainable growth, optimize internal processes and deliver better consumer outcomes.

Health systems, hospitals and medical clinics are under immense pressure to improve clinical outcomes and reduce the cost of providing patient care. Investing in new partnerships, clinical services and technology is not enough to create meaningful and substantive change. To succeed long-term, healthcare organizations must empower leaders, clinicians, employees, affiliates and communities to build cultures that foster innovation to achieve the best outcomes for patients.

Joining the Huron team means you'll help our clients evolve and adapt to the rapidly changing healthcare environment and optimize existing business operations, improve clinical outcomes, create a more consumer-centric healthcare experience, and drive physician, patient and employee engagement across the enterprise.

Join our team as the expert you are now and create your future.

The capture manager manages the contract capture process from pre-RFP strategy development through award and launch. This role leads capture activities to secure new and re-compete contracts within the federal government market. The capture manager is highly engaged in small and large federal pursuits, including single contract awards, contract vehicles, blanket purchase agreements (BPA) and indefinite delivery, indefinite quantity (IDIQ) procurements.
The capture manager is a strategic role focused on supporting our company's long-term positioning in the marketplace. He/she works with internal and external stakeholders, such as: business developers, solution architects, program or delivery teams, pricing leads, and teaming partners, to name a few. The capture manager leads the multiple components of the proposal process (i.e., solutioning, cost/pricing, building the response team, collaborating with technical experts).
Capture management is separate and distinct from other phases of the business development lifecycle. The capture manager is a team lead. He/she is responsible for gathering business intelligence and turns that data into actionable items for the pursuit. The capture manager organizes the pursuit team, leads them through the understanding of the goals of the opportunity, and leads the development of a solution that addresses the customer's needs in a compelling way.
The capture manager also works with the proposal manager to share the artifacts that have been developed before an RFP is released. The capture manager bridges the introductory work of the BD account manager and helps the proposal manager prepare a compelling response. This role is key as it helps position the company internally and externally for successful program/contract implementation.

DUTIES & RESPONSIBILITIES:

• Proactively researches, gathers market information, collects intel, identifies purchasing trends to perform teaming alignment and competitor analysis, evaluate intel, documented in capture plans for each opportunity and ultimately capture a greater share of business
• Conceptualizes visions for generating and winning business; meets with clients and prospects to understand needs, developing a capture plan to implement that vision; translating customer hot buttons into differentiators, discriminators, and win themes; adjusting the vision and facilitating gate reviews as a procurement unfolds; leading a proposal effort through to submission, including preparing proposal artifacts, capability and compliance matrices; takes action post-award.
• Attends customer on-site meetings and industry days, responds to key RFIs, market research requests, and other pre-RFP customer requests, and final RFP response
• Works closely with government leaders and procurement officials to influence the final shape of RFIs and RFPs, understands opportunity requirements, assesses internal company alignment, identifies weaknesses/gaps to align the best partners with complimentary capabilities and past performance
• Proactively assembles capture and response teams for target contracts, performs internal analysis of strengths and weaknesses in context of specific opportunities and agencies, and uses this information to drive the company's win strategy for an opportunity and differentiate the team from the competition.
• Develops and regularly updates formal capture strategy and plans, including but not limited to pricing strategy, partnering plan, and strategy to overcome identified obstacles, for target contracts following Shipley capture management best practices
• Advises public sector market leaders, SMEs, solution architects, and proposal manager/writers/coordinators through the contract capture process
• Manages and directs various business functions through the capture process, e.g., Quality (CMMI/ISO), Contracts, Legal, PMO, HR, IT/IS
• Works across teams to develop solutions and meet client requirements based on market activity and client intel; coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDAs, other transaction authorities, and teaming agreements, prior to RFP release.
• Tracks RFP progress toward the drop date, immediately mobilizes response team upon RFP release, proactively solutions and prepares proposal artifacts in advance, and formally transfers information and strategy to proposal writers for target contracts upon RFP release while remaining engaged for proposal reviews for final submission
• Participates as a subject matter expert in the government procurement process and/or in a specific agency in conjunction with sales leaders throughout the proposal process
• Assists program management team with contract launch and sales team education for target contracts
• Drives incremental revenue and profit growth through contract wins and strategic sales initiatives
• Creates tools, leveraging market purchasing trend information to assist the sales teams in closing sales
• Maintains frequent communication with public sector industry leader, public sector market leaders, public sector sales team, and public sector growth enablement team (GET)
• Regularly communicates results of capture efforts to sales and delivery leaders, including key metrics such as sales activities, win rate, capture rate against annual individual and team targets
• Maintains an opportunity pipeline master tracking mechanism via Salesforce
• Schedules, prepares materials for all internal and external meetings

QUALIFICATIONS:

To be successful, a capture manager needs to have experience in Federal Government procurement, business, capture and proposal development, corporate and pricing strategies, and project management. Capture managers must be able to manage and lead all stakeholders throughout the capture process, and drive the winning strategy and solution throughout the capture/proposal lifecycle.

• Bachelor's Degree required
• Demonstrated track record of success in business development roles in response to Federal Government opportunities, including working knowledge of the Federal Acquisition Regulations (FAR), budget and authorization process
• 7+ years in government program capture, leading and winning multi-year opportunities of $100M or more at various stages of the procurement lifecycle
• Able to set and meet individual and team sales and capture annual targets as part of performance management
• Required Skills:
  • Exceptional strategic thinking ability, combined with strong problem-solving skills and demonstrated ability to find solutions while working independently
  • Demonstrated ability to manage multiple priorities/projects, meets deadlines, facilitate change and delegate responsibility
  • Excellent communication and organizational skills with demonstrated skills in communicating technical information to non-technical and technical customers, as well as how Huron's services translate into customers' critical objectives
  • Excellent time-management, organizational, and record-keeping skills
  • Proactive work ethic and a high level of self-motivation
  • Ability to work with executives and senior leadership, using excellent verbal and written communication skills and the ability to communicate effectively and in a constructive manner with customers, coworkers, management, and executives
  • Detail-oriented; able to balance multiple projects and work to meet tight deadlines, and able to work varying hours with no advance notice to meet RFP deadlines
  • Ability to work with teams and individuals of varying working styles
  • Proficient in MS Office Suite (Teams, Word, Excel, PowerPoint, Project, Visio), Adobe Acrobat Pro
• Preferred Skills:
  • Shipley Proposal Management training
  • Experience achieving certifications such as CMMI, ISO9001, 20000 & 27001, and Capability Maturity Model for Business Development (BD-CMM)
  • Foundation level or higher certification by the Association of Proposal and Bid Management Professionals (APMP)
• Location and Travel:
  • Must be a US Citizen, reside within the DC Metro Area
  • Ability to work remotely from home office, travel locally to DC office and client offices in DC metro area, as well as travel across the US as required by market activity
• Physical Requirements:
  • While performing the duties of this job, the employee is regularly required to use hands, and is required to talk and hear; may occasionally be required to reach with hands and arms
  • Vision abilities required by this job include close vision, peripheral vision, and ability to adjust focus.
  • Ability to sit, type, and view a computer screen for extended periods of time
  • Ability to use telephone / headset for extended periods of time
  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• The estimated base salary range for this job is $110,000-$150,000. The range represents a good faith estimate of the range that Huron reasonably expects to pay for this job at the time of the job posting. The actual salary paid to an individual will vary based on multiple factors, including but not limited to specific skills or certifications, years of experience, market changes, and required travel. This job is also eligible to participate in Huron's annual incentive compensation program, which reflects Huron's pay for performance philosophy. Inclusive of annual incentive compensation opportunity, the total estimated compensation range for this job is $126,500-$187,500. The job is also eligible to participate in Huron's benefit plans which include medical, dental and vision coverage and other wellness programs. The salary range information provided is in accordance with applicable state and local laws regarding salary transparency that are currently in effect and may be implemented in the future.

Position Level
Manager

Country
United States of America