Capture Manager (Federal Markets)

EMI Services is seeking an experienced Capture Manager for its Federal markets located either near Camp Pendleton, Camp Lejeune or NAS Patuxent River. This role may also be available fully remote with travel as needed for the right individual. The selected candidate is responsible for winning new major business opportunities. This role requires a highly resourceful and customer relations-oriented individual. Candidate must be capable of developing and maintaining customer and industry relationships in pursuit of new business. The Capture Manager is responsible for communicating the organization's core capabilities to government representatives, customers, vendors, teammates, and potential teammates and partners.

Capture Managers represent the company to customers, vendors, and teaming partners, making strategic assessments on capabilities and establishing risk/reward matrices for every opportunity capture. The success or failure of each proposal effort is within the direct control of the Capture Manager. The Capture Manager is the focal point of contact to the government client prior to and during the proposal, and works for the Chief Operating Officer as a dedicated ‘client representative’. They are resourced to succeed.

The Capture Manager will be responsible for ensuring excellence in delivering all aspects of a bid to a client to include: Customer relations, Teaming partner selection, Service Line resourcing and assignment, Win strategy development, Price-to-win identification, Proposal capture support from incept to delivery and Qualifications. The Capture Manager is also responsible for establishing internal support and managing capture and proposal funding.

• Work in conjunction with Business Development, the Capture Manager is responsible for developing and executing capture strategies for assigned opportunities to secure new and/or re-compete contracts
• Follow company processes for business development. This may include assembling a capture team, managing a capture team, contacting and existing clients and partners, communicating the organization's core capabilities, and establishing internal and external teaming, and managing bid and proposal funding.
• Manage all the activities necessary to transform qualified opportunities into wins. Responsible for win theme development, solutions development, competitive assessments, teaming strategies, pricing strategy recommendations (based on a price to win and other competitive assessments), communications plans, action plans, and execution plans for the opportunities that they are assigned
• Participate in business planning activities, including periodic pipeline reviews, operating plan development, bid agenda development, opportunity gate reviews, black hat sessions, win theme and discriminator workshops, and proposal reviews. Overseeing the proposal phase is also included.
• Managing the effective execution of capture pursuits, tracking performance to cost and schedule, and communicating status to leadership. Managing relationships with partners and staff.
• Support Business Development and/or Account Team to develop and maintain high-quality relationships with customers and partners, including next-generation technology vendors
• Shape opportunities and our position throughout the opportunity life-cycle
• Formulate and support the communication and implementation of integrated business development, capture, and proposal strategy that clearly highlights EMI's value proposition and discriminators, and provides customers a clear and defensible justification for selecting EMI for award
• Facilitate proposal management activities to support the RFP, RFQ, Task Order or RFI response. Develop, maintain and execute capture strategies and detailed capture plans (including call plans).
• Conduct after-action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
• Travel to and engagement with potential customers and teammates, and existing customers and teammates. Must be team-oriented and demonstrate strong reasoning and communications skills, both oral and written
• Must be capable of developing (with SME support) solutions for assigned opportunities.
• Has a working knowledge of US Government contracting, contract types and procurement processes.

Requirements

• Self-starter.
• Strong problem-solving skills.
• Experience capturing accounts.
• Exceptional leadership and management skills.
• Superior organizational and time-management skills.
• Excellent decision-maker with sound judgment.
• Strong written and verbal communications and public skills.
• Excellent analytical skills are essential.
• Good delegator and a good multi-tasker.
• Strong negotiating skills.
• Exceptional office applications and search skills.

• Bachelor's Degree in Engineering, Information Management, Business Management or a related discipline
• 5+ years of commercial or federal business development experience leading capture efforts on large contracts
• 5+ years leading and winning opportunities of approximately $50M or more
• 5+ years of hands-on experience in Federal Health Sales, Business Development and/or Strategic Capture and Proposal Management.
• Experience with Win Strategy, pricing and staffing activities
• Experience in Facilities Support Services (preferred)
• Travel as needed
• Master’s degree in Engineering, Information Management, Business Management or a related discipline. (Desired)
• Certification as a Project Management Professional or PMP (Desired)

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Benefits

EMI is an industry-leading provider of DOD base operation support services, facilities maintenance, logistics, and IT support. EMI consistently delivers cost-saving through best value innovations and quality service that exceeds our clients’ expectations.

The Right Partner: EMI has grown by gaining our customers’ trust and our employees’ loyalty. We’ve successfully performed over 60 service contracts and we understand the unique challenges facing today’s military. We offer exceptional responsiveness and a strong commitment to customer satisfaction. We demonstrate this commitment by consistently earning some of the highest customer satisfaction ratings in the industry.

The Right Team: The EMI team includes over 250 high-achieving professionals, administrative and trades personnel deployed in various locations throughout the United States. At times, we augment our in-house capabilities with proven and capable business partners.

The Right Approach: EMI brings vast expertise and proven solutions to augment our clients’ operations. We provide a platform that delivers seamless mission support and exceptional customer service in a very cost-effective and repeatable solution.

• Generous benefits package
• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k, IRA)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Short Term & Long Term Disability
• Training & Development
• Wellness Resources