Senior Capture Manager – Energy

Role Overview

• Works closely with the Chief Growth Officer (CGO) and entire Growth team
• Leads the Strategic Capture function focused on the large and strategic capture opportunities to support Growth
• Participates in strategy development across all market segments
• Manages pursuit capture activities for strategic pursuits in support of Business Units (BU) and in coordination with the Growth organization
• Facilitates and/or directs project capture plan sessions, Gold Sheet workshops, win theme/discriminator sessions, and presentation development and coaching activities
• Supports the business in positioning with major clients
• Key participant in proposal reviews (e.g., pink, red, gold teams)
• Reports to the CGO and supports implementation of the growth strategy for assigned markets
• Implements, mentors, and coaches the Growth principles, frameworks, and practices
• Directs all aspects of the pursuit capture activities in accordance with the defined Opportunity Maturity framework and related capture process
• Maintains/nurtures relationship with Business Units Leaders, BU Business Development (BD), Technical Subject Matter Experts (SMEs) along with external Teammates and Partners
• Participates in capture update calls/reviews with senior/executive management
• Develops and manages capture budget for assigned opportunities
• Responsible for ensuring all aspects of the capture process conform to internal stage gate reviews
• Attends business unit and strategy groups meetings as requested/directed
• Provides strategic market sector positioning assistance as directed
• Participates in proposal reviews (e.g., pink, red, gold), working closely with the Marketing proposal team
• Identifies new business opportunities through customer and industry contacts
• Builds successful business relationships by delivering a value proposition that is attractive to both customers and prospective business partners
• Develops capture plans for specific targets that address opportunities, preferred approaches, competitive analyses and business fundamentals
• Responsible for the content of proposals developed
• Communicates and engages company technical experts and Operations personnel to develop solutions to customer challenges

Requirements

• Bachelor's degree in English, business administration, marketing or a related field
• A minimum of 15 years in business development including capture management and operations
• A minimum of 10 years as a Capture Manager with a successful award record
• A minimum of 10 years of experience managing people and pursuits and a proven track record in pursuit/capture management and/or sales valued at $10 million
• Equivalent combination of education, skills, and experience related to the infrastructure industry acceptable
• Job requires strong organizational and supervisory skills, together with a high level of interpersonal and communication skills
• Outgoing, self-starter with innate sales orientation, optimism and drive
• Ability to facilitate teams
• Experience in presentation coaching
• Strong network of relationships across industry
• Knowledge of Win Plan and Shipley Capture Management Principles
• Strong problem-solving skills
• Advanced presentation skills
• Must be Certified Capture Manager Program (Preferred)
• Capture Practitioner (Preferred)
• Must be a U.S. citizen in order to be considered

Benefits

• medical
• dental
• vision
• company-paid life and short
• and long-term disability benefits
• employer-matched 401(k) with 100% vesting
• employee stock purchase plan
• Paid Time Off
• leaves of absences options
• flexible work options
• recognition and employee satisfaction programs
• employee assistance program
• voluntary benefits