Capture Management, Director

Acentra Health, LLC

107d • $127,120 - $175,000

About The Position

Acentra seeks a Capture Management, Director to join our growing team. This position plays a crucial role in driving the success of the company’s business development initiatives. This strategic position is responsible for identifying, pursuing, and securing new business opportunities, with a primary focus on government and commercial contracts. Accountable for the review of solution plans, cost models, and written proposals as appropriate to ensure alignment with the company’s sales strategy. This is a remote position.

Requirements

• A bachelor’s degree and a minimum of 8+ years of experience in business development, bid management, project or capture management, or related role supporting sales efforts.
• 7 years’ experience in Health and Human Services for government agencies, or associated businesses for Health and Human Services programs.
• Experience with government, preferably state, procurements.
• Demonstrated track record of capturing business.
• Industry relationships and experience working with mid-management to C-Level.
• Proven track record of building successful partnerships with a team and focus on understanding how to leverage solution differentiators.
• Knowledge of government health assistance programs, and related core functionality.
• Knowledge of state government healthcare market opportunities and solutions.

Nice To Haves

• A deep understanding of the competitive landscape.
• Excellent project management skills.
• The ability to craft compelling win strategies that align with client needs and company capabilities.
• Must be adept at building and maintaining relationships with key stakeholders, including clients, partners, and internal teams.
• Must have a strategic mindset and a results-driven approach.

Responsibilities

• In collaboration with the Sales team, identify and qualify new business opportunities within the government and commercial sectors.
• Develop and implement capture strategies, win themes, and value propositions. Conduct competitive analysis and gather intelligence on competitors.
• Establish and maintain relationships with key stakeholders, including clients, partners, and subcontractors. Participate in client meetings and presentations.
• Lead cross-functional teams, including subject matter experts, proposal writers, and technical staff, to develop comprehensive and compelling proposals.
• Monitor and report on capture metrics, including win rates, proposal status, and business development activities, providing regular updates to senior management.
• Collaborate with teams across the organization such as strategy, solutions, operations and marketing.
• Meet with clients to understand client needs and position Acentra Health for business opportunities.
• Lead a team of professionals including technical, finance, legal, procurement, HR, and proposal management through a pursuit from qualification to deal closure.
• Develop and maintain the deal close plan, aligning the proposition to the client’s selection process, evaluation criteria, and process.
• Perform market research to qualify new business opportunities, including analysis of customer budget, capabilities required, current customer preferences, incumbent strengths and weaknesses, and competitive environment assessments.
• Ensure capture intelligence and strategies are included in the proposal.
• Manage the identification of gaps and develop strategies to overcome weaknesses and mitigate risks.
• Support price-to-win assessments that drive solution approach with direct input into cost/price.
• Brief capture status to senior management at specified milestones in the capture process, when material changes occur, and as needed.
• Conduct after-action reviews for all business opportunity participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
• Act as the point of contact for resolution and escalation of all key sales pursuit-related items with the client and internally.
• Read, understand, and adhere to all corporate policies including policies related to HIPAA and its Privacy and Security Rules.

Benefits

• Comprehensive health plans
• Paid time off
• Retirement savings
• Corporate wellness
• Educational assistance
• Corporate discounts

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree