Director of Capture Management

Calista Corporation•Huntsville, AL

About The Position

The Director of Capture Management reports directly to the Group President and leads capture strategy and proposal execution for new business, recompetes, and on-contract growth across Yulista subsidiary companies. The role partners with Business Development, subsidiary leadership, and corporate support teams to convert customer requirements into qualified opportunities, competitive solutions, and compliant proposals. It coordinates matrixed teams and provides recommendations to support investment decisions, improve win probability, and increase shareholder value. The Director leads assigned capture and proposal efforts through a matrixed organization, without direct supervisory responsibilities. The role is accountable for assigned deliverables and may identify and engage consultants, execute consulting agreements within company policies and delegated authority, and manage consultant activities and deliverables. It also supports transition of awarded work to operations and performs other related duties assigned by the President of Yulista. The position operates in a fast-paced, multi-tasking, customer-service-oriented environment. Adaptability is needed to accommodate changing schedules, tasks, and priorities. Overtime may be required, and business-related travel is anticipated up to 70% of work time.

Requirements

Bachelor's degree in Business, Marketing, Management, or a related field and 10 years of experience; or an associate degree and 12 years of experience; or a high school diploma and 14 years of experience.
Operational experience as a Project or Program Manager supporting Department of Defense programs.
Demonstrated business development and capture experience spanning qualification, bid decisions, proposal development, award, and transition.
Experience with CRM and opportunity management systems, preferably Salesforce or Deltek.
Experience developing bids, estimates, and competitive solutions using solicitation documents, customer engagements, site visits, and job walks.
Proficiency in Microsoft Office.
Ability to develop practical solutions to customer mission requirements at a competitive cost and coordinate internal and external pursuit teams.
Ability to obtain and maintain a government security clearance.
Strong knowledge of federal business development, capture management, proposal development, and acquisition processes.
Ability to qualify opportunities and maintain accurate CRM records, forecasts, and capture milestones.
Ability to interpret solicitations, performance work statements, evaluation criteria, and contract requirements.
Ability to develop capture plans, business cases, executive briefings, and proposal narratives.
Strong interpersonal skills to engage customers, teaming partners, and personnel across organizational levels professionally and effectively.
Sound judgment and integrity in handling proprietary, confidential, and procurement-sensitive information.
Effective oral communication, technical writing, editing, and presentation skills.
Proficiency with collaboration tools and ability to learn capture and proposal applications.
Ability to lead cross-functional teams and influence outcomes without direct supervisory authority.
Strong customer engagement skills, including active listening, requirements discovery, timely response, and follow-through.
Ability to assess financial models, staffing assumptions, pricing inputs, competitive positioning, and operational feasibility.
Strong analytical and problem-solving skills, including communicating risks, recommendations, and mitigation strategies to leadership.
Working knowledge of FAR requirements, corporate policies, approval gates, and delegated authorities relevant to assigned pursuits.
Ability to evaluate bases of estimate, pricing strategies, profitability, and investment returns in collaboration with Finance and Pricing.
High degree of initiative and accountability, with ability to work independently and meet commitments.
Ability to manage multiple pursuits, competing deadlines, and changing customer priorities.

Nice To Haves

Project Management Professional (PMP) certification.
U.S. government or military background in contracting, acquisition, or program management.
Aviation, maintenance, logistics, sustainment, and relevant Department of Defense customer-network experience.
Experience with SharePoint, Adobe applications, and Deltek products.

Responsibilities

Report directly to the Group President and provide regular capture, pipeline, forecast, and risk updates to support leadership decisions.
Develop and execute capture plans, customer call plans, competitive assessments, and pursuit milestones aligned with Yulista priorities and acquisition timelines; coordinate personnel through a matrixed organization.
Prepare business cases, technical presentations, and capture reviews addressing revenue, profit and loss, return on investment, workload, resource requirements, execution risk, and bid/no-bid recommendations.
Manage assigned proposals and serve as proposal manager when corporate proposal management resources are unavailable; establish schedules, responsibilities, review gates, and compliant submission plans.
Author or coordinate management, past performance, technical, and cost proposal content, aligning proposed solutions with requirements, evaluation criteria, and operational capabilities.
Coordinate with Business Development, subsidiary operations, Contracts, Finance, Pricing, Security, Human Resources, Recruiting, and proposal teams to develop solutions, recruit proposed personnel, and prepare executable bids.
Maintain accurate opportunity qualifications, customer engagement records, capture plans, milestones, and forecasts in Salesforce, Deltek, or other approved CRM and capture systems.
Develop customer and partner relationships with Business Development and track budget signals, acquisition strategies, and program changes to identify new pursuits, recompetes, and on-contract growth.
Perform gap analyses, establish compliance matrices, and lead applicable Black, Blue, Green, Pink, Red, and Gold reviews to improve proposal quality and competitive positioning.
Work with Finance, Pricing, and operations to develop bases of estimate, staffing models, price-to-win recommendations, and pricing strategies that balance competitiveness with profitability.
Assess prime and subcontract roles, teaming partners, and JV or mentor-protégé approaches based on customer needs, contract structure, eligibility, capability gaps, and execution risk.
Support workshare and teaming negotiations with Yulista leadership and Contracts within delegated authority and applicable acquisition requirements; coordinate across business units to present integrated customer solutions.
Support award transition to operations by transferring proposal commitments, staffing assumptions, risks, and customer expectations.
Identify and engage consultants, execute consulting agreements within company policies and delegated authority, and manage consultant activities and deliverables supporting business development, capture, and proposal efforts.
Perform other related duties assigned by the President of Yulista.