Director of Capture Strategy & Growth - Essex Management

Emmes Group•Rockville, MD

2d•Remote

About The Position

The Director of Capture Strategy and Growth leads capture strategy and drives new-business growth across federal and commercial health markets. The role owns the end-to-end capture lifecycle, from opportunity identification and qualification through proposal submission and award, for strategic pursuits with federal health agencies—including NIH, FDA, HHS, CDC, CMS, VA, and DoD—as well as life sciences and healthcare organizations. The Director builds and governs a qualified pipeline, develops teaming and partner strategies, and translates Essex’s data management, AI-enabled solutions, and health informatics capabilities into evidence-backed win strategies. Working closely with Delivery, Emmes, and executive leadership, this leader guides disciplined pursuit decisions and a high-performing growth engine, and is accountable for annual bookings and pipeline targets set by executive leadership.

Requirements

Bachelor’s degree in a related field required.
Progressive experience in federal capture, business development, or growth roles, typically 8 or more years; a combination of capture and business development experience will be considered.
Demonstrated ownership of capture lifecycles for multi-million-dollar pursuits.
Demonstrated track record of contributing to and leading wins in the federal health market, including IDIQ, BPA, or task-order awards.
Experience building and governing qualified pipelines, capture gate processes, and executive decision support.
Experience negotiating teaming agreements and strategic partnerships.
Working knowledge of the Federal Acquisition Regulation (FAR), federal acquisition processes, and pricing and proposal strategy.
Strong written and verbal communication skills, including the ability to translate technical capabilities into mission-focused narratives.

Nice To Haves

An advanced degree.
Familiarity with data management, AI-enabled solutions, biomedical informatics, or life sciences markets.

Responsibilities

Develop and execute capture and growth strategies aligned with Essex Management corporate objectives.
Identify, qualify, and pursue opportunities in federal health agencies and commercial health sectors, including large-scale contracts and IDIQ/BPA vehicles.
Build and maintain a qualified pipeline to support bookings goals; track pipeline coverage, probability of win, and conversion metrics.
Oversee competitive positioning and go-to-market strategies for data management, AI-driven solutions, and health informatics services.
Advise the VP of Business Development and executive leadership on pursuit priorities, investment decisions, and market direction.
Lead capture activities for strategic opportunities, including customer engagement, competitive analysis, solution shaping, and win-theme development.
Direct and mentor capture managers, ensuring consistent execution of capture plans and effective handoffs to proposal teams.
Drive win strategies, pricing strategies, and proposal execution for high-value government contracts in partnership with Proposals, Finance, and Contracts.
Negotiate and manage strategic teaming agreements, subcontractor and partner relationships, and Value-Added Reseller arrangements with data and AI platform providers.
Evaluate and advance small-business, joint-venture, and other contract-access strategies where they support pursuit objectives.
Establish and maintain trusted relationships with government contracting officers, program managers, and senior decision-makers.
Use market intelligence and customer feedback to inform differentiated solutions in health IT, AI, and data science.
Collaborate with technology and operations leaders to align solutions with industry trends and customer needs.
Represent Essex Management at industry conferences, networking events, and business forums to build brand recognition and thought leadership.
Encourage open dialogue across BD, Delivery, Emmes, and external partners.
Provide team members with guidance and growth opportunities in capture techniques, market analysis, and partnership development.
Foster a culture in which employees understand the value of business development and how their roles contribute to growth.