Director of Opportunity Management

The Fedcap Group•New York, NY

11d•$125,000 - $150,000

About The Position

The Director of Opportunity Management leads the day-to-day execution of The Fedcap Group’s enterprise Opportunity Management operating model. Reporting to the VP of Opportunity Management, the role manages the active pursuit portfolio and converts accepted opportunities into controlled, integrated delivery programs. It oversees progression through PQQ/SQ, bid development, governance, submission, award and mobilization readiness in line with established standards, controls and delegated authorities. The Director assigns and develops Bid Managers and Bid & Pursuit Coordinators and integrates operational, technical, financial, commercial and enabling functions. The role maintains visibility into pursuit delivery health, evidence, decisions, risks and capacity; operates readiness, qualification, stage-gate and submission controls; and escalates strategic, investment, exception or resource matters requiring functional or executive intervention. Strategic Intelligence & Pipeline retains responsibility for market intelligence, portfolio prioritization and recommendations about where the Group should compete. The position also leads cross-functional pursuit planning and governance, coordinates compliant submissions and mobilization handovers, maintains practical playbooks and tools, and uses pursuit performance data and lessons learned to recommend improvements. It line-manages, coaches and develops the Bid Managers and Bid & Pursuit Coordinators responsible for delivering the active portfolio.

Requirements

Bachelor’s degree in finance or accounting.
Significant management experience in opportunity management, bid management, program management, business development or commercial delivery.
Demonstrable experience managing complex, multi-workstream pursuits from qualification through submission.
Experience coordinating operational and enabling functions in a matrix environment.
Experience leading and developing Bid Managers, project managers or coordinators.
Experience working within complex, regulated, commissioned or publicly funded markets.
Experience in employment, health, education, justice, disability or other publicly funded services.
Experience of competitive dialogue, BAFO or complex tendering.
Experience of mobilization and implementation planning.
Experience with CRM, project-management and bid-management systems.
Strong practical knowledge of stage gates, bid project management, PQQ/SQ activity and submission compliance.
Strong risk, issue, dependency and stakeholder-management skills.
Ability to manage concurrent priorities and demanding procurement deadlines.

Nice To Haves

Relevant project, program, commercial or bid-management qualification.

Responsibilities

Lead day-to-day Opportunity Management delivery and translate the operating model, portfolio priorities and service standards into a controlled program of pursuit delivery.
Maintain the operational plan and authoritative register for active, emerging and designated must-win pursuits.
Allocate Bid Managers and Bid & Pursuit Coordinators according to pursuit priority, complexity, risk and capacity; provide clear assignments, expectations, tools and support.
Embed service standards, controls, templates and performance expectations, and maintain a forward schedule of qualification forums, stage gates, reviews and approvals.
Monitor portfolio workload, deadlines, resource conflicts and dependencies, and provide concise reporting and evidence-based recommendations on capacity, investment, intervention and reprioritization.
Coordinate pursuit-readiness assessments and prepare Go/No-Go and investment materials covering assumptions, constraints, dependencies, resource requirements, economics and risks.
Validate handover information, record decisions and conditions, and trigger requalification when material changes require referral to the appropriate decision authority.
Approve integrated pursuit plans and oversee PQQ, SQ and formal tender project management, including critical paths, RAID logs, dependencies, decisions, quality, capacity and readiness.
Require time-bound recovery plans for at-risk delivery and escalate unresolved barriers to secure decisions or executive intervention.
Mobilize and coordinate operational, technical, financial, commercial and subject-matter contributors; establish capability maps, named workstream owners, deliverables and deadlines.
Orchestrate service design, workforce, estates, technology, finance, commercial, legal, quality, governance and implementation inputs through an integrated plan.
Run working sessions and proposition, solution and readiness reviews; address evidence gaps, inconsistencies, unsupported inputs and delivery concerns.
Schedule and manage qualification, stage-gate and readiness reviews; coordinate decision papers and recommendations; record and track decisions, actions, owners and deadlines; escalate non-compliance.
Establish pursuit governance, meeting cadence, communication arrangements and decision rights, and hold contributors accountable for agreed outputs.
For must-win opportunities, operate enhanced pursuit planning, reporting, governance and assurance, maintaining visibility of customer strategy, competitive position, win themes, solution, commercial strategy, executive engagement, risks and recovery actions.
Ensure each pursuit has a requirements matrix, compliance plan and submission schedule, and coordinate required evidence, declarations, attachments and approvals.
Apply commercial playbooks and confirm pricing assumptions, risk positions, negotiation parameters and exceptions are within approved authority; lead final submission-readiness checks and ensure authorized, version-controlled records are retained.
Initiate mobilization planning, coordinate high-level 30-, 60- and 90-day plans where required, track assumptions and dependencies, hand over to mobilization and delivery leaders, and monitor transfer or closure of outstanding actions.
Maintain and deploy approved playbooks, templates, checklists, controls and guidance; monitor framework, service-standard, commercial-playbook and information-governance adherence.
Maintain operational performance data, coordinate post-pursuit reviews with Strategic Intelligence & Pipeline and the Bid & Proposal Centre of Excellence, and track improvement actions through implementation.
Provide the VP with evidence-based recommendations for framework, capability and process improvement.
Line-manage, coach and develop team members; set objectives, allocate work, evaluate delivery, build capability, balance resource demand and promote accountability, collaboration and continuous improvement.