Manager Capture Management

Medline Industries, LP • Northfield, IL

2d • $116,000 - $174,000

About The Position

Manage strategic capture efforts to secure new business opportunities or re-compete contracts in sectors that are highly competitive and require long-term contracts which often involve complex proposals and negotiations. Facilitate partnerships with business development, proposal, and project teams to ensure Medline's capabilities align with customer needs. Job Description Responsibilities: Strategy Implementation Formulate strategic plans to capture identified opportunities, including defining value propositions and differentiators. Develop and implement detailed capture plans, including win strategies, competitive analysis, customer engagement, and teaming strategies. Communicate capture strategy to the sales team and ensure effective implementation. Business Development Lead capture efforts for priority opportunities from identification through proposal submission. Partnership Lead collaboration efforts with sales, marketing, and project teams, to ensure a cohesive approach to capturing new business. Coordinate with internal teams (technical, pricing, contracts, proposal) to develop compliant and compelling solutions. Streamline interactions between Business Development, Operations, and administrative staff members. Market Analysis Oversee market and competitive analysis to identify potential business opportunities and inform capture strategies. Collaborate with the product division to evaluate the potential market and government selling prices to ensure Medline is competitive. Conduct formal reviews, analyses, and other strategic assessments to inform pursuit decisions. Bid Management Facilitate the bid process from re-solicitation through proposal submission, ensuring compliance with customer requirements and deadlines. Oversee development of marketing presentations to industry clients. Support forecasts and budgets with appropriately detailed marketing plans. Negotiation Identify and negotiate with potential teaming partners, subcontractors, and vendors. Oversee needs and resources required in negotiations with clients and partners. Performance Analysis Lead evaluation of the effectiveness of capture strategies and processes, adjusting as needed to improve future outcomes. Facilitate gate reviews and ensure compliance with internal business development processes. Track and report capture metrics, risks, and mitigation strategies to leadership. Customer Engagement Build and maintain relationships with potential clients, partners, and key stakeholders. Develop and maintain strong relationships with potential and existing clients to understand their needs and challenges. People Management Typically oversees professional employees/teams OR manages non-professional employees through Supervisors in manufacturing, distribution or office environments Day-to-day operations of a group of employees May have limited budgetary responsibility and usually contributes to budgetary impact Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies Provide general guidelines and parameters for staff functioning Hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies

Requirements

• Typically requires a Bachelor’s degree in a business-related field.
• At least 5 years of Capture Management experience with proven capability to execute a capture strategy and win pursuits.
• Strong understanding of procurement processes (e.g., FAR, DFARS, or commercial RFPs).
• Ability to formulate and implement strategies to capture new business opportunities effectively.
• Comprehensive understanding of the products or services and alignment with appropriate sector.
• Proficiency in identifying challenges and crafting innovative solutions to overcome them.
• Ability to manage multiple priorities and work under tight deadlines.
• Proficiency in CRM and proposal management tools.
• Proficiency with MS Office.
• Position requires travel up to 25% of the time for business purposes (U.S. domestic).

Responsibilities

• Strategy Implementation Formulate strategic plans to capture identified opportunities, including defining value propositions and differentiators.
• Develop and implement detailed capture plans, including win strategies, competitive analysis, customer engagement, and teaming strategies.
• Communicate capture strategy to the sales team and ensure effective implementation.
• Business Development Lead capture efforts for priority opportunities from identification through proposal submission.
• Partnership Lead collaboration efforts with sales, marketing, and project teams, to ensure a cohesive approach to capturing new business.
• Coordinate with internal teams (technical, pricing, contracts, proposal) to develop compliant and compelling solutions.
• Streamline interactions between Business Development, Operations, and administrative staff members.
• Market Analysis Oversee market and competitive analysis to identify potential business opportunities and inform capture strategies.
• Collaborate with the product division to evaluate the potential market and government selling prices to ensure Medline is competitive.
• Conduct formal reviews, analyses, and other strategic assessments to inform pursuit decisions.
• Bid Management Facilitate the bid process from re-solicitation through proposal submission, ensuring compliance with customer requirements and deadlines.
• Oversee development of marketing presentations to industry clients.
• Support forecasts and budgets with appropriately detailed marketing plans.
• Negotiation Identify and negotiate with potential teaming partners, subcontractors, and vendors.
• Oversee needs and resources required in negotiations with clients and partners.
• Performance Analysis Lead evaluation of the effectiveness of capture strategies and processes, adjusting as needed to improve future outcomes.
• Facilitate gate reviews and ensure compliance with internal business development processes.
• Track and report capture metrics, risks, and mitigation strategies to leadership.
• Customer Engagement Build and maintain relationships with potential clients, partners, and key stakeholders.
• Develop and maintain strong relationships with potential and existing clients to understand their needs and challenges.
• People Management Typically oversees professional employees/teams OR manages non-professional employees through Supervisors in manufacturing, distribution or office environments Day-to-day operations of a group of employees May have limited budgetary responsibility and usually contributes to budgetary impact Interpret and execute policies for departments/projects; develop, recommend and implement new policies or modifications to existing policies Provide general guidelines and parameters for staff functioning Hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, meeting completion dates, interpreting and ensuring consistent application of organizational policies

Benefits

• Medline Industries, LP, and its subsidiaries, offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.
• Our benefit package includes health insurance, life and disability, 401(k) contributions, paid time off, etc., for employees working 30 or more hours per week on average.
• For roles where employees work less than 30 hours per week, benefits include 401(k) contributions as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 5,001-10,000 employees