Sales and Capture Manager

Acutronic•Pittsburgh, PA

3d•Onsite

About The Position

Acutronic is looking for a Sales and Capture Manager who will be responsible for developing and executing strategies to win business within Acutronic’s target markets. They are responsible for guiding high-visibility, strategic, complex bids (including Government) from early-stage opportunity identification through to the final award decision, while shaping customer requirements and building a winning, competitive strategy. This position requires a highly organized individual with a deep understanding of the competitive landscape and the ability to effectively coordinate with multiple teams across the organization. The successful candidate develops compelling proposals, manages complex bids, tracks opportunities, and has the ability to close deals.

Requirements

Bachelor’s degree in Business, Marketing, Project Management, Engineering or related field, required
At least five years of experience in business development, required
Proven experience in capture management, business development, or related role
Strong understanding of government or commercial procurement processes

Nice To Haves

Experience working in a highly regulated environment such as Aerospace, Automotive, Manufacturing, etc., preferred
Proven track record of success in winning contracts, preferred

Responsibilities

Manage the reception, archiving, tracking, and maintenance of customer inquiries, Requests for Information (RFIs), and Requests for Proposals (RFPs)
Scout and identify upcoming procurement opportunities through agencies, SAM.gov, and early market intelligence
Engage with federal stakeholders, project managers, and contracting officers pre-RFP to shape requirements and understand the customer's "pain points"
Collaborate in receiving, archiving, tracking, and collectively maintaining proposals and deal reviews in conjunction with the Head of Sales
Collaborate with internal stakeholders, including business development, sales, technical, project management, contracts and operational teams to assign proposal tasks and create winning strategies
Support customer relationship data base management by tracking opportunities and pursuits
Guide the technical and cost proposal teams, ensuring win themes and discriminatory messaging are properly integrated into the final bid
Identify and assess potential risks associated with pursuing specific opportunities and with contracts that have been secured – and propose mitigation options/solutions to management
Develop risk mitigation strategies to enhance the probability of successful capture
Collaborate with finance and resource management teams to develop capture budgets
Support the transition of captured opportunities to the execution phase
Ensure a smooth handover to the operational teams and track status to action item closure
Schedule proposal deal reviews
Work with the Head of Sales on various tasks: Overall customer strategy, technology, and product roadmaps; Implementing and executing capture plans for targeted opportunities, including internal reviews, Price-to-Win (PTW) analysis, and strategic teaming partnerships; Creating compelling and competitive proposals, including authoring complex management and pricing volumes
Schedule bi-weekly or monthly opportunity reviews
Develop and execute strategic plans to win business within target markets
Ensure that all bids are compliant with Acutronic and customer requirements
Monitor post-award performance to ensure compliance and customer satisfaction