Sales Capture Manager

CERES•Sarasota, FL

13d•$100,000 - $130,000

About The Position

Ceres Environmental Services is seeking a Sales Capture Manager to identify, shape, pursue, and help secure government opportunities with cities, counties, and other public agencies across a territory from Texas through Virginia and Florida. Reporting to the Global Managing Director, Growth, this individual contributor leads the front end of the sales and capture process and works with the proposal team to develop compliant, competitive responses to solicitations. The portfolio includes debris removal and cleanup, horizontal construction, vegetation management, and related emergency response and infrastructure services. In the first 12 months, success includes building a qualified public-sector pipeline, strengthening relationships with priority agencies, establishing disciplined pursuit plans, and improving Ceres’ readiness and positioning before solicitations are released. The role is hands-on and deadline-driven, with priorities that can shift quickly as procurements are released or emergency events occur. Approximately 80% of the role is expected to be office-based and approximately 20% may be spent in the field. Travel is concentrated across Texas, Virginia, Florida, and intervening states, with occasional short-notice deployment based on business and response needs. The role requires extended computer work and communication by phone, video, and in person; travel by vehicle and commercial aircraft; and safe movement through office, client, construction, debris, and emergency response environments. Field work may involve outdoor conditions, variable weather, uneven terrain, noise, and dust. Required personal protective equipment may include a hard hat, protective eyewear, high-visibility apparel, and safety-toed footwear. Ceres provides reasonable accommodations as required by law and expects employees to follow safety standards and protocols.

Requirements

Bachelor’s degree in business, marketing, public administration, construction management, emergency management, or a related field, or an equivalent combination of education and directly relevant experience.
At least 10 years of experience in public-sector sales, business development, capture management, or a related role.
Demonstrated experience supporting or leading responses to government solicitations, including RFPs, RFQs, and invitations to bid.
Working knowledge of city and county procurement processes and ability to translate customer needs into clear pursuit and proposal strategies.
Strong written, verbal, presentation, relationship-building, and cross-functional project management skills.
Ability to travel throughout the assigned territory and deploy to field locations during emergency or service responses, including on short notice when business conditions require.
Ability to work for extended periods at a computer and communicate by phone, video, and in person.
Ability to travel by vehicle and commercial aircraft and move safely through office, client, construction, debris, and emergency response environments.
Willingness to wear required personal protective equipment and follow safety standards and protocols.
Ability to work outdoors in variable weather, uneven terrain, noise, dust, and active field conditions when supporting service responses or site visits.

Nice To Haves

Experience selling disaster recovery, debris management, civil or horizontal construction, vegetation management, environmental, infrastructure, or emergency response services.
Established relationships with municipal, county, emergency management, public works, or procurement stakeholders across Texas, the Southeast, Mid-Atlantic, or Florida.
Experience using a CRM system to manage pipeline, capture milestones, customer activity, and forecasts.
Familiarity with cooperative purchasing contracts, pre-positioned emergency contracts, federal or state-funded recovery programs, and teaming or subcontractor strategies.

Responsibilities

Identify and qualify sales opportunities with cities, counties, and other government agencies across the assigned Southeast and Gulf Coast territory.
Build relationships with public officials, procurement leaders, emergency management teams, public works departments, and other agency stakeholders.
Monitor procurement activity and upcoming solicitations for debris cleanup, horizontal construction, vegetation management, emergency response, and related services.
Lead capture planning for priority pursuits, including defining customer needs, competitive position, win strategy, partners, differentiators, risks, and next actions.
Coordinate with the proposal team to develop compliant, persuasive, and timely responses to RFPs, RFQs, invitations to bid, and similar solicitations.
Gather technical, operational, pricing, past-performance, and client information from internal subject matter experts for proposals and presentations.
Maintain accurate opportunity, contact, activity, probability, and next-step information in CRM and pipeline reporting tools.
Represent Ceres at industry events, association meetings, conferences, pre-bid meetings, site visits, and customer presentations in the assigned territory.
Support transition from award through mobilization by transferring commitments, customer expectations, and pursuit intelligence to operations and response teams.
Deploy to the field during service responses when needed to support client communication, relationship management, issue resolution, and identification of follow-on opportunities.