Senior Capture Executive

Michael Baker International•Pennington, PA

3d•Remote

About The Position

The Sr. Capture Executive leads capture performance, staff and priority pursuits across an assigned region and market/practice. The role manages Capture Managers and/or Capture Executives, sets expectations for capture quality and execution, allocates work and provides coaching and performance direction. The Sr. Capture Executive also leads the company's most complex or strategically important pursuits and advises senior leaders on opportunity priorities, investment, positioning, teaming, resources and risk.

Requirements

Bachelor's degree or an equivalent combination of education and relevant experience.
5+ years of experience in capture, business development, multi-team proposal management, sales, account planning, or a related field is preferred.
Three or more years of direct, full-time team supervision.
Demonstrated success leading complex, high-value, high-risk or strategically important pursuits.
Experience managing, coaching and developing professional staff.
Ability to oversee a portfolio of pursuits, set priorities and allocate resources based on business needs.
Ability to advise senior leaders and make sound recommendations using incomplete or changing information.
Ability to review and strengthen capture strategies, challenge assumptions and hold teams accountable for execution.
Strong leadership, strategic thinking, facilitation, communication, organization and follow-through.
Ability to resolve cross-functional barriers and coordinate work across regions, markets/practices and functions.
Proficiency with CRM systems and standard business and collaboration tools.

Responsibilities

Lead capture performance and delivery across an assigned region and market/practice.
Manage, coach and develop assigned Capture Managers and/or Capture Executives.
Assign and balance capture workloads based on pursuit priority, complexity, timing and staff capacity.
Set expectations for capture quality, execution, documentation and reporting; review work and address performance or delivery gaps.
Lead capture planning and execution for the company's most complex, high-value, high-risk or strategically important pursuits.
Advise senior leaders on opportunity qualification, pursuit investment, positioning, teaming, resources and risk.
Review and challenge capture plans, competitive strategies, value propositions, differentiators, win themes and decision materials.
Facilitate senior-level strategy sessions, portfolio reviews and qualification or go/no-go discussions.
Resolve cross-functional barriers and escalate major risks, resource needs or decisions.
Monitor portfolio progress, capture milestones and staff capacity; adjust priorities and support as needed.
Ensure assigned teams maintain and update capture plans as new information becomes available.
Ensure assigned CRM fields, opportunity information and required reports are updated based on information learned through research, meetings and pursuit activities.
Coordinate capture-to-proposal transitions and reinforce lessons learned.
Improve capture methods, tools, standards and consistency across the enterprise.
Directly manages Capture Managers and/or Capture Executives. Responsibilities include assigning work, setting expectations, coaching and developing staff, reviewing performance, addressing performance concerns and supporting staffing and resource decisions.