Senior Capture Manager Energy - Remote

AtkinsRéalis•Oak Ridge, TN

16h•Remote

About The Position

We are seeking a Senior Capture Manager Energy – Remote. This remote position is based out of our Oak Ridge, TN office. Your role Works closely with the Chief Growth Officer (CGO) and entire Growth team with the day-to-day implementation of the Opportunity Maturity Process and associated Procedures and Governance processes. Leads the Strategic Capture function focused on the large and strategic capture opportunities to support Growth. Working with the Business Units (BU) and Business Development leaders to inform clients, partners, and industry of products and services that fit well with client business needs. Participates in strategy development across all market segments. Manages pursuit capture activities for strategic pursuits in support of Business Units (BU) and in coordination with the Growth organization (Business Development, Proposal Development, Strategic Planning). Facilitates and/or directs project capture plan sessions, Gold Sheet workshops, win theme/discriminator sessions, and presentation development and coaching activities. Supports the business in positioning with major clients. Key participant in proposal reviews (e.g., pink, red, gold teams). Reports to the CGO and supports implementation of the growth strategy for assigned markets. Implements, mentors, and coaches the Growth principles, frameworks, and practices. This includes getting earlier starts on opportunities by shifting left and developing/implementing Client, Acquisition, and Win Strategies. Directs all aspects of the pursuit capture activities in accordance with the defined Opportunity Maturity framework and related capture process. Maintains/nurtures relationship with Business Units Leaders, BU Business Development (BD), Technical Subject Matter Experts (SMEs) along with external Teammates and Partners. Leads/facilitates our capture positioning, to include participation in client meetings, attendance at pre-proposal meetings/industry days, teaming partner meetings, and other applicable capture activities. Participates in capture update calls/reviews with senior/executive management and ensures all assigned opportunities are kept current in the OneCRM environment. Develops and manages capture budget for assigned opportunities. Provides direction, mentoring and support to any assigned capture support staff. Responsible for ensuring all aspects of the capture process conform to internal stage gate reviews, to include scheduling the necessary reviews to receive approval for qualifications and/or proposal/pricing submissions. Attends business unit and strategy groups meetings as requested/directed. Provides strategic market sector positioning assistance as directed. Facilitates progress meetings and drives pursuit team accountability (including subconsultants). Manages project capture plan action plans/schedules. Participates in proposal reviews (e.g., pink, red, gold), working closely with the Marketing proposal team. Participates in strategy development, strategic pursuit development, competitor analysis, and market research. Develops and/or supports presentation strategy, support materials and visuals; coordinates and critiques rehearsals and presentations. Assists with capture training, to include providing training to staff. Coordinates with BU and TPO in development of capture strategy and teaming as requested. Identifies new business opportunities through customer and industry contacts. Builds successful business relationships by delivering a value proposition that is attractive to both customers and prospective business partners. Develops, maintains and builds a strong professional network and customer relationships. Coordinates company resources in the pursuit and capture of new work. Develops capture plans for specific targets that address opportunities, preferred approaches, competitive analyses and business fundamentals. Identifies teaming partners, develops teaming agreements and obtains appropriate internal support and approvals. Gathers market and customer intelligence. Provides inputs into strategic planning with the Growth leadership team. Responsible for the content of proposals developed. Responsible for obtaining necessary approvals (i.e., Business Development and Operations personnel with the appropriate level of signature authority) on all proposals prior to their submittal. Handles proposal delivery to customers and interfaces with all customers on requests and issues. Understands, in broad terms, customer contracts and business planning activities. Engages corporate resources (e.g., Contracts, Legal and Procurement managers) to ensure contract terms and conditions are appropriately handled. Communicates and engages company technical experts and Operations personnel to develop solutions to customer challenges. Performs other duties as assigned.

Requirements

Bachelor's degree in English, business administration, marketing or a related field.
A minimum of 15 years in business development including capture management and operations.
A minimum of 10 years as a Capture Manager with a successful award record
A minimum of 10 years of experience managing people and pursuits and a proven track record in pursuit/capture management and/or sales valued at $10 million.
Equivalent combination of education, skills, and experience related to the infrastructure industry acceptable.
Job requires strong organizational and supervisory skills, together with a high level of interpersonal and communication skills.
Outgoing, self-starter with innate sales orientation, optimism and drive.
Ability to facilitate teams.
Experience in presentation coaching.
Strong network of relationships across industry.
Knowledge of Win Plan and Shipley Capture Management Principles.
Strong problem-solving skills.
Advanced presentation skills.
U.S. citizen in order to be considered.

Nice To Haves

Must be Certified Capture Manager Program (Preferred).
Capture Practitioner (Preferred).

Responsibilities

Works closely with the Chief Growth Officer (CGO) and entire Growth team with the day-to-day implementation of the Opportunity Maturity Process and associated Procedures and Governance processes.
Leads the Strategic Capture function focused on the large and strategic capture opportunities to support Growth.
Working with the Business Units (BU) and Business Development leaders to inform clients, partners, and industry of products and services that fit well with client business needs.
Participates in strategy development across all market segments.
Manages pursuit capture activities for strategic pursuits in support of Business Units (BU) and in coordination with the Growth organization (Business Development, Proposal Development, Strategic Planning).
Facilitates and/or directs project capture plan sessions, Gold Sheet workshops, win theme/discriminator sessions, and presentation development and coaching activities.
Supports the business in positioning with major clients.
Key participant in proposal reviews (e.g., pink, red, gold teams).
Reports to the CGO and supports implementation of the growth strategy for assigned markets.
Implements, mentors, and coaches the Growth principles, frameworks, and practices.
Directs all aspects of the pursuit capture activities in accordance with the defined Opportunity Maturity framework and related capture process.
Maintains/nurtures relationship with Business Units Leaders, BU Business Development (BD), Technical Subject Matter Experts (SMEs) along with external Teammates and Partners.
Leads/facilitates our capture positioning, to include participation in client meetings, attendance at pre-proposal meetings/industry days, teaming partner meetings, and other applicable capture activities.
Participates in capture update calls/reviews with senior/executive management and ensures all assigned opportunities are kept current in the OneCRM environment.
Develops and manages capture budget for assigned opportunities.
Provides direction, mentoring and support to any assigned capture support staff.
Responsible for ensuring all aspects of the capture process conform to internal stage gate reviews, to include scheduling the necessary reviews to receive approval for qualifications and/or proposal/pricing submissions.
Attends business unit and strategy groups meetings as requested/directed.
Provides strategic market sector positioning assistance as directed.
Facilitates progress meetings and drives pursuit team accountability (including subconsultants).
Manages project capture plan action plans/schedules.
Participates in proposal reviews (e.g., pink, red, gold), working closely with the Marketing proposal team.
Participates in strategy development, strategic pursuit development, competitor analysis, and market research.
Develops and/or supports presentation strategy, support materials and visuals; coordinates and critiques rehearsals and presentations.
Assists with capture training, to include providing training to staff.
Coordinates with BU and TPO in development of capture strategy and teaming as requested.
Identifies new business opportunities through customer and industry contacts.
Builds successful business relationships by delivering a value proposition that is attractive to both customers and prospective business partners.
Develops, maintains and builds a strong professional network and customer relationships.
Coordinates company resources in the pursuit and capture of new work.
Develops capture plans for specific targets that address opportunities, preferred approaches, competitive analyses and business fundamentals.
Identifies teaming partners, develops teaming agreements and obtains appropriate internal support and approvals.
Gathers market and customer intelligence.
Provides inputs into strategic planning with the Growth leadership team.
Responsible for the content of proposals developed.
Responsible for obtaining necessary approvals (i.e., Business Development and Operations personnel with the appropriate level of signature authority) on all proposals prior to their submittal.
Handles proposal delivery to customers and interfaces with all customers on requests and issues.
Understands, in broad terms, customer contracts and business planning activities.
Engages corporate resources (e.g., Contracts, Legal and Procurement managers) to ensure contract terms and conditions are appropriately handled.
Communicates and engages company technical experts and Operations personnel to develop solutions to customer challenges.
Performs other duties as assigned.