Sr. Capture Manager – Public Sector

SHI International Corp.

2d•$125,000 - $200,000

About The Position

SHI’s Sr. Capture Manager for Public Sector advances regional and national growth strategies by focusing on winning business with new public sector customers. The Sr. Capture Manager works closely with the Public Sector RFP, Sales, Writing, and Solutions teams to develop capture strategy for key customers. The CCDS will drive a pursuit plan that aligns with SHI’s Public Sector vision and will regularly conduct competitive analyses that help position sales and RFP teams to win new customers. The Sr. Capture Manager informs and drives SHI strategic growth initiatives by ensuring that appropriate capture activities occur and that capture efforts are consistent with a structured approach, providing process oversight. Viewed as an authority in their position with broad job and industry knowledge, the Sr. Capture Manager serves as an expert whose informed analysis is valued and respected.

Requirements

Expertise in client relationship building and new business development - Intermediate
Ability to cold call and create new business opportunities - Intermediate
Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets - Intermediate
The capability to identify potential clients, effectively negotiate terms, and successfully finalize business transactions. - Intermediate
The understanding of key business principles and practices to make informed and effective decisions that contribute to organizational success. - Intermediate
The ability to efficiently manage tasks and projects by prioritizing responsibilities and effectively utilizing time to achieve objectives. - Intermediate
Completed Bachelor’s Degree or relevant work experience required
3+ years of related experience of Public Sector Capture, Procurement, RFP, or sales experience
Experience translating capture strategy into proposal win themes during the proposal stage
Fluency in SHI AX, CRM, Microsoft Office tools preferred

Responsibilities

Execute strategies and tactics to deliver a qualified pipeline of opportunities with pursuit/win plans for each.
Maintain the Strategic Business Capture system using internal and external resources.
Research and analyze available data to identify competitive buying trends (from a variety of sources to include State Budgets, government trade sources and procurement sites such as Navigator, SmartProcure, and GovWin).
Create and maintain Capture Plans.
Understand and navigate government contracting vehicles and procedures.
Establish external teaming partnerships related to capture pursuits.
Act as the capture lead in coordination with key internal stakeholders (e.g., partner teams, sales teams, proposal team, contracts, writers) to position SHI and our partners to win the business.
Build new partnerships with partners and COOPs in order to identify new opportunities and pursuit strategies.
Meet with clients and prospects to understand requirements and present company capabilities.
Gather intelligence, assess competitors, and help position SHI to win new accounts.
Define win strategy criteria based upon RFP and information acquired in the qualification phase.
Lead program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing.
Work with partners to develop, identify, and qualify upcoming opportunities.
Conduct after-action reviews for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
Interface between the Business Development team and internal and external stakeholders (prime or subcontractors, business group units).
Attend conferences and other external meetings to explore business development opportunities.
Build relationships with government agencies, potential partners, and internal teams to position the company effectively.
Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support business development.