Senior Capture Manager - Defense Market - Navy-USAF-OSD
Full Time
Overview
LMI is seeking a highly experienced Senior Capture Manager to drive growth and capture initiatives within the Defense Market. In this role, you will leverage LMI’s capabilities, talent, and resources to develop innovative solutions that address the Army's most complex challenges. We are looking for a strategic thinker who can align business objectives to craft winning strategies, develop proposal artifacts, guide technical solutions, and lead diverse teams. Expertise in price-to-win methodologies and a focus on increasing our Probability of Win (PWIN) within the Defense market—and more broadly across the Navy, Air Force, and Office of the Secretary of Defense (OSD)—is essential.
Responsibilities
We desire a results-oriented leader with a competitive drive focused on achieving results, strong business acumen, and the ability to quickly understand technical concepts. Resourcefulness in managing process-driven captures and the ability to build and maintain strong internal and external customer relationships are also key to success in this role. This position reports to the Vice President of Capture & Proposals and is directly aligned with the Senior Vice President for Defense.
Specific responsibilities include but are not limited to:
- Identify and define LMI’s unique strengths and partner with market leadership to validate approaches; ensuring the full capabilities of the company are matched to customer requirements and explore innovations and strengths that can be translated into evaluation factors.
- Partner with market leadership, the CTO organization, solutions architects, and subject matter experts to identify and define solutions that address customers’ needs and challenges.
- Explore likely technical scenarios linked to proof points and ensure proven processes are articulated with concrete outcomes.
- Analyze past performance against customer requirements to down select the best past performance examples that strengthen LMI’s position to win.
- Develop long term strategies and campaigns for positioning in current and new markets.
- Facilitate effective transfer from identification and qualification to pre-proposal and proposal efforts, as well as post-proposal to award responsiveness and effective handoff of proposal commitments to the transition and program team upon award.
- Conduct after-action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture techniques, strategies, and actions.
- Establish and maintain customer intelligence and rapport; understand the customers’ mission, budgets, and buying patterns for assigned capture opportunities working jointly with Market Leaders
- Conduct Black Hat Review to assess competitors’ positioning with the customer.
- Create the executive summaries for each assigned deal that define our understanding of the customer and LMI’s value proposition.
- Lead robust external customer engagement to achieve shaping success.
- Partner with business development for early opportunity identification, solutioning, and shaping.
- Stay current on LMI’s capabilities, technology offerings, and past performance, as well as industry specific news.
- Develop and maintain high-quality relationships with internal and external customers and partners.
- Develop the overall Capture Management Plan for each opportunity.
- Coordinate and align corporate capabilities with customer needs.
- Provide overall leadership and coordination of actions required to move an opportunity from pursuit review through delivery of a compliant, winning proposal to the client.
- Develop and execute comprehensive win strategies, including themes, solutions development, competitive environment, shaping strategy, teaming strategy, Price-to-Win, pricing strategy, and go/no-go decisions.
- Follow the Business Development Process, schedule, and be accountable for all reviews throughout the opportunity lifecycle after the pursuit review.
- Conduct executive briefings of gate reviews, track and manage pursuit budgets, and acquire appropriate internal and external resources.
- Develop compelling offers with competitive pricing structures to create a profitable return.
- Deliver compliant, winning proposals that meet or exceed corporate financial objectives.
- Develop staffing plans and teaming arrangements associated with all opportunities.
- Maintain all documentation artifacts for opportunities within the system of record.
- Assemble the team of resources for all aspects of the process, including shaping, developing and constructing the solution and proposal, ensuring corporate alignment, management, technical solution, management approach, past performance, teaming, contracts, sub-contracts, BOE, pricing and necessary approvals in accordance with LMI policies and procedures.
- Work with the proposal manager to ensure compliance with the outline and adherence to the schedule.
- Approve outline and schedule for the opportunity in concert with the proposal manager and technical lead.
- Secure all corporate approvals based on delegation of authority.
- Mentor junior staff and peers on business development and capture processes.
Qualifications
Qualifications:
- Bachelor's Degree or higher in relevant business, technical, or professional, or equivalent experience.
- 10+ years of experience in Government Contracting, and 5+ years of experience in leading captures within government contracting.
- Proven ability to engage with customers to advance captures.
- Comprehensive understanding of the Defense market, with established relationships across key organizations, including the U.S. Navy (NAVSUP, NAVAIR, NAFAC, NAVSEA), U.S Air Force (F-35, AMC, AFLCMC) and various DoD agencies to include Office of the Secretary of Defense (CDAO, A&S, R&E), USSOCOM, DLA, DSCA, DCSA, that are not part of the military services.
- Demonstrated ability to successfully lead capture opportunities in excess of $125M.
- Ability to think strategically, develop creative solutions, collaboratively lead cross-functional teams and develop winning proposals.
- Understanding of capture management best practices.
- Experience managing and writing proposals.
- Excellent organizational skills and ability to meet deadlines.
- Excellent presentation and verbal communication skills.
- Demonstrated ability to stay abreast of current trends, issues, and technologies within the U.S. Government health-related offices and/or civilian agencies through participation in industry groups and conferences.
- Ability to gain internal support, operate independently with limited supervision and feedback, and establish solid working relationships with Market Leaders, technical staff, and peers across the company.
- Demonstrated understanding of pricing strategies, bid models, BOEs and staffing plan models.
- Familiarity with online tools used by the Federal Government for solicitations and industry tools to conduct competitive analysis.
- Position requires candidate to live within 100 miles of LMI Headquarters located in Tysons, VA, to support internal strategy/solution sessions, team meetings, and inpromptu client meetings on customer sites.
Preferred Qualifications:
- Business operations/management experience delivering technical or management consulting services or developing solutions for Federal clients.
- Demonstrated ability to influence others, from staff to senior leaders through a strong presence, thoughtful challenges with appropriate decorum, and sound judgement.
- Professional training in Capture Management.
- Experience leading GSA FEDSIM capture is desired but not required.
- Top Secret Clearance preferred but not required.
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