Medical Science & Computing is searching for a Business Development professional with a focus on Capture Management. The Capture Manager will support the Business Development (BD) Team and will be responsible for supporting activities throughout the full lifecycle of BD. This includes identifying opportunities, maturing opportunities through the capture process, and helping support opportunities through the proposal process. The Capture Manager will report directly to the Vice President of Business Development.
• Capture Management:
o Leads all capture functions to a specific opportunity once named “Capture Manager” and is responsible for the overall WIN.
o Responsible for building out capture planners Completion of capture activities and action items. .
o Responsible for building the capture team and holding kick-off meetings.
o Responsible for all capture team resources as well as receiving the approval and buy-in of the company’s key decision makers.
o Responsible for all capture gate reviews and the overall capture process throughout the BD lifecycle.
• Intelligence & Analysis:
o Responsible for intelligence gathering and analysis.
o Responsible for sourcing competitive information.
o Works with members of capture team, including opportunity owners and operations staff, executives, pricing, finance, other BD team members, etc.
o Responsible for performing SWOT analysis and developing preliminary win themes.
o Responsible for engaging other companies and individuals that are related to the opportunity.
o Responsible for managing and influencing government stakeholders as appropriate.
o Lead solutioning that results from quality intelligence and analysis.
o Develop foundational information and baseline information that leads to winning management and technical approaches.
o Collaborate with other BD team members and/or operations staff to build a winning solution.
o Support and lead staffing as it relates to identifying candidates and key personnel.
o Lead efforts to build a winning team, consisting of subcontractors or other teaming partners, as needed.
o Translate SWOT analysis into powerful, compliant, and compelling win themes and overall win story.
o Lead pricing strategy and collaborate with finance and operations staff to develop competitive pricing.
o Drive activities and strategy as it relates to blue team.
o Lead targeted marketing activities that results from quality intelligence and analysis.
o Influence government stakeholders via targeted marketing activities based on identified intelligence and analysis.
o Collaborate with other BD team members and/or operations staff to both develop and deliver marketing material to the proper government stakeholders.
• Pre-Proposal Planning:
o Responsible for executive summary development and inclusion of win themes and a win story that directly relates to the needs, issues and hot buttons of the customer.
o Gather basis for technical and management section and identify corresponding past performance and relevant corporate experience.
o Develop and prepare proposal templates and resources such as kickoff document, SharePoint site, resumes templates, etc.
o Gather buy-in of key proposal resources and develop resource matrices in advance of proposals to ensure that resources are lined up, available and ready to go.
• Requires a bachelor's degree
• Minimum of three (3) years of business development experience with a focus on Capture Management / pipeline management of large technology-based solutions contracts within the Federal Government. Emphasis on Health IT.
• Demonstrated successes reflecting the ability to “grow the business” via organic program growth and new customer acquisitions
• Experience in both BD operations and business development is preferred
• Strong skill in business writing – both technical and non-technical
• Familiarity and experience, managing and utilizing tools such as Salesforce, GovWin, FPDS, and FBO.
• Familiar with government contracting acquisition lifecycle
• Familiar with Shipley methodologies and approach to Business Development, Capture, and the Proposal lifecycle.
• Must be a self-starter and creative.
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Dovel Technologies advances the mission of its customers in health, life sciences, and information management through the integration of technology and domain expertise to deliver technology solutions for highly complex and data-driven environments.
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