USM, An EMCOR Company Capture Manager in Arlington, Virginia
About Us:EMCOR Government Services offers an experienced single-source solution for meeting the routine and mission-critical needs of federal, state, local and other government organizations. By combining our expert professional technicians, commercial best practices, extensive facilities knowledge and strong commitment to reliable, responsive service, we enable our government clients to achieve consistently high-performance facilities, on-time projects and long-term value.
Job Title: Capture Manager
Job Summary: EMCOR Government Services is activelyseeking a Capture Manager to join our corporate office in Arlington, VA. The successful candidate will be responsible for managing business development pursuits within our base operations and range market segments. The Capture Manager will interface with current and potential customers, potential team mates and EMOR Government Services management team at all levels.
Essential Duties and Responsibilities:
Expands EMCOR Government Services market presence beyond its current contract vehicles and major customers with a consistent focus on identifying and winning specific new business opportunities to generate profitable revenue growth.
Provides input into the Business Development planning process for maintaining a current prioritized pipeline of opportunities.
Accountable for development of the EMCOR Government Services sales pipeline, as well as conversion of that pipeline into recognized booked new business.
Establishes and supports relationships with customers, partners, and suppliers that enhance new business opportunities.
Responsible for developing/revising EGS campaign processes and procedures to enhance overall campaign performance and oversees the use of capture management tools and processes.
Acts as the mentor to new and junior capture managers.
Has overall responsibility for the capture life cycle from opportunity identification and validation, through customer engagement, offer development and final contract negotiations.
Reviews/assesses customer Request for Information (RFI) announcements to determine effective company responses
Analyses Requests for Proposals to determine viability of value propositions/offers
Develops Gate Reviews and makes presentations to executive leadership to ensure effective pursuit and bid strategies.
Conducts market assessments, identifying opportunities, and evaluates and prioritize these opportunities in accordance with EGS’ ability pursue and win.
Defines the resources and budgets needed to successfully execute a campaign and oversees its daily operations.
Develop, leverage and maintain strategic relationships with customers and contractors to enable the best positioning of offerings within the key customer accounts.
Conducts a customer engagement campaign designed to position the company for an opportunity and to shape the customer’s acquisition strategy.
Prepares campaign review presentations and presents to EGS executive leadership on the opportunity business case, competitive assessment, pursuit and win strategies, and campaign progress.
Establishes a strong “win strategy” and capture plan for each targeted opportunity.
Facilitate workshops with EGS stakeholders to define and get concurrence on bid strategies, competitive assessments, Blue Teams, pricing strategies, staffing strategies, teaming strategies, and Campaign Reviews.
Facilitates cross-functional “capture teams” of personnel in Operations, Finance, Supply Chain Management, Contracts and Human Resources to define value propositions and offers that will become the basis for EMCOR Government Services proposals.
Works with pricing specialists to develop win price and pricing strategies to enhance EGS win probability.
Works with Proposal Management to translate voice-of-customer requirements into proposal strategies and win themes.
Work collaboratively with EGS stakeholders to define the resource requirements and skill sets needed for successful program execution upon program award.
Candidate must have the ability to develop and negotiate complex teaming and subcontracting arrangements, often in a highly competitive environment to best position EGS in the pursuit.
Represents EMCOR Government Services at designated conferences, workshops, and symposiums as required.
Work will be performed as a combination of virtual, at the EGS corporate office in Arlington VA, and in travel to customer engagement locations.
Travel up to 50% is possible.
A Bachelor’s degree in a technical field with ten or more years in capture management is required
This role requires that the successful candidate have a proven track record of successful capture management in pursuing and winning US Government business opportunities with values in excess of $100 million
Ability to develop campaign plans, customer engagement packages, marketing material, and analytical tools
Must have strong briefing and writing skills, and be comfortable delivering finished work to wide audiences that often include high ranking customers and senior leadership.
Must have in-depth knowledge of the federal government acquisition and budgeting processes and the Federal Acquisition Regulations.
Outstanding team working skills are required.
We offer our employees a competitive salary and comprehensive benefits package and are always looking for individuals with the talent and skills required to contribute to our continued growth and success. EOE M/F/Vet/Disabled
Job Title: Capture Manager
Date Posted: 2/5/2016
Location: Arlington, VA
Job Type: Full-Time Regular
Position Id: EB-1162193606