Capture Manager

 

 

Summary

The Capture Manager is the primary Business Development Team member to develop and execute a capture plan and directs customer contact before, during, and after a proposal is submitted. Capture managers have a unique blend of skills and attributes beyond customer knowledge and technical expertise. At Walden Security, the Capture Manager must possess a unique blend of skills and attributes, including strong customer knowledge combined with exceptional customer interface and interpersonal skills. The Capture Manager must know how to ask good questions, probe for hidden needs/issues, and listen actively to customers and teaming partners.
The Capture Manager knows how to uncover key buying criteria and weave those into win strategies throughout the pursuit; and must be an excellent communicator and strategic thinker while demonstrating these skills:

• Well-versed in government contracting, and should have a working knowledge and understanding of the FAR, DFAR, relevant GAO decisions, current and relevant DOL, NLRB, and Executive Orders significant to the business development and proposal process.
• Highly organized.
• Can handle pressure well and thrive in a deadline-driven environment.
• Ensure content is on-brand and adds value to existing and potential customers.

Essential Duties and Responsibilities

• Leads the capture management program for Walden Security
• Develop priorities, schedules, and directives for related work.
• Understand, and assist others to understand, the global focus of Walden Security’s Business
• Development, Capture Management, and Proposal Production processes.
• Perform functions (e.g., SWOT analysis) to strengthen the capture process.
• Continually increase knowledge of the company’s capabilities, brand identity, and current work (both federal and commercial).
• Work with multi-disciplinary teams from Walden, partners, consultants, and third parties to formulate and execute the capture plan.
• Understand and solve customer problems or issues, leading to increased reputation and leading to positive interactions and reports (e.g., CPARS)
• Effectively communicate with executive leadership on all pertinent capture and BD issues.
• Seek out, establish, and continually foster relationships with government officials, partners, and others beneficial to the capture and BD processes.
• Conducts market research consistent with or related to DHS FPS opportunities.
• Contributes significantly to the BD Pipeline and all process meetings and documents
• Represents Walden Security with government clients, teaming partners, and others; specifically, for meetings, site visits, proposal information sessions as well as direct contacts with contracting officers and others.
• Identify and track specific opportunities.
• Strategically plan – both capture and globally with the BD team.
• Perform competitive analysis – know and understand competitors, environments, and impediments.
• Collaborate and coordinate with the BD team and Walden Security’s staff.
• Understand clients' needs and the focus to achieve outcomes necessary before and after contract award.
• Mitigate risk – be mindful of risk in all phases of the capture process; interact with risk management, accounting, legal, or other corporate entities associated with risk issues.

Supervisory Responsibilities

The Capture Manager does not have director supervisory duties but may be tasked with working closely with or managing consultants, writers, or others.

Competency - To perform the job successfully, an individual should demonstrate the following competencies (minimum of 5):

• Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well; effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others
• Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence.
• Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
• Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Develops realistic action plans, Sets goals and objectives; Organizes or schedules other people and their tasks.
• Oral Communication - speaks very clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in various meetings. 
• Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
• Professionalism – Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; Follows through on commitments.
• Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
• Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
• Strategic Thinking - develops strategies to achieve organizational goals; understands organization's strengths & weaknesses. Displays willingness to make decisions; exhibits sound and accurate judgment. Adapts strategy to changing conditions; supports and explains reasoning for decisions; makes timely decisions.
• Analytical – Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures; Synthesizes complex or diverse information; Uses intuition and experience to complement data.

Qualifications - To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor's degree in business or other related field.
• Experience in federal contracting with an emphasis on DHS / FPS procurement.
• Understanding of and working knowledge of the FAR, DFAR, and other relevant regulatory documents relevant to proposal development / Government contract.
• Understanding of and working knowledge of federal, state, and local regulations related to the provision of armed/unarmed security in areas serviced by the company.

Language Skills

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations using the English language.
• Ability to effectively present information in one-on-one and small group situations, respond to questions from groups of managers, clients, customers, other employees of the organization, and the general public.

Mathematical Skills

• Ability to calculate figures and amounts such as overtime, payroll, pay rates, bill rates, work hours, complex schedules, discounts, commissions, and percentages.
• Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.

Reasoning Ability

• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.

Computer Skills

Possess knowledge of MS Office Suite, Internet programs (e.g., GovWin, SAM.gov), and other function-based software/websites.

Certificates, Licenses, Registrations

Current/valid state driver’s license

Other Qualifications

Ability to pass a drug screen and a criminal background check.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to stand, walk, sit, and use their hands to finger, handle, or feel. The employee is occasionally required to reach with hands and arms, as well as to climb, balance, stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception, the ability to adjust focus, and the ability to see and distinguish basic colors.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.

Other Tasks

This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned.

Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, status as a protected veteran, or any other protected category under applicable federal, state, and local laws.

#WaldenWay

We offer every employee — from executive managers to administrative support to security professionals — unique and generous benefits, as well as opportunities for career growth.

So if you’re ready to embark on a meaningful career with one of the nation’s most dynamic and fastest growing security companies, apply with Walden Security today.