Senior Capture Manager

4 weeks ago

Dinan, Bretagne, United States LMI Consulting, LLC Full time
Job Title: Senior Capture Manager - Defense Market

About the Role:

LMI Consulting, LLC is seeking a highly experienced Senior Capture Manager to drive growth and capture initiatives within the Defense Market. As a key member of our team, you will leverage our capabilities, talent, and resources to develop innovative solutions that address the Army's most complex challenges.

Key Responsibilities:

* Identify and define LMI's unique strengths and partner with market leadership to validate approaches
* Partner with market leadership, the CTO organization, solutions architects, and subject matter experts to identify and define solutions that address customers' needs and challenges
* 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

Requirements:

* Bachelor's Degree or higher in relevant business, technical, or professional field, 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

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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