Position Overview
The Capture Manager is a key member of the business development team responsible for end-to-end management of new business opportunities. This role is critical in identifying, qualifying, and securing new contracts. The Capture Manager works closely with cross-functional teams, including sales, operations, and technical experts, to ensure a frictionless buying environment for prospective customers.
Key Responsibilities
Opportunity Identification & Qualification:
- Work with Business Development and Sales teams to identify, assess, and prioritize potential opportunities in line with the company’s growth objectives.
- Manage a pipeline of strategic opportunities, ensuring alignment with company goals.
Capture Management
- Coordinate the creation of customer-focused value propositions and identify differentiators to position the company for success.
- Develop and maintain relationships with key internal stakeholders, to gain insights and support for bid efforts.
Proposal Coordination and Management
- Oversee the preparation of proposal responses, including managing timelines, ensuring compliance with RFP requirements, and overseeing proposal content development.
- Serve as the primary point of contact between the business and sellers throughout the capture process.
- Ensure proposal submission is timely, complete, and meets high-quality standards.
Cross-Functional Collaboration
- Collaborate with the technical, operational, financial, and legal teams to ensure prospect’s requirements meet both the client’s needs and internal capabilities.
Risk Management
- Identify and manage risks associated with the capture process, including competitive risks, technical challenges, and financial constraints.
- Develop mitigation strategies and provide guidance to the team on how to address potential issues.
Continuous Improvement:
- Maintain a thorough understanding of industry trends, customer needs, and competitor offerings to enhance the capture process.
- Conduct post-capture reviews and lessons learned to improve future capture strategies and proposal efforts.
Qualifications
Education
- Bachelor’s degree in business preferred but relevant business and industry experience accepted in lieu of degree.
Experience
- 5+ years of experience in capture management, business development, or proposal management, preferably in the language services industry.
- Proven track record of successful captures and proposal wins, including experience with complex, high-value contracts.
Skills & Competencies
- Strong project management and organizational skills.
- Excellent communication, negotiation, and presentation skills.
- Ability to work independently and as part of a cross-functional team.
- Strategic thinker with strong problem-solving abilities.
- Familiarity with proposal management tools (e.g., Capture Management software, CRM systems).
- Ability to influence and build relationships with internal and external stakeholders.
Certifications
- PMP, APMP (Association of Proposal Management Professionals), or other relevant certifications a plus.
Work Environment and Physical Demands:
- This position may require travel to client sites, conferences, and industry events as needed.
- The work is generally performed remotely.