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Washington D.C. area
TRAX is seeking a qualified Capture Manager to extend our reach through expert discovery and exploration of new and untapped business opportunities and relationships. Our ideal candidate will be self-motivated and trusted to dive right in, take the lead, use initiative, and be highly skilled at sales and business operations.
The position can be located anywhere within CONUS and may require up to 20% business travel as needed CONUS and, occasionally, OCONUS. The market areas may include test and evaluation, IT and engineering, and logistics and outsourced services. The successful candidate will identify new business opportunities that fit the organization’s strategy, develop and maintain prospective customer relationships, understand customer budgets, problems, issues, and constraints, and develop winning solutions.
The Capture Manager will develop the initial capture strategy, internal and external partnerships, and business plans for each opportunity. The ideal candidate will have well established customer relationships that they can leverage, personal experience in assessing potential business opportunities that result in measurable revenue growth, will have the ability to qualify meaningful opportunities, and will directly support the Senior Vice President of Business Development and Chief Growth Officer to win new business.
The Capture Manager will be expected to identify capability gaps, emerging requirements, conduct business intelligence, monitor competitor activity, and develop solution concepts in accordance with requirements that can be executed at a reasonable profit for each opportunity.
Duties and Responsibilities
Serve as Capture Manager for selected opportunities, from early capture phase to award.
Proactively identify new business opportunities.
Develop, implement, and execute opportunity specific capture plans and strategies.
Support overall strategic planning and linking pursuits/capture activities which support the business development metrics for awards, submits, and pipeline.
Perform market research to qualify new business opportunities, including analysis of customer budgets, capabilities required, current customer preferences, competitive environment assessments, and incumbent strengths and weaknesses.
Develop strategic business relationships.
Develop accurate and realistic business (bookings) forecast.
Develop and maintain positive customer relations.
Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
Participate as required in the TRAX business development process, including pipeline reviews, opportunity gate reviews, planning sessions, and proposal reviews.
Brief business development status to senior management when material changes occur and as required by the TRAX business development process.
Ability and willingness to travel 20% per month or as needed.
Perform other job-related duties as assigned.
Required Skills and Qualifications
Four-year college degree in Engineering, Business, Marketing, or related field.
Understanding of Project Management principles.
Candidate must have 5+ years of capture experience.
Must have extensive knowledge and experience in the acquisition process for complex military systems.
Successful track record in B2B sales and negotiation.
Self-motivated and highly driven leader with a sense of urgency to stay in front of strategic opportunities.
An understanding of teaming and subcontracting.
Understand US military budget, investment, and acquisition process.
Excellent verbal and written communication skills.
Ability to work with executives and senior leadership.
Demonstrated working knowledge of the Federal Acquisition Regulations (FAR).
Proficiency with data analysis, forecasting, and budgeting using modern applications such as Microsoft Office 365 and cloud-based file management systems such as Box.
Must have a reputation for being able to work collaboratively with high performance teams in a dynamic, fast-paced environment with fluctuating work hours.
Must have a demonstrated track record of designing and executing successful business development and capture strategies and achieving profitable revenue growth in federal government contracting work.
DoD Secret Clearance or eligibility to acquire is required.
Physical Demands and Working Conditions
The work of this position is performed in an environmentally controlled office environment/virtual home office space.
Standard work schedule must align with company standard work schedule.
Must be capable of sitting and entering data on a computer keyboard for extended periods of time.
Must be able to lift 25 pounds unassisted.
Reasonable accommodation can be made to enable people with disabilities to perform the duties and responsibilities.
Terms of Employment and Eligibility Requirements
Must be a U.S. Citizen and not hold multiple citizenships.
Must possess or be able to obtain a security clearance prior to employment and maintain security clearance for the duration of employment.
Must be able to travel as required.
All personnel hired after October 27, 2021, must be fully immunized before their first day of work. Newly hired personnel must provide proof of COVID-19 vaccination documentation (CDC Form MLS-319813_r).
The lists above are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel in this position. TRAX International reserves the right to make changes to the job description whenever necessary.
TRAX is committed to an inclusive and diverse workplace that values and supports contributions of all individuals. TRAX is an equal opportunity employer of minorities, females, protected veterans, and individuals with disabilities. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, age, familial status, pregnancy, ancestry, national origin, handicap, gender identity or expression, protected genetic information, disability status, protected veteran status, or any other characteristic protected by law.
Open Until Filled
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