Job Description

Job Title:   Capture Manager / Business Development (BD) Specialist / Proposal Writer

Location: Washington DC Metro Area

Job Summary:

We are seeking a highly motivated and results-oriented professional to join our dynamic team as a Capture Manager / Business Development Specialist / Proposal Writer. This multi-faceted role is critical to our growth strategy, encompassing the entire business development lifecycle from lead generation and opportunity qualification to capture planning, proposal development, and successful contract award. The ideal candidate will possess a strong understanding of government contracting and commercial sales processes, exceptional communication and writing skills, and a proven ability to manage complex projects under tight deadlines.

Key Responsibilities

· Devising and implementing a strategy for searching / following new business opportunities, and turning those opportunities into new business for the company.

· Driving an opportunity from capture decision to contract award, by formulating, communicating, and implementing an integrated capture strategy, including but not limited to: pricing, teaming, competitive intelligence / analysis, client relations, and technical solutions/concept development.

· Preparing and submitting top-notch quality proposals (RFQ / RFP / RFI / Market Research / Sources Sought Notices) and winning new contracts: 8(a) contracts; SeaPort NxG contracts; MD CATS Plus contracts, and other federal, state, local gov’t contracts, & commercial contracts.

I. Business Development (BD) & Opportunity Identification:

· Market Research & Analysis: Conduct thorough market research to identify new business opportunities, emerging trends, competitive landscapes, and potential customers within target markets (e.g., federal agencies, commercial sectors, specific industries).

· Lead Generation & Qualification: Proactively identify, research, and qualify potential leads and opportunities through various channels, including online databases, industry events, networking, and direct outreach.

· Customer Relationship Management: Build and nurture strong relationships with prospective and existing clients, partners, and key stakeholders to understand their needs, challenges, and upcoming requirements.

· Pipeline Management: Maintain and manage a robust pipeline of opportunities, tracking progress through all stages of the business development lifecycle using CRM tools.

· Strategic Planning: Contribute to the development and execution of strategic growth plans, including market entry strategies, account plans, and go-to-market initiatives.

· Partnership Development: Identify and evaluate potential teaming partners, subcontractors, and vendors to strengthen bids and expand capabilities.

II. Capture Management:

· Opportunity Assessment & Prioritization: Lead the assessment of identified opportunities, conducting gate reviews, and making data-driven recommendations on whether to pursue or pass.

· Capture Strategy Development: Develop comprehensive capture plans for high-value opportunities, outlining win themes, competitive analysis, discriminators, solutioning approaches, pricing strategies, and teaming arrangements.

· Competitive Analysis: Conduct in-depth competitive analysis to understand competitor strengths, weaknesses, and probable strategies.

· Solutioning & Technical Understanding: Work closely with technical and operational teams to develop compelling solutions that address customer needs and differentiate our offerings.

· Customer Engagement: Engage directly with customers during the capture phase to gather intelligence, understand requirements, and influence acquisition strategies.

· Black Hat Reviews: Facilitate and participate in black hat reviews to anticipate competitor moves and refine win strategies.

· Price-to-Win Analysis: Collaborate with pricing teams to develop competitive and profitable pricing strategies.

III. Proposal Writing & Management:

· RFP/RFQ/RFI Analysis: Analyze solicitations (RFPs, RFQs, RFIs) thoroughly to understand all requirements, evaluation criteria, and submission instructions.

· Proposal Planning & Coordination: Develop detailed proposal outlines, compliance matrices, and production schedules. Lead and coordinate proposal teams, assigning tasks and ensuring adherence to deadlines.

· Content Development: Write, edit, and tailor persuasive and compliant proposal content, including executive summaries, technical approaches, management plans, past performance, and resumes.

· Win Theme Integration: Articulate clear and compelling win themes and discriminators throughout the proposal.

· Review Management: Facilitate and participate in color team reviews (e.g., Pink Team, Red Team, Gold Team) to ensure quality, compliance, and responsiveness. Incorporate feedback effectively.

· Graphics & Visuals: Work with graphic designers to develop impactful visuals, charts, and diagrams that enhance proposal readability and persuasiveness.

· Compliance & Quality Assurance: Ensure all proposal submissions are fully compliant with solicitation requirements and reflect the highest quality standards.

· Post-Submission Activities: Support post-submission activities, including responses to clarifications, best and final offers (BAFOs), and debriefings.

*************************************************************************************

Other Duties:

· Lead capture efforts to secure new contracts and task orders.

· Develop and implement Business Development (BD) and improvement processes.

· Develop business relationships with the potential clients and participate in team efforts.

· Maintain accurate records of BD activities.

· Keep abreast of local and industry trends as they apply to services offered by the company.

· Help maintain Business Certifications: SBA HUBZone, 8-a Certifications; MDOT DBE / SBE / MBE / SBIR.

· Meet with the Company’s senior management team each week to review BD strategies for effectiveness.

· Assume primary responsibility for continuously enhancing the Company’s online and social media presence. This includes, updating the Company’s corporate overview, capability statement, web presence, various social media presence:  Linked-In , X (formerly known as Twitter ), Facebook , Instagram , etc.

· Develop the capacity to explain the Company’s basic types of services and develop a thorough understanding of what information is required to develop pricing proposals for prospective clients.

· Perform a role play sales presentation to the Company’s senior management team. The role play will include an elevator speech, convincing and clear explanations of service lines, and ability to respond to questions. As needed, repeat the role play exercise to sharpen skills and expand the understanding.

· Formulate a Sales strategy / BD strategy outlining specific objectives with associated milestones for completion that support the attainment of gross revenue goals.

· Promote the Company’s disadvantaged/set-aside business (HUBZone and 8-a) status, as well as the Company’s extensive track record and demonstrated reliability as a prime contractor as well as a subcontractor.

Required Skills:

· Exceptional Written and Verbal Communication Skills: Ability to articulate complex ideas clearly, concisely, and persuasively. Superior grammar, punctuation, and editing skills.

· Strategic Thinking & Analytical Skills: Ability to analyze market data, competitive intelligence, and customer needs to develop winning strategies.

· Project Management: Strong organizational skills with the ability to manage multiple priorities, meet tight deadlines, and work effectively under pressure.

· Interpersonal Skills: Excellent ability to build rapport, influence stakeholders, and collaborate effectively with cross-functional teams.

· Technical Acumen: Ability to quickly grasp and articulate technical concepts and solutions.

· Proficiency: Advanced proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook). Experience with CRM software (e.g., Salesforce, HubSpot) and proposal management software (e.g., Shipley Associates , Privia , Qvidian ) is a plus.

· Shipley Process (or similar): Familiarity with structured business development and proposal processes (e.g., Shipley, Miller Heiman) is highly desirable.

Qualifications:

· Five+ years of experience in: Business Development; Capture Management; Responding to Proposal process. 

· Strong understanding of government or commercial procurement processes.

· Familiarity with FAR and DFARS standards.

· Write, edit, revise, proofread, assemble, and deliver technical documents and reports.

· Assist in workflow development; development of tools to ensure data integrity.

· Must have exceptional leadership and management skills.

· Must have superior organizational and time-management skills.

· A successful track record and proven ability to understand the needs of others.

· Must have excellent written and verbal communication skills. 

· A congenial personality.

• Must be a strong public speaker.

• Self-starter with a strong sense of initiative and ownership.

• Extreme commitment to client service and finding ways to make new prospects/clients say, “WOW!”.

• A demonstrated ability to proceed through a learning curve rapidly.

• Highly organized and detail-oriented.

Education & Certifications:

· Bachelor’s degree.

· Certification in Proposal Management (e.g., APMP) or other relevant certifications.

Job Tags

Similar Jobs