Staff Capture Manager at KIHOMAC in Lexington Park, MD

Expertise and Functions:

Capture Leadership

• Lead assigned Federal Government capture opportunities from qualification through proposal submission
• Develop, maintain, and execute comprehensive capture plans for assigned opportunities
• Establish capture objectives, milestones, action plans, resource requirements, and schedules necessary to position KIHOMAC for successful competition
• Serve as the primary point of accountability for capture strategy, readiness, and execution for assigned opportunities
• Coordinate capture activities across Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal organizations
• Maintain capture momentum and accountability by assigning actions, tracking milestones, identifying risks, and escalating issues requiring leadership attention
• Assess opportunity maturity and capture readiness and recommend continued investment, corrective actions, or No-Go decisions when appropriate

Customer and Competitive Strategy

• Develop and execute customer engagement strategies designed to improve understanding of customer missions, requirements, priorities, acquisition strategies, and evaluation drivers
• Research and analyze customers, incumbents, competitors, acquisition history, contract vehicles, budgets, and market conditions
• Develop competitive assessments identifying competitor strengths, weaknesses, likely strategies, and KIHOMAC positioning
• Identify customer hot buttons, key requirements, decision drivers, and potential discriminators
• Develop and maintain opportunity-specific win strategies, win themes, value propositions, and discriminators
• Translate customer and competitive intelligence into actionable capture strategies

Opportunity Qualification and Pipeline Management

• Research and qualify Federal Government opportunities using SAM.gov, GovWin, agency forecasts, customer engagement, industry sources, and other market intelligence resources
• Manage an assigned portfolio of strategic capture opportunities within the corporate business-development pipeline
• Maintain accurate opportunity status, capture milestones, PWIN assessments, customer engagement activities, competitive positioning, teaming status, and resource requirements
• Participate in pipeline reviews and recommend prioritization of corporate capture resources and investment
• Support development and execution of corporate and business-area growth plans

Teaming and Partnerships

• Identify capability gaps and determine appropriate Make/Buy/Team strategies for assigned opportunities
• Identify, evaluate, and recommend potential teammates based on capabilities, past performance, customer relationships, competitive positioning, and strategic value
• Establish and maintain relationships with prime contractors, subcontractors, technology providers, and other strategic partners
• Develop opportunity-specific teaming strategies that strengthen KIHOMAC's competitive position
• Coordinate with Contracts and corporate leadership in the development of NDAs, teaming agreements, and other capture-related agreements

Solution and Pricing Strategy

• Lead cross-functional development of differentiated and executable solutions responsive to customer requirements
• Coordinate with technical and operational subject matter experts to develop technical, management, staffing, transition, and performance approaches
• Facilitate solution-development sessions and ensure proposed solutions align with identified customer needs and competitive strategy
• Coordinate with Pricing, Finance, Operations, and leadership to develop competitive pricing strategies
• Support development of price-to-win assessments and evaluate competitive pricing considerations when appropriate
• Ensure capture strategies balance customer value, competitive positioning, execution risk, and KIHOMAC business objectives

Gate Reviews and Executive Engagement

• Prepare and lead executive gate reviews for assigned opportunities
• Present opportunity assessments, customer intelligence, competitive analysis, teaming strategies, solution concepts, pricing considerations, PWIN assessments, risks, resource requirements, and recommendations to corporate leadership
• Provide objective Go/No-Go recommendations based on opportunity maturity, competitive position, strategic alignment, resources, and expected return
• Identify capture deficiencies and establish corrective actions prior to subsequent gate reviews
• Provide leadership with timely visibility into significant changes affecting opportunity strategy or PWIN

Capture-to-Proposal Transition

• Establish proposal strategy prior to solicitation release to the greatest extent practical
• Coordinate with Proposal Management to ensure an effective transition from capture to proposal execution
• Provide the proposal team with documented customer intelligence, competitive assessments, win themes, discriminators, solution strategies, teaming arrangements, pricing strategies, and other capture artifacts
• Support development of proposal outlines, storyboards, executive summaries, technical and management approaches, and other strategic proposal content
• Participate in proposal writing, solution reviews, Black Hat reviews, Pink/Red/Gold Team reviews, and other proposal activities as appropriate
• Maintain continuity of capture strategy throughout proposal development and ensure the final submission reflects the approved win strategy

Business Development and Corporate Growth Support

• Establish and maintain strong relationships with Government customers, industry partners, prime contractors, subcontractors, and other stakeholders
• Coordinate customer and industry meetings supporting assigned capture opportunities and broader corporate growth objectives
• Prepare and present KIHOMAC capability and opportunity-specific presentations to customers and potential teammates
• Support industry days, conferences, site visits, customer meetings, and other Business Development activities when strategically relevant
• Maintain current knowledge of KIHOMAC capabilities, past performance, technologies, customers, contracts, and strategic growth priorities
• Collaborate with corporate leadership, directors, managers, and subject matter experts to identify opportunities to expand KIHOMAC capabilities and market position
• Capture and communicate lessons learned following major proposal submissions and award decisions to continuously improve KIHOMAC capture processes

Key Performance Expectations

• Develop and execute disciplined capture strategies that increase KIHOMAC's probability of win
• Maintain an actionable and accurately assessed portfolio of qualified capture opportunities
• Position strategic opportunities before solicitation release
• Develop meaningful customer and competitive intelligence that influences KIHOMAC's win strategy
• Build effective cross-functional capture teams and maintain accountability for capture actions and milestones
• Develop effective teaming, solution, and competitive strategies
• Deliver high-quality, decision-ready gate reviews to corporate leadership
• Transition mature capture strategies effectively into proposal development
• Contribute to improved proposal quality, competitive positioning, win rate, and sustainable corporate growth
• Other duties as assigned

Qualifications:

Education/Training:

• Bachelor’s Degree in management or other relevant discipline required
• Master’s Degree preferred
• Formal capture management, proposal management, or Shipley-based training preferred

Experience:

• 12+ years of relevant professional experience within Federal Government contracting, including significant experience in capture management, business development, proposal management, program management, or related growth functions.
• Demonstrated experience leading competitive Federal Government captures from qualification through proposal submission.
• Demonstrated record of leading or materially contributing to successful Federal Government competitive captures of meaningful size and complexity.
• Strong understanding of Department of Defense and Federal Government missions, organizations, acquisition environments, and procurement processes.
• Working knowledge of FAR/DFARS requirements, Federal acquisition processes, contract types, IDIQ/GWAC vehicles, task-order competitions, teaming arrangements, and source-selection processes.
• Experience developing and executing capture plans, win strategies, competitive assessments, customer engagement strategies, teaming strategies, and executive gate reviews.
• Experience supporting development of technical, management, staffing, pricing, and past-performance strategies for competitive procurements.
• Experience working collaboratively across Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal organizations.
• Capture, proposal management, and proposal writing experience.
• Excellent written and verbal communication skills.
• Strong executive presentation and briefing skills.
• Excellent relationship-building, collaboration, and leadership skills.
• Ability to lead cross-functional teams through influence without direct supervisory authority.

Security:

• Must be a US citizen
• Ability to obtain a security clearance may be required

Physical Requirements:

• Able to occasionally reach with hands and arms

• Prolonged periods of computer screen use, while sitting or standing at a desk

• Adhere to safety protocols when in work areas requiring use of PPE (e.g. eyewear, gloves, masks, hearing protection, steel toed shoes, etc.)

• Able to safely lift and carry up to 20 pounds at a time

• Health Care Plan (Medical, Dental & Vision)

• Retirement Plan (401k, IRA)

• Life Insurance (Basic, Voluntary & AD&D)

• Paid Time Off (Vacation, Sick & Public Holidays)

• Short Term & Long Term Disability

• Training & Development

• Wellness Resources

Salary:

The projected salary range for this position is $140,000 - $175,000. This is not a guarantee of compensation, rather actual salary will be based on experience, qualifications, and applicable certifications or degrees held. Offered salary may fall outside of this range.