Business Development/Capture/Proposal Manager - 33157
- Norfolk, VA
Alion Corporation is seeking a Capture Manager for the Advanced Modeling & Simulation Technical Operations (AMSTO) unit. The Capture Manager will have the responsibility, authority, and accountability to lead and/or support all necessary activities to develop and execute strategies that result in winning bids for AMSTO, and technical and engineering-oriented product and service contracts. This role will require knowledge of and ability to perform all components of the capture management lifecycle, from opportunity identification, competitive analysis, and capture strategy development to bid team building, proposal support, and preparation for contract award.
Single point of capture responsibility, authority, and accountability to lead, manage, and integrate all necessary activities to produce a discriminating offer design/proposal in response to large, single award contract bids for training and simulation software, network engineering research and development and oriented services. This role will last throughout the entire lifecycle of an opportunity from identification to final award past all protests and lawsuits. Requires confident, knowledgeable, and hands on leadership that works collaboratively with all stakeholders, while staying focused on doing whatever it takes to win.
Duties and Responsibilities:
Lead and manage the entire capture process and provide support to the proposal manager from opportunity identification to contract start (e.g., qualification, capture, proposal, ENs, ORALs, FIPR, protests, etc.).
Lead and manage all capture stakeholders (individuals, key people, teammates, working groups, etc.) to produce a discriminating offer that is compliant and responsive to RFP requirements and customer issues.
Present capture plans, gate reviews, and with the proposal manager the proposal plans to the executive team
Identify customer issues/pain points as a result of direct visits and analytical research of open source documentation/media.
Formulate teaming strategy, structure, and select teammates based on an analytical assessment of Alion's strengths/weaknesses against customer issues, SOW/RFP requirements, and competition. This includes writing teaming agreement attachments that defines teammate's scope, SOW, and business deal.
Select key personnel/management team members that not only meet RFP requirements, but exceeds them in a discriminating manner. This includes negotiating and writing the offer letters.
Be actively engaged, at all levels, in developing the price to win based on an analysis of the incumbents winning price and contract performance history, the customers buying practices and recent awards of similar contracts, and the application of common sense game theory per the competition.
Be directly involved in the design of the technical and management solutions so they not only address customer issues and associated win themes in the right way, but also achieve the price to win.
Ensure the proposal manager integrates the capture solution components into, and across, the correct proposal volumes/sections to ensure a consistent, cohesive story while addressing RFP requirements.
Write a compelling, concise, and graphically communicative executive summary, even if not directly required by the RFP, that makes the customer want to pick us from an analytical and/or emotional basis
Attend color team debriefs and make any necessary adjustments to the capture plan, offer design, and/or the proposal while also managing the associated personnel/teammate issues/dynamics.
Working with the proposal manager, continue to lead and manage the capture effort to make any necessary adjustments through the discussion, EN, FIPR, and protest phases, as applicable.
Work with the Alion contract transition and project manager to ensure a smooth and full transference of proposal concept, ideas, and strategies into contract operations.
Education and Experience:
Bachelor's degree from an accredited 4 year college/university. Must possess 10+ yrs. of experience/expertise in U.S. Federal Government support functions and business development capture and proposal management. Must demonstrate a track record of capture and proposal management success. At least 3 years of military, civil service, and/or direct U.S. Federal Government contract (on site) support experience desired.
In some cases, educational requirements may be adjusted or waived for comparable work experience. Work experience may be adjusted for highly specialized knowledge or uniquely applicable experience for positions involving new technology or labor market shortages as reflected by market survey data.
Knowledge, Skills, Abilities:
- Must be a self-starter, self-motivated, and entrepreneurial.
- Expert knowledge of U.S. federal Government services/solutions contracting/buying practices, contract project management and capture and proposal management.
- The ability to effectively move between leadership styles/needs from collaborative and inclusive to decisive and directive.
- Ability to build and lead diverse teams, both large and small, through the storming, norming, conforming, and performing cycle to produce winning proposals
- Willingness to be hands on and work hard, including research, analysis, and writing.
- A balanced skill base of analytical capability, creative intuitiveness, and common sense.
- Excellent oral and written communication skills, esp. at an executive briefing level.
- Active Secret security clearance or ability to obtain one is desirable.
Security Clearance: Secret
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