THE CENTECH GROUP

Win Manager (Capture Management)

US-VA-Falls Church
Job ID
2054

Overview

THE CENTECH GROUP, Inc. (CENTECH®) is seeking a Win Manager (Capture Management) at our corporate offices in Falls Church, Virginia.  The person in this position will support the movement of opportunities successfully through their entire life cycle. This person will have primary responsibility is creating and executing a win strategy for an opportunity that is consistent and supportive of the goals and financial well-being of CENTECH.

Responsibilities

  • Responsible to have a minimum of five (5) opportunities which you are supporting a win manager to qualify each opportunity
  • Analyze Requests for Proposals (RFPs) and produce an accurate response to company’s RFP qualification criteria policy
  • Responsible to fully comply with CENTECH’s qualification requirements on win strategy
  • Develop a resource matrix based upon RFPs and Performance Work Statements (PWSs), specifically addressing technical author qualifications criteria
  • In accordance with company opportunity qualifications policy, support managers in conducting gap analysis of RFP requirements
  • From the results of the gap analysis identify technical areas which will be assigned to sub-contractors and develop criteria to be used to select the best qualified sub-contractor
  • Verify RFP past performance requirements:
    • Manage the selection of candidate past performances
    • Identify company missing PWS qualifications
    • Develop and distribute the gap analysis
  • Develop the criteria to be used by win administrators to identify sub-contractor nominees
    • Create qualified subcontractor selection criteria based on gap analysis
    • Structure winning team qualifications based on customer knowledge, analysis of RFP/PWS performance requirements
    • Develop and implement Subcontracting Strategy Plan through gap analysis results
    • Implement the subcontracting strategy approved by senior management during the step review process from the results of the gap analysis
    • Support senior management in finalizing teaming agreements to include drafting the subcontractor Statement of Work (SOW)
  • Develop and submit for chief executive officer (CEO) approval the terms and conditions on teaming agreements which after CEO approval teaming agreements will be completed and negotiated by the contracts director.
    • Develop and execute detailed Capture Strategy Plan for major opportunities within the pipeline
    • Draft and continually update the Capture Plan
    • Proactively drive the opportunity from pursuit decision to submission of a responsive, compliant, customer-based solution that is priced to win
    • Manage effective collaboration with internal teams and external partners to maintain schedule commitments, resolve conflicts, identify risks, and sustain an efficient proposal life cycle
    • Conduct and contribute to step, pricing, teaming, and capture reviews
    • Perform corporate Business Growth processes, documenting and properly storing all required artifacts to enhance CENTECH’s growth strategy and professional culture
    • Prepare documentation in support of bid decision process, providing reviews and updates
    • Drive development of, and contribute to completion of critical bid artifacts, as required for proposal development; ensure integrity of win strategy through a supporting role in color reviews
  • Create the subject matter expert (SME) technical expertise requirements needed to write the proposal technical response based upon the technical RFP requirements
    • Analyze all government provided information to determine the level of detail expected in the RFP technical and management response requirements
    • Document level of expertise and experience necessary to qualify staff member as a SME structure writing assignments at sub-paragraph level based on RFP Sections L and M, and PWS requirements. Submit the SME qualifications document to senior management
    • Validate candidate SMEs against specific qualifications for the paragraph/section response by means of interview, examination or previous written assignments
    • Assign writers with clear instructions to compliance with RFP requirements, allocated length, schedule and inclusion of win themes, discriminators and added value offerings
    • Conduct weekly review of the quality of the technical and management sections during development. Make timely adjustments to ensure compliance.
  • Support the color review manager to ensure color reviews are conducted with qualified, technical experts who you have qualified as experts in the technical areas in the RFP
    • Develop the color reviewer technical experience criteria based upon the PWS
    • Identify and/or approve all internal or external review participants
    • Oversee complete compliance with the color review process
    • Complete a color reviewer technical experience criteria for all contributors
  • Develop the initial draft of your personal contributions to the win strategy, emphasizing company strengths determined through the RFP analysis, which will be used as the baseline for deliberations with our managers and managers of the subcontracting companies
    • Define win strategy criteria based upon RFP and information acquired in qualification phase
    • Lead win strategy sessions with senior management, including the development of major themes. Produce the Win Strategy Plan from strategy sessions and submit to senior management
    • Translate strategy requirements into defined actions and assignments for successful execution
    • Responsible for the quality of entire proposal content, incorporation of win themes/discriminators/added value offerings, and full adherence to win strategy
    • Track and validate strategy throughout life cycle, documenting all steps and metrics leading to a winning proposal to finalize the proposal offerings on win themes, win discriminators, and added value offerings  
  • Develop and provide approved win themes, discriminators and added value offerings documentation to technical and management writers along with direction and guidance for inclusion to their sections
    • Ensure all approved win themes and win discriminators are effectively presented in the appropriate sections of the final proposal response
  • Develop the staffing strategy to meet the requirements of the RFP and to develop the pricing strategy
    • Develop the standards for an effective and compliant staffing strategy from the RFP and PWS
    • Collaborate with qualified technical SMEs to determine optimal staffing approach
    • Develop competitive Staffing Strategy Plan and present to senior management for approval
    • Ensure that key personnel presented in the proposal exceed RFP requirements
    • Maximize company’s staffing posture for each opportunity
  • Proposal Pricing Responsibility:
    • In collaboration with chief financial officer (CFO), contracts director and proposal manager, develop price-to-win goals, and provide input for competitive direct/indirect rates
    • Develop Cost Strategy Plan and ensure CFO, contracts director and proposal manager each sign off on it
    • Review cost/price issues as well as oversee cost strategy development implementation. Bring to senior management attention, in a timely and effective manner, all concerns with the pricing section for their action
    • Certify to CEO that cost proposal is in full compliance with RFP and company costing procedures
  • Required weekly reports to the CEO
  • Other duties include supporting win managers such as:
    • Once an opportunity is approved to qualify, this person must complete the following qualification steps in the noted time frame
    • Submit a weekly work plan which identifies the priority actions that are to be completed the following week. Submission required every Thursday by 4 PM. Submit a weekly report on accomplishments that were achieved; report must represent actual accomplishments of substance in accordance to your compensation package
    • The accomplishments are defined as actions that provide tangible steps towards moving an opportunity to approval to qualify or approval to bid
    •  Within three (3) days from date of approval to qualify, submit results from the gap analysis requirements to the CEO
    • Within five (5) days, submit the technical requirements from the RFP/PWS that company will perform as well as the technical requirements from the RFP/PWS in which a required teaming partner will perform
    • Within eight (8) days, develop the criteria for each teaming partner and the past performance the teaming partner is to be responsible to produce
    • Within eight (8) days, submit criteria for selecting SMEs to write technical sections of the proposal.
    • Within 12 days, develop the win strategy
    • Within 20 days, provide written report on win themes, discriminators and added value offerings.
    • Within 30 days, provide staffing plan proposal 
    • Within 40 days, identify program manager and key personnel
    • Develop formal nomination documentation to justify a bid decision

Qualifications

  • Recent five years (5) of verifiable and successful experience as a full-time professional capture manager in the federal marketplace
  • Bachelor's degree required
  • Thorough understanding of federal government business cycles, bid, and RFP processes. Federal civilian/U.S. Department of Defense (DoD)/Intelligence experience required
  • Excellent organizational, communication, writing and most importantly, interpretation skills
  • Track record of developing and maintaining various pipelines
  • Competitive work ethic to pursue new lines of business, customers and partners 

THE CENTECH GROUP, Inc. is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law. EOE M/F/Disabled/Veteran

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