Federal Contract Capture Manager

GALORATH

Federal Contract Capture Manager

Location: Remote

Reports To: Vice President of Business Development

Travel: 30% Required

Position Overview:

The Federal Contract Capture Manager is responsible for managing the full lifecycle of federal capture efforts using Shipley and APMP best practices. This role is critical in leading all capture activities from initial opportunity identification through proposal submission and contract award, ensuring adherence to industry standards and alignment with the organization’s growth strategy.

The Federal Contract Capture Manager will collaborate with internal stakeholders to develop winning capture strategies and apply structured methodologies to maximize the probability of contract wins. Success in this role will be measured by the ability to secure new federal contracts and effectively implement both Shipley and APMP capture and proposal management standards.

Key Responsibilities:

• Opportunity Identification: Utilize market research and business intelligence tools to identify federal contract opportunities aligned with the company’s strategic goals. Qualify opportunities through a structured capture process consistent with Shipley and APMP standards.
• Capture Planning: Lead the development and execution of comprehensive capture plans in line with Shipley’s 96-step process and APMP guidelines. Ensure proper application of techniques such as Competitive Analysis, Price-to-Win, and Solution Development.
• Customer and Stakeholder Engagement: Build relationships with key stakeholders within federal agencies and industry partners. Influence acquisition strategies by shaping customer requirements and needs through early and ongoing engagement.
• Milestone Reviews: Conduct formal capture reviews (e.g., Gate Reviews, Bid/No-Bid decisions) at key milestones using the Shipley process and APMP methodologies to ensure all capture activities remain on track and aligned with win strategies.
• Capture Strategy Development: Lead cross-functional teams (e.g., business development, proposal, technical, pricing) to develop win themes, value propositions, and competitive differentiators. Leverage both Shipley and APMP methods to analyze competitors, assess risks, and develop risk mitigation strategies.
• Proposal Management Integration: Work closely with the proposal team to ensure the capture strategy is reflected in all proposal documents. Conduct color team reviews (Pink/Red/Gold) to refine the proposal in alignment with Shipley and APMP best practices.
• Competitive Analysis: Apply Shipley and APMP methodologies to analyze the competitive landscape and customer priorities. Develop tailored strategies to counter competitors and position the company as the preferred solution.
• Pipeline and CRM Management: Maintain an active pipeline of qualified federal opportunities, track capture progress, and report on performance metrics. Leverage CRM systems (e.g., GovWin, Salesforce) for pipeline management and strategic reporting.
• Bid Strategy and Pricing: Utilize Shipley’s Price-to-Win strategies and coordinate pricing inputs to align with competitive analysis and customer expectations.

Qualifications:

• Bachelor's degree in business, marketing, or a related field (MBA preferred).
• 5-10 years of experience in federal business development and contract capture
• Solid track record in applying Shipley and APMP processes. Deep understanding of the Shipley capture lifecycle and APMP proposal management standards.
• Strong knowledge of federal procurement regulations (FAR/DFAR) and government acquisition processes.
• Proven success in capturing large federal contracts
• Experience leading capture efforts on multi-million-dollar federal opportunities using structured capture methodologies.
• Leadership and team collaboration skills - experience leading multidisciplinary teams through Shipley and APMP-based capture efforts.
• Ability to connect with senior government officials and industry executives to shape acquisition strategies.
• Excellent communication, presentation, and negotiation skills.
• Proficiency in business intelligence tools and CRM platforms (e.g., GovWin, Salesforce).

Desired Skills:

• Certification in Shipley Capture Management or equivalent professional training.
• Certification or membership in APMP (Association of Proposal Management Professionals).
• Familiarity with IDIQ contracts, task order management, and proposal development aligned with Shipley and APMP processes.
• Experience with federal budgeting and appropriations processes.
• Technical knowledge in relevant sectors such as IT, defense, engineering, or professional services.

Travel Requirement:

• This position requires time-sensitive travel to geographic locations across the United States to engage with federal agencies, attend key meetings, and support capture efforts on-site. Travel will be approximately 30% of the time and may involve short-notice trips depending on the needs of the capture process and customer engagement activities.