Capture Manager

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Tracking Code

2024007

Job Description

Currently, RG is looking to hire a Capture Manager to support our Business Development (BD) team. The successful candidate will report directly to the Director of Capture, Business Development, and Proposals.

As a Capture Manager, you will play a critical role in identifying and securing new business opportunities related to our commercial software product, OpticsMRO, powered by Lynx, as well as our Maintenance, Repair, and Overhaul (MRO) and Depot services.

This position requires a deep understanding of the MRO marketplace, both in Military Aviation Maintenance and the commercial space (including MROs, airlines, and Original Equipment Manufacturers).

A Day In the Life :

As a small consulting firm, RG employees are team players that wear multiple hats to support the organization. While the chosen candidate can expect to be involved with or responsible for the below, additional responsibilities as necessary may be required.

Capture Strategy

• Developing and executing capture strategies for new business opportunities.
• Create and manage capture plans, including timelines, budgets, and resource allocation.
• Provide regular updates on capture progress, risks, and outcomes to senior management.
• Prepare and present capture plans, win strategies, and status reports.
• Develop and maintain a pipeline of potential opportunities.

Market Research

• Conduct market research to understand industry trends, customer needs, and competitive landscape.
• Leverage AI tools and other technology to conduct research, qualify opportunities, perform competitive analysis, and arrive at a competitive price-to-win.
• Conduct thorough competitive analysis to understand the strengths and weaknesses of competitors.
• Develop strategies to differentiate RG's offerings and increase win probability.

Client Engagement

• Engage with clients to understand their task management, scheduling, and execution needs within the MRO environment.
• Build and maintain strong relationships with key customers and stakeholders.
• Conduct customer meetings, presentations, and negotiations.
• Gather customer feedback and incorporate it into capture and proposal strategies.

Proposal Management

• Be agile and flexible to support other BD, Proposals, Sales, and Marketing activities as part of the Growth team.
• Lead the development of high-quality proposals in response to RFPs, RFIs, and other solicitation types.
• Coordinate with proposal writers, subject matter experts, and graphic designers to produce compelling proposals.
• Ensure proposals are compliant, persuasive, and tailored to the customer's needs.
• Collaborate with cross-functional teams to gather and analyze information.

Product Demonstration

• Conduct software product demonstrations, emphasizing the benefits of OpticsMRO.
• Attend trade shows and visit client sites as needed.

How You Can Make A Difference :

This role plays an important and vital part in mission success. The Capture Manager will be responsible for leading and managing the capture of new business opportunities in the MRO sector.

This role involves identifying and qualifying new opportunities, developing capture strategies, and coordinating resources to successfully secure contracts.

The ideal candidate will have a deep understanding of the MRO market, strong leadership skills, and a proven track record in business development and capture management.

The Capture Manager will have a passion for next-generation MRO solutions and be an innovative thinker who leverages technology for efficiency and effectiveness.

Required Skills

A Consultant is an exempt customer-facing business professional that provides a variety of information directly to customers for their ongoing programs, new initiatives, strategic planning, and measurement / evaluation in one or more of RG's solutions.

They possess excellent customer service skills, remain current on industry trends, value teamwork, and have a wide range of interpersonal skills.

Required Experience

To be successful in this role, all candidates must meet the below qualifications to be considered.

• Bachelor's degree in Business, Engineering, or related field or 10+ years of Capture experience
• Proven experience as a Capture Manager, Business Developer, or Product Manager in the MRO marketplace
• Proficiency in using Customer Relationship Management (CRM) tools
• Ability to collaborate effectively with cross-functional teams
• Ability to travel domestically at least 25% with an expected surge during conference season (Spring / Summer timeframe)
• Availability to support East Coast hours

Bring the WOW Factor :

In addition to our core requirements that are an absolute must for this role, we want to highlight some of the qualifications that we consider to "Bring the WOW Factor".

Below are some of those "WOW Factors" that we would love to have, but that are not considered hard requirements to do the job.

• Master's degree in Business, Engineering, or related field
• Experience as a Capture Manager within the IT software realm
• Familiarity with the Shipley Method of capture
• Proven experience as a Capture Manager in the MRO marketplace (Commercial preferred)
• Product sales experience is a plus

Physical Requirements & Disclaimer :

Sedentary work : Exerting up to 10 lbs. of force occasionally and / or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body.

Sedentary work involves sitting most of the time. Jobs are sedentary if walking and standing are required, only occasionally and all other sedentary criteria are met.

EOE, including disability / vets

At Robbins-Gioia (RG), we provide management consulting, managed services, and JFAST software. Our management consulting services combine leading-edge capabilities in management and technology with a seasoned understanding of our clients' missions.

Our managed services help our clients maximize their technology investments by providing experienced professionals that complement our clients' strategy and operations.

Our JFAST software is a suite of tools that perform advanced planning and scheduling operations and is the most capable intelligent scheduling platform for complex, mission-critical applications.

Headquartered in Alexandria, VA, we partner with our clients to test and refine every solution to meet their exact needs.

We take pride in tackling complex management challenges with fresh and innovative insights and in transforming our clients' vision into reality.

Job Location

Nationwide, United States

Position Type

Full-Time / Regular

Salary

140,000.00 - 170,000.00 USD

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