Senior Capture Manager, Infrastructure Planning and Economics Group

Nathan Associates is seeking a Senior Capture Manager to support our Infrastructure Planning and Economics practice at our home office in Arlington, Virginia. The Senior Capture Manager will be responsible for identifying, marketing, capturing, and securing infrastructure related contracts within the multilateral financial institutions, U.S. government (USAID, U.S. Department of Defense, U.S. State Department, U.S. Transportation Department, Millennium Challenge Corporation, USTDA, foreign donor organizations -- e.g. DFID, AusAID, etc.), state Departments of Transportation, and private sector markets.  Sectors of interest include ports, logistics, airports, telecom, energy, road/rail, and water.  Projects of interest include master plan feasibility studies, privatization/concession advisory services, investment due diligence analysis, logistics performance assessments, and institutional and regulatory analysis. 

Capture Manager must work closely with Group’s senior managers in prospecting and identifying new business opportunities that are in line with the above-noted core competencies.

Responsibilities

Researching, targeting, and qualifying business opportunities and leads. Opportunity research and qualification part of business development cycle accomplished via existing client base and personal contacts built over tenure as business development professional. Responsible for qualifying those leads with assistance from senior managers and developing capture strategies, call plans, and focused presentations to prospective clients. Teaming with other practice areas in Nathan and external strategic partners for specific opportunities is also part of process. If opportunities result in RFPs, works closely with proposal development staff to develop responses to RFPs.

Essential Job Functions

Lead the development of win strategies, including pricing strategy. Effectively plan and manage proposal efforts to win contracts. Responsible for taking action to overcome any obstacles that stand in the way of a contract win. Capture Manager is expected to take active, hands-on, developmental roles in all facets of proposal development.

Key Responsibilities

• Position the Group to capture larger-scale ($5-$10+ million) projects and smaller-scale ($500,000 - $2 million) projects that offer strategic avenues for the Group’s more active involvement.    
• Identify bid opportunities through a wide variety of information sources and track the status of potential opportunities that have been identified as targets.
• Review bid opportunities and suggest to the Group’s senior management bid/no-bid decisions with supporting rationale.
• Develop detailed proposal plans inclusive of solicitation summaries, competitive analysis, intended win themes, resource requirements and intended assignments, proposal development time-lines, risk analysis, return-on-investment analysis, and cost of capture projections.
• Develop, in detail, and continually re-evaluate and, if necessary, re-define the winning bid strategy.
• Communicate bid strategies to the proposal team and to management. Develop strategy reports and presentations as requested for review.
• Assemble appropriate bid teams with the cooperation of senior managers, contracts manager, other Capture Managers within the firm, and the Infrastructure practice SVP.
• Assign appropriate general responsibilities and specific tasks (with deadlines) for all proposal staff assigned.
• Effectively manage the needed contributions of all team members (including those assigned from outside the Infrastructure practice area) to produce the desired results.
• Continually analyze the status of proposal development to ensure progress toward the defined schedule.
• Continually analyze the Infrastructure practice’s competition and formulate plans to develop and maintain advantage. 
• Identify and select the most appropriate team partners, when needed. Develop and negotiate teaming agreements, statements of work, and subcontracts directly.
• Properly identify all risk and develop clearly defined risk-mitigation techniques.
• Take direct responsibility for developing and writing a capture management plan.
• Develop status and analysis reports and presentations, as requested.
• Thoroughly quality-check proposal and related work performed by all team members.

Required Qualifications

General experience in business development and capture working as a capture manager or business development professional.  Background in the infrastructure sector is preferred. Minimum of 10 years experience performing business development and marketing in the markets/sectors noted above with 5 years in managing capture activities. Must have ability to develop capture plans, teaming relationships, and marketing strategies for specific programs or opportunities. Must have experience in reading and understanding RFPs, opportunity synopsis, and Statement of Work.

Skills

Federal procurement training desired.  Proven record of success in leading winning capture efforts. Ability to work and manage capture effort with a minimum of supervision. Ability to analyze solicitations and appropriately define resource requirements and budgets. Ability to analyze opportunities, requirements and bid evaluation criteria to develop the most effective technical, management, and cost strategies. Ability to appropriately resolve staff productivity, performance, or other problems in regards to business pursuits. Ability to perform financial analysis. Ability to analyze the quality of all work performed and analyze the completed proposal. Ability to solve problems with the company’s competitive positioning. Knowledge of federal procurement regulations. General knowledge of the proposal development process. Ability to use Microsoft Word to create, edit, and publish routine documents; Microsoft Excel spreadsheet package to organize, tabulate, and analyze data; and project management package Microsoft Project to plan and manage large, complex proposal efforts, and Microsoft PowerPoint to develop presentations.

Educational Requirements

BA or BS degree in economics, business administration, engineering, marketing, or finance.  Masters degree in related discipline and fluency in Spanish, Arabic, or French preferred.

To Apply 

To apply for this position (I-295), visit our consultant registry and conduct a keyword search for Senior Capture Manager, IPE (set your browser to Explorer). Follow the application steps at the bottom of the job description, including uploading a resume and cover letter. Only qualified applicants should apply; only finalists will be contacted. No phone calls please.

Nathan Associates is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of disability or protected veteran status.