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Director of Capture Management and Proposal Development

Competitive Range · McLean, VA · 2 wk ago
Business DevelopmentFull-time

About the role

The Director of Capture Management & Proposal Development serves as a strategic advisor to senior leadership while driving the company's most critical pursuits from opportunity identification through contract award. Reporting directly to executive leadership, this role leads the capture strategy for CRS's highest-value and most strategic opportunities.

Responsibilities

  • Lead the capture strategy for CRS's highest-value and most strategic opportunities

  • Develop and execute capture plans from opportunity identification through contract award

  • Lead qualification activities, bid/no-bid recommendations, and pursuit strategies

  • Conduct competitive assessments, Black Hat reviews, SWOT analyses, and win strategy sessions

  • Develop teaming strategies and cultivate strategic partner relationships

  • Direct the company's proposal development lifecycle

  • Ensure compelling, compliant, and differentiated proposals

  • Partner with technical SMEs, pricing, and contracts to produce high-quality submissions

  • Improve proposal processes, tools, templates, and governance

  • Serve as a trusted advisor to executive leadership on growth strategy

  • Advisory executive leadership on pursuit prioritization, competitive positioning, pricing strategy, and overall deal structure

  • Assist in shaping CRS's long-term growth roadmap

  • Present capture recommendations and business cases to executive leadership

  • Collaborate with Business Development to mature the opportunity pipeline

  • Build and maintain relationships with customers, industry partners, and key stakeholders

  • Support customer engagement activities before and throughout the acquisition lifecycle

  • Help identify emerging markets and strategic growth opportunities

  • Mentor proposal managers, capture personnel, and technical contributors

  • Foster a culture of collaboration, accountability, and continuous improvement

  • Build scalable capture and proposal processes that support CRS's continued growth

Qualifications

  • Progressive experience in federal government contracting, with demonstrated success leading capture and proposal efforts for DoD, VA, and other federal agencies

  • Proven track record of winning complex, high-value task orders and contracts on IDIQs, GWACs, and other strategic contract vehicles

  • Experience leading the full capture lifecycle, including opportunity qualification, capture strategy, proposal development, and transition to execution

  • Demonstrated success advising executive leadership on growth strategy, bid/no-bid decisions, competitive positioning, and pursuit strategy

  • Strong understanding of the federal acquisition process and exceptional leadership, communication, and relationship management skills

  • Experience supporting major contract vehicles such as OASIS, Alliant, CIO-SP3/CIO-SP4, Polaris, GSA MAS, and 8(a) STARS

Desired Experience

  • Bachelor's degree from an accredited institution

  • 20+ years of progressive experience in federal government contracting

  • 15+ years leading capture and proposal efforts for DoD and/or Federal Civilian agencies

  • Strong understanding of FAR-based acquisitions and federal procurement processes

  • Excellent executive communication, presentation, negotiation, and leadership skills

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