Carley Corporation: Senior Capture Manager, Training Systems
Position Description
ABOUT CARLEY:
Carley is a small business with corporate offices in Orlando FL. The company specializes in the design and development of the full range of training products for the DoD to include courseware, part-task trainers, PC Simulations, and full scale training devices/systems.
JOB SUMMARY:
The Senior Capture Manager will lead the pursuit and capture of significant new business opportunities within Carley’s Training Systems Division. The candidate must have specific, proven expertise in capturing new business in the DoD Training Systems market. Examples would include proven experience and expertise in capturing business under contracts such as TSC II Lot I, STOC I /II, and TSA II.
This position reports to the VP of Business Development. Compensation includes a generous salary and benefits, plus bonuses based on contract wins. The successful candidate will work out of our Orlando corporate offices.
Education Required
Bachelor's degree (graduate degree preferred) and 12+ years of relevant professional experience that includes: a minimum of 4 years experience as a capture manager on Federal/DoD opportunities; 5+ years senior level responsibility for business development and/or program management of Training System development contracts within the DoD.
If invited for an interview, be prepared to specifically articulate wins you were able to bring about and why, and/or successful training system programs you were able to manage to completion.
Desired Skills/Experience
- Ability to conceptualize and articulate a winning technical solution for a training system, develop a capture plan that implements the winning solution, adjust the solution as the procurement unfolds, and manage the capture activities to bring about a win.
- Ability to listen to, and interview customers, understand their needs and objectives – and articulate a solution that meets and/or exceeds these needs, resulting in a winning proposal.
- Show strong written and verbal skills to effectively communicate the technical solution to senior management, and to the proposal team.
- Ability to proactively keep multiple capture activities moving forward, and be able to articulate a winning technical solution in a timely manner to be integrated into the winning proposal.
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Ability to act with a sense of urgency, get things done quickly, and re-prioritize as necessary to address critical action items in a timely manner.
Principle Duties
- Develop marketing strategies and long-range business plans for training systems capture, identifying opportunities outside the near-term pipeline.
- Collect data and maintain meticulous and timely records on all aspects of each capture effort to include intelligence, competition, pricing, win themes, and all data elements associated with the opportunity under capture.
- Make recommendations for teammates and partnerships that will result in a win. Negotiate these teaming agreements with partners (primes, subs, JVs, etc.). Write Teaming Agreements, subcontract plans, etc. that define work shares and responsibilities.
- Make presentations to the appropriate customers, end users, teaming partners or other key stakeholders involved in the selection or development of the winning solution.
- Work collaboratively with technical staff, business development, program management, contracts, procurement and pricing personnel to bring about a winning proposal.
- Be accountable for generating effective technical, management, personnel, business and pricing strategies, approaches and/or solutions that result in a win.
- Provide direction to proposal “section leads” on personnel selection (resumes, etc.), past performance selections, and pricing models that will result in a win.
- Work tightly with the technical approach writers to craft and articulate the winning technical solution. Re-write, redirect, or edit when necessary to make sure the winning solution is appropriately documented in the proposal.
- Develop RFI or Sources Sought responses as appropriate, ensuring the right “message” is conveyed for the RFI response, and in consideration of planned win strategy.
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Be 100% accountable for the entire capture process of the assigned opportunity, making decisions as required, throughout the capture and proposal process, to bring about a win.
Contact Information
Sharon Wolford
President & CEO
Carley Corporation
12600 Challenger Parkway, Suite 100
Orlando, FL 32826
swolford@carleycorp.com
desk: 407-894-5575, ext. 275
cell: 407-754-4070
