Description & Requirements
Essential Duties and Responsibilities:
- Manage opportunities through capture lifecycle.
- Lead pursuit teams to develop winning solutions aligned with RFP requirements
- Work with sales to identify client needs.
- Evaluate the competitive landscape.
- Develop capture plan and strategy.
- Lead competitive analysis, price-to-win analysis, and establish team cost targets based on segment pricing structure and in alignment with budgets.
- Coordinate, collaborate and negotiate with operations, IT, pricing, and other internal stakeholders to drive compliant solutions.
- Interact routinely with all levels of management, infrastructure and technology teams, HR, finance, consultants, and proposal resources and follow through on task assignments
- Perform gap analysis of capabilities against customer requirements.
- Review proposal drafts to ensure alignment with planned solution model and identify improvements in messaging and graphics to better align with win strategies
- Conduct after action reviews for all business opportunities, lessons learned, and identify necessary adjustments to techniques, strategy, and actions.
- Manage opportunity from pursuit decision through program start-up
- Lead pursuit teams to develop winning solutions aligned with RFP requirements
- Work with sales to identify client pain points and needs
- Evaluate the competitive landscape,
- Support the development of a compliant and compelling proposal
- Develop capture plan and strategy, own capture plan and strategy throughout opportunity lifecycle.
- Provide mentorship, oversight, deliverables and performance reviews, and feedback to junior staff.
- Lead competitive analysis, price-to-win analysis, and establishes team cost targets based on segment pricing structure and in alignment with State administration budgets.
- Coordinate, collaborate and negotiate with operations, IT, pricing, and other internal stakeholders to drive a compliant solution within the price to win.
- Interact routinely with all levels of management, infrastructure and technology teams, HR, finance, consultants, and proposal resources and follow through on task assignments
- Perform gap analyses of Maximus capabilities against customer requirements.
- Mentor proposal core team on win strategy and solution.
- Review proposal drafts to ensure alignment with planned solution model and identify improvements in messaging and graphics to better align with win strategies
- Provide detailed reports on activities to leadership. Brief senior management at gates/milestones.
- Oversee multiple concurrent pursuits and manage B&P spend to less than 1.5% of TCV.
- Conduct after action reviews for all business opportunities to understand win/loss reasons, document lessons learned, and identify necessary adjustments to techniques, strategy, and actions.
- Perform other duties as assigned by management.
- Bachelor's degree in related field required.
- 7-10 years of relevant professional experience required.
- Equivalent combination of education and experience considered in lieu of degree.
Position Specific Qualifications:
- Bachelor's degree or equivalent combination of education, technical training or work experience considered in lieu of degree.
- Minimum of 7 years of related experience required in capture, business development, proposal development or project management.
- Successful track record of capture management and/or management for US state/local health or human services government organizations or providers is highly preferred
- Experience working in a matrixed environment, working in tandem with business development, legal, operations, IT systems and infrastructure, human capital, implementation teams, finance, and other business units to develop comprehensive, winning solutions
- A working knowledge of US state/local government procurement practices required
- Experience working with remote teams is preferred
- Must demonstrate exceptional decision-making, analytical and presentation skills
- Must have strong interpersonal skills with the ability to manage deadlines, take initiative, and research and understand business practices and processes
- Strong leadership, presentation, and project management skills are required
- Proven track record in dealing with all levels of management
- Strong writing and communication skills.
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