Vice President, Capture & Growth - Army Navy Business Group

Description

The Vice President of Capture Management for the Army/Navy Business Group is a high-visibility, senior leadership position within the Business Development organization. This dynamic role is responsible for driving and sustaining significant revenue growth by leading, managing, and overseeing all capture activities across the Army and Navy portfolios. The successful candidate will serve as a key strategic leader, directly influencing the company's competitive positioning and long-term growth trajectory within the Department of Defense (DoD) market. This individual will lead a high-performing team of senior and junior capture managers while personally spearheading a portfolio of large, complex, and strategically critical captures.

Key Responsibilities

Capture Leadership & Management

• Lead, direct, and assign capture responsibilities across the Army/Navy Business Group, ensuring appropriate resource allocation and accountability for all active captures

• Maintain up-to-date, accurate status of all captures within the portfolio, providing regular reporting and briefings to senior leadership

• Personally lead a number of large, complex, and high-priority captures from opportunity identification through award

• Oversee all phases of the Shipley capture process, ensuring consistent application of best practices, methodologies, and standards across the capture team

• Drive opportunity identification, pipeline development, teaming strategies, gap analyses, capture plans, gate reviews, Blue Team reviews, and Black Hat analyses

• Lead and support customer engagement strategies to shape opportunities, build relationships, and enhance competitive positioning

Team Leadership & Development

• Supervise, mentor, and develop a high-performing team of senior and junior capture managers, fostering a culture of excellence, accountability, and continuous improvement

• Establish performance goals, provide ongoing coaching and feedback, and conduct formal performance evaluations for all direct reports

• Build and sustain a collaborative, results-oriented team environment that attracts and retains top capture talent

• Identify skill gaps within the capture team and implement training and development initiatives to address them

Pipeline & Account Planning

• Assist with account planning and pipeline development for designated Army and Navy agencies and lines of business

• Collaborate with Business Development, Account Executives, and Program leadership to identify, qualify, and prioritize new business opportunities

• Develop and maintain a robust, well-qualified pipeline that supports the organization's growth objectives and revenue targets

• Provide strategic input into long-range planning, investment decisions, and resource prioritization

GWAC/IDIQ Strategy & Monetization

• Assist in developing plans and strategies to monetize GWACs, IDIQs, and other contract vehicles within the Army/Navy portfolio

• Identify and pursue task order opportunities under existing contract vehicles, coordinating with capture managers, proposal teams, and program leadership

• Develop and implement strategies to maximize the value and utilization of existing contract vehicles

RFI/SSN/Draft RFP Response Management

• Develop, oversee, and respond to Requests for Information (RFIs), Sources Sought Notices (SSNs), and draft Requests for Proposals (RFPs) to shape requirements and establish competitive positioning

• Ensure timely, high-quality responses that effectively communicate the company's capabilities, past performance, and differentiators

• Leverage RFI/SSN/draft RFP responses as strategic tools to influence acquisition strategies and build customer relationships

Proposal Support & Integration

• Collaborate closely with the Proposal Management team throughout the proposal development process, ensuring seamless integration of capture strategy into proposal content

• Provide strategic guidance, review, and oversight during proposal development, including participation in color team reviews

• Ensure that win themes, discriminators, and competitive intelligence gathered during the capture phase are effectively translated into compelling proposal narratives

Strategic Leadership & Cross-Functional Collaboration

• Serve as a key member of the Business Development leadership team, contributing to corporate strategy, growth initiatives, and organizational development

• Build and maintain strong relationships with internal stakeholders, including Operations, Program Management, Finance, Contracts, and Technical leadership

• Represent the company at industry events, conferences, and customer forums to enhance brand awareness and business development efforts

• Provide competitive intelligence and market analysis to inform capture strategies and investment decisions

Qualifications

Required Qualifications:

• Bachelor's degree in Business, Engineering, Management, or a related field; advanced degree preferred

• Minimum of 15+ years of progressive experience in business development, capture management, or related roles within the federal government contracting industry

• Demonstrated experience leading and winning large, complex DoD captures, with a strong track record of success in the Army and/or Navy markets

• Deep knowledge and hands-on application of the Shipley Business Development and Capture Management process

• Proven ability to lead, develop, and inspire high-performing capture teams

• Strong understanding of the DoD acquisition process, procurement regulations, and contracting vehicles (GWACs, IDIQs, etc.)

• Demonstrated experience developing and executing teaming strategies, competitive assessments, and win strategies for complex opportunities

• Excellent written and verbal communication skills, with the ability to effectively engage and influence senior government and corporate leadership

• Ability to obtain and maintain a DoD security clearance; active clearance preferred

Preferred Qualifications

• Active DoD Secret or Top Secret security clearance

• Shipley certification or equivalent capture/proposal management certification (APMP, etc.)

• Established relationships with key Army and/or Navy customers and stakeholders

• Experience with IT services, systems integration, engineering, logistics, or other relevant service areas supporting Army/Navy programs

• Demonstrated experience monetizing and managing task order pipelines under major GWAC/IDIQ vehicles (e.g., OASIS, SEWP, SeaPort-NxG, etc.)

Leadership Competencies

• Strategic Vision: Ability to think and plan at a strategic level while maintaining focus on execution and results

• Decisive Leadership: Demonstrates sound judgment and decisiveness in complex, ambiguous, and high-pressure environments

• Relationship Building: Skilled at building and sustaining trusted relationships with customers, partners, and internal stakeholders

• Influence & Persuasion: Ability to influence outcomes and drive alignment across diverse teams and organizational levels

• Accountability: Sets high standards for self and team; holds others accountable for commitments and results

• Adaptability: Thrives in a fast-paced, dynamic environment and effectively manages competing priorities

Reporting Structure

• The Vice President of Capture Management, Army/Navy Business Group reports directly to the Senior Vice President of Business Development and works in close collaboration with Account Executives, Program Managers, Proposal Management, and Corporate Leadership.

Target salary range: $260,001 - $300,000. The estimate displayed represents the typical salary range for this position based on experience and other factors.

REQNUMBER: 2618607

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