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Business Development and Capture Manager in Washington, DC at Franklin Covey Careers

Date Posted: 12/6/2018

Job Snapshot

Job Description

Title: Business Development and Capture Manager

Reports to: Government Services


Job Summary

The Business Development and Capture Manager will be responsible for identifying, developing and managing new and existing partner and client relationships, as well as leading future business development activities, targeting Defense and Civilian agencies across the Federal space.  Activities include business opportunity identification, opportunity qualification, business capture strategy development to include partnerships with small and disadvantaged businesses, and tactical business capture planning and execution. 


This person will provide leadership and execution of effective capture plans using standard tools and processes - with emphasis on win strategies - themes, value propositions, teaming, etc.  Ultimately, the Business Development and Capture Manager is responsible for directing and managing key pursuits with values of at least $1 million, assuming primary ownership and accountability for the proposed solution maturation through the capture management process to include teaming and price to win strategies for compliant and compelling offers.


Essential Job Functions

  • Translate requirements into robust win strategy, carefully tested and validated, and advances strategy to management and technical design with strong value proposition and differentiated bid elements based on compelling features and benefits
  • Collaborates effectively with internal teams and external partners to sustain operational excellence, resolve conflicts, and achieve customer satisfaction
  • Identifies gaps and develops strategies to overcome weaknesses and mitigate risks
  • Conducts and participates in gate, pricing, teaming, and capture reviews; leads and documents lessons learned
  • Leads and negotiates teaming agreements and strategic alliances
  • Manages assigned pipeline (portfolio of opportunities) as the opportunity owner
  • Drives development and completion of critical bid artifacts required for proposal development; ensures integrity of win strategy through supporting role in color reviews; supports assigned Proposal Manager/Director by assisting with development of compliant and compelling bids
  • Assumes accountability for advancing and maturing opportunities toward high win probability
  • Align activities with capturing work competitively.
  • Support competitive & direct award procurement efforts.
  • Identify and drive work to task orders on established IDIQ and GSA contracts.
  • Serves as customer liaison, listening and understanding the customer issues and problems, providing a solution if possible, and following through on all commitments.
  • Lead BD/Capture activities to identify, qualify and create new business opportunities
  • Manage preparation and distribution of program information and capabilities, and technology briefings
  • Gathers, assesses, and validates customer requirements working closely with BD leads - identifies related needs and constraints that impact winning solution
  • Assist in setting proposal pricing based on scope, duration, and skills required
  • Position requires effective management and leadership of capture teams. Communicating resource needs and leveraging resources assigned is critical to the success of every capture manager; collaborating with subject & technical matter experts, functional leads, and Program Managers
  • Prepare and deliver white papers and proposals that address customer requirements
  • Work with company program managers to identify and pursue follow-on opportunities
  • Work with company management to establish a budget for the business/functional area
  • Attend workshops, trade shows, and seminars to maintain deep understanding of market segment and customer environment
  • Utilize CRM and opportunity funnel tools to develop and execute customer engagement and capture execution
  • Other BD related duties as assigned
  • Travel as required

Job Requirements


  • BS/BA Degree
  • Minimum of 5+ years of successful business development experience, demonstrating ability to support RFP’s, identify, qualify, and win new business opportunities
  • Experience leading BD/Capture efforts for DoD contracts, including: strategy development, overall business development, and proven ability to close and win business
  • Excellent interpersonal, problem solving, and business acumen
  • Confidence and experience dealing with senior executives; ability to work effectively in fast-paced, time sensitive, and often multi-tasking environment
  • Ability to travel, as necessary in support of the capture
  • Ability to deliver and willingness to provide effective coaching, mentoring, and training on the way to and inside of the proposal room
  • A proven history and bias for action and an orientation towards solving rather than solely identifying problem areas is a preferred characteristic of the ideal candidate.
  • The candidate must exhibit leadership traits and personal characteristics which are necessary for success.


Company Information

FranklinCovey is a global company specializing in performance improvement. We help organizations achieve results that require a change in human behavior. Our expertise is in seven areas: Leadership, Execution, Productivity, Trust, Sales Performance, Customer Loyalty, and Education. Our mission statement is “We enable greatness in people and organizations everywhere”.  We fulfill this mission by hiring “Achievers with Heart”.


Visit our website at for more information regarding our organization.


FranklinCovey is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.


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We are an Equal Opportunity Employer/Veterans/Disabled
FranklinCovey is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.