Expertise and Functions:Capture LeadershipLead assigned Federal Government capture opportunities from qualification through proposal submissionDevelop, maintain, and execute comprehensive capture plans for assigned opportunitiesEstablish capture objectives, milestones, action plans, resource requirements, and schedules necessary to position KIHOMAC for successful competitionServe as the primary point of accountability for capture strategy, readiness, and execution for assigned opportunitiesCoordinate capture activities across Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal organizationsMaintain capture momentum and accountability by assigning actions, tracking milestones, identifying risks, and escalating issues requiring leadership attentionAssess opportunity maturity and capture readiness and recommend continued investment, corrective actions, or No-Go decisions when appropriate Customer and Competitive StrategyDevelop and execute customer engagement strategies designed to improve understanding of customer missions, requirements, priorities, acquisition strategies, and evaluation driversResearch and analyze customers, incumbents, competitors, acquisition history, contract vehicles, budgets, and market conditionsDevelop competitive assessments identifying competitor strengths, weaknesses, likely strategies, and KIHOMAC positioningIdentify customer hot buttons, key requirements, decision drivers, and potential discriminatorsDevelop and maintain opportunity-specific win strategies, win themes, value propositions, and discriminatorsTranslate customer and competitive intelligence into actionable capture strategies Opportunity Qualification and Pipeline ManagementResearch and qualify Federal Government opportunities using SAM.gov, GovWin, agency forecasts, customer engagement, industry sources, and other market intelligence resourcesManage an assigned portfolio of strategic capture opportunities within the corporate business-development pipelineMaintain accurate opportunity status, capture milestones, PWIN assessments, customer engagement activities, competitive positioning, teaming status, and resource requirementsParticipate in pipeline reviews and recommend prioritization of corporate capture resources and investmentSupport development and execution of corporate and business-area growth plans Teaming and PartnershipsIdentify capability gaps and determine appropriate Make/Buy/Team strategies for assigned opportunitiesIdentify, evaluate, and recommend potential teammates based on capabilities, past performance, customer relationships, competitive positioning, and strategic valueEstablish and maintain relationships with prime contractors, subcontractors, technology providers, and other strategic partnersDevelop opportunity-specific teaming strategies that strengthen KIHOMAC's competitive positionCoordinate with Contracts and corporate leadership in the development of NDAs, teaming agreements, and other capture-related agreements Solution and Pricing StrategyLead cross-functional development of differentiated and executable solutions responsive to customer requirementsCoordinate with technical and operational subject matter experts to develop technical, management, staffing, transition, and performance approachesFacilitate solution-development sessions and ensure proposed solutions align with identified customer needs and competitive strategyCoordinate with Pricing, Finance, Operations, and leadership to develop competitive pricing strategiesSupport development of price-to-win assessments and evaluate competitive pricing considerations when appropriateEnsure capture strategies balance customer value, competitive positioning, execution risk, and KIHOMAC business objectives Gate Reviews and Executive EngagementPrepare and lead executive gate reviews for assigned opportunitiesPresent opportunity assessments, customer intelligence, competitive analysis, teaming strategies, solution concepts, pricing considerations, PWIN assessments, risks, resource requirements, and recommendations to corporate leadershipProvide objective Go/No-Go recommendations based on opportunity maturity, competitive position, strategic alignment, resources, and expected returnIdentify capture deficiencies and establish corrective actions prior to subsequent gate reviewsProvide leadership with timely visibility into significant changes affecting opportunity strategy or PWIN Capture-to-Proposal TransitionEstablish proposal strategy prior to solicitation release to the greatest extent practicalCoordinate with Proposal Management to ensure an effective transition from capture to proposal executionProvide the proposal team with documented customer intelligence, competitive assessments, win themes, discriminators, solution strategies, teaming arrangements, pricing strategies, and other capture artifactsSupport development of proposal outlines, storyboards, executive summaries, technical and management approaches, and other strategic proposal contentParticipate in proposal writing, solution reviews, Black Hat reviews, Pink/Red/Gold Team reviews, and other proposal activities as appropriateMaintain continuity of capture strategy throughout proposal development and ensure the final submission reflects the approved win strategy Business Development and Corporate Growth SupportEstablish and maintain strong relationships with Government customers, industry partners, prime contractors, subcontractors, and other stakeholdersCoordinate customer and industry meetings supporting assigned capture opportunities and broader corporate growth objectivesPrepare and present KIHOMAC capability and opportunity-specific presentations to customers and potential teammatesSupport industry days, conferences, site visits, customer meetings, and other Business Development activities when strategically relevantMaintain current knowledge of KIHOMAC capabilities, past performance, technologies, customers, contracts, and strategic growth prioritiesCollaborate with corporate leadership, directors, managers, and subject matter experts to identify opportunities to expand KIHOMAC capabilities and market positionCapture and communicate lessons learned following major proposal submissions and award decisions to continuously improve KIHOMAC capture processes Key Performance ExpectationsDevelop and execute disciplined capture strategies that increase KIHOMAC's probability of winMaintain an actionable and accurately assessed portfolio of qualified capture opportunitiesPosition strategic opportunities before solicitation releaseDevelop meaningful customer and competitive intelligence that influences KIHOMAC's win strategyBuild effective cross-functional capture teams and maintain accountability for capture actions and milestonesDevelop effective teaming, solution, and competitive strategiesDeliver high-quality, decision-ready gate reviews to corporate leadershipTransition mature capture strategies effectively into proposal developmentContribute to improved proposal quality, competitive positioning, win rate, and sustainable corporate growth Other duties as assignedRequirementsQualifications:Education/Training: Bachelor’s Degree in management or other relevant discipline requiredMaster’s Degree preferred Formal capture management, proposal management, or Shipley-based training preferredExperience: 12+ years of relevant professional experience within Federal Government contracting, including significant experience in capture management, business development, proposal management, program management, or related growth functions.Demonstrated experience leading competitive Federal Government captures from qualification through proposal submission.Demonstrated record of leading or materially contributing to successful Federal Government competitive captures of meaningful size and complexity.Strong understanding of Department of Defense and Federal Government missions, organizations, acquisition environments, and procurement processes.Working knowledge of FAR/DFARS requirements, Federal acquisition processes, contract types, IDIQ/GWAC vehicles, task-order competitions, teaming arrangements, and source-selection processes.Experience developing and executing capture plans, win strategies, competitive assessments, customer engagement strategies, teaming strategies, and executive gate reviews.Experience supporting development of technical, management, staffing, pricing, and past-performance strategies for competitive procurements.Experience working collaboratively across Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal organizations.Capture, proposal management, and proposal writing experience.Excellent written and verbal communication skills.Strong executive presentation and briefing skills.Excellent relationship-building, collaboration, and leadership skills.Ability to lead cross-functional teams through influence without direct supervisory authority. Security:Must be a US citizenAbility to obtain a security clearance may be requiredPhysical Requirements:Able to occasionally reach with hands and armsProlonged periods of computer screen use, while sitting or standing at a deskAdhere to safety protocols when in work areas requiring use of PPE (e.g. eyewear, gloves, masks, hearing protection, steel toed shoes, etc.)Able to safely lift and carry up to 20 pounds at a timeBenefitsHealth Care Plan (Medical, Dental & Vision)Retirement Plan (401k, IRA)Life Insurance (Basic, Voluntary & AD&D)Paid Time Off (Vacation, Sick & Public Holidays)Short Term & Long Term DisabilityTraining & DevelopmentWellness ResourcesSalary: The projected salary range for this position is $140,000 - $175,000. This is not a guarantee of compensation, rather actual salary will be based on experience, qualifications, and applicable certifications or degrees held. Offered salary may fall outside of this range.
Expertise and Functions:
Capture Leadership
- Lead assigned Federal Government capture opportunities from qualification through proposal submission
- Develop, maintain, and execute comprehensive capture plans for assigned opportunities
- Establish capture objectives, milestones, action plans, resource requirements, and schedules necessary to position KIHOMAC for successful competition
- Serve as the primary point of accountability for capture strategy, readiness, and execution for assigned opportunities
- Coordinate capture activities across Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal organizations
- Maintain capture momentum and accountability by assigning actions, tracking milestones, identifying risks, and escalating issues requiring leadership attention
- Assess opportunity maturity and capture readiness and recommend continued investment, corrective actions, or No-Go decisions when appropriate
Customer and Competitive Strategy
- Develop and execute customer engagement strategies designed to improve understanding of customer missions, requirements, priorities, acquisition strategies, and evaluation drivers
- Research and analyze customers, incumbents, competitors, acquisition history, contract vehicles, budgets, and market conditions
- Develop competitive assessments identifying competitor strengths, weaknesses, likely strategies, and KIHOMAC positioning
- Identify customer hot buttons, key requirements, decision drivers, and potential discriminators
- Develop and maintain opportunity-specific win strategies, win themes, value propositions, and discriminators
- Translate customer and competitive intelligence into actionable capture strategies
Opportunity Qualification and Pipeline Management
- Research and qualify Federal Government opportunities using SAM.gov, GovWin, agency forecasts, customer engagement, industry sources, and other market intelligence resources
- Manage an assigned portfolio of strategic capture opportunities within the corporate business-development pipeline
- Maintain accurate opportunity status, capture milestones, PWIN assessments, customer engagement activities, competitive positioning, teaming status, and resource requirements
- Participate in pipeline reviews and recommend prioritization of corporate capture resources and investment
- Support development and execution of corporate and business-area growth plans
Teaming and Partnerships
- Identify capability gaps and determine appropriate Make/Buy/Team strategies for assigned opportunities
- Identify, evaluate, and recommend potential teammates based on capabilities, past performance, customer relationships, competitive positioning, and strategic value
- Establish and maintain relationships with prime contractors, subcontractors, technology providers, and other strategic partners
- Develop opportunity-specific teaming strategies that strengthen KIHOMAC's competitive position
- Coordinate with Contracts and corporate leadership in the development of NDAs, teaming agreements, and other capture-related agreements
Solution and Pricing Strategy
- Lead cross-functional development of differentiated and executable solutions responsive to customer requirements
- Coordinate with technical and operational subject matter experts to develop technical, management, staffing, transition, and performance approaches
- Facilitate solution-development sessions and ensure proposed solutions align with identified customer needs and competitive strategy
- Coordinate with Pricing, Finance, Operations, and leadership to develop competitive pricing strategies
- Support development of price-to-win assessments and evaluate competitive pricing considerations when appropriate
- Ensure capture strategies balance customer value, competitive positioning, execution risk, and KIHOMAC business objectives
Gate Reviews and Executive Engagement
- Prepare and lead executive gate reviews for assigned opportunities
- Present opportunity assessments, customer intelligence, competitive analysis, teaming strategies, solution concepts, pricing considerations, PWIN assessments, risks, resource requirements, and recommendations to corporate leadership
- Provide objective Go/No-Go recommendations based on opportunity maturity, competitive position, strategic alignment, resources, and expected return
- Identify capture deficiencies and establish corrective actions prior to subsequent gate reviews
- Provide leadership with timely visibility into significant changes affecting opportunity strategy or PWIN
Capture-to-Proposal Transition
- Establish proposal strategy prior to solicitation release to the greatest extent practical
- Coordinate with Proposal Management to ensure an effective transition from capture to proposal execution
- Provide the proposal team with documented customer intelligence, competitive assessments, win themes, discriminators, solution strategies, teaming arrangements, pricing strategies, and other capture artifacts
- Support development of proposal outlines, storyboards, executive summaries, technical and management approaches, and other strategic proposal content
- Participate in proposal writing, solution reviews, Black Hat reviews, Pink/Red/Gold Team reviews, and other proposal activities as appropriate
- Maintain continuity of capture strategy throughout proposal development and ensure the final submission reflects the approved win strategy
Business Development and Corporate Growth Support
- Establish and maintain strong relationships with Government customers, industry partners, prime contractors, subcontractors, and other stakeholders
- Coordinate customer and industry meetings supporting assigned capture opportunities and broader corporate growth objectives
- Prepare and present KIHOMAC capability and opportunity-specific presentations to customers and potential teammates
- Support industry days, conferences, site visits, customer meetings, and other Business Development activities when strategically relevant
- Maintain current knowledge of KIHOMAC capabilities, past performance, technologies, customers, contracts, and strategic growth priorities
- Collaborate with corporate leadership, directors, managers, and subject matter experts to identify opportunities to expand KIHOMAC capabilities and market position
- Capture and communicate lessons learned following major proposal submissions and award decisions to continuously improve KIHOMAC capture processes
Key Performance Expectations
- Develop and execute disciplined capture strategies that increase KIHOMAC's probability of win
- Maintain an actionable and accurately assessed portfolio of qualified capture opportunities
- Position strategic opportunities before solicitation release
- Develop meaningful customer and competitive intelligence that influences KIHOMAC's win strategy
- Build effective cross-functional capture teams and maintain accountability for capture actions and milestones
- Develop effective teaming, solution, and competitive strategies
- Deliver high-quality, decision-ready gate reviews to corporate leadership
- Transition mature capture strategies effectively into proposal development
- Contribute to improved proposal quality, competitive positioning, win rate, and sustainable corporate growth
- Other duties as assigned
Requirements
Qualifications:
Education/Training:
- Bachelor’s Degree in management or other relevant discipline required
- Master’s Degree preferred
- Formal capture management, proposal management, or Shipley-based training preferred
Experience:
- 12+ years of relevant professional experience within Federal Government contracting, including significant experience in capture management, business development, proposal management, program management, or related growth functions.
- Demonstrated experience leading competitive Federal Government captures from qualification through proposal submission.
- Demonstrated record of leading or materially contributing to successful Federal Government competitive captures of meaningful size and complexity.
- Strong understanding of Department of Defense and Federal Government missions, organizations, acquisition environments, and procurement processes.
- Working knowledge of FAR/DFARS requirements, Federal acquisition processes, contract types, IDIQ/GWAC vehicles, task-order competitions, teaming arrangements, and source-selection processes.
- Experience developing and executing capture plans, win strategies, competitive assessments, customer engagement strategies, teaming strategies, and executive gate reviews.
- Experience supporting development of technical, management, staffing, pricing, and past-performance strategies for competitive procurements.
- Experience working collaboratively across Business Development, Operations, Engineering, Contracts, Pricing, Finance, and Proposal organizations.
- Capture, proposal management, and proposal writing experience.
- Excellent written and verbal communication skills.
- Strong executive presentation and briefing skills.
- Excellent relationship-building, collaboration, and leadership skills.
- Ability to lead cross-functional teams through influence without direct supervisory authority.
Security:
- Must be a US citizen
- Ability to obtain a security clearance may be required
Physical Requirements:
- Able to occasionally reach with hands and arms
- Prolonged periods of computer screen use, while sitting or standing at a desk
- Adhere to safety protocols when in work areas requiring use of PPE (e.g. eyewear, gloves, masks, hearing protection, steel toed shoes, etc.)
- Able to safely lift and carry up to 20 pounds at a time
Benefits
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k, IRA)
- Life Insurance (Basic, Voluntary & AD&D)
- Paid Time Off (Vacation, Sick & Public Holidays)
- Short Term & Long Term Disability
- Training & Development
- Wellness Resources
Salary:
The projected salary range for this position is $140,000 - $175,000. This is not a guarantee of compensation, rather actual salary will be based on experience, qualifications, and applicable certifications or degrees held. Offered salary may fall outside of this range.
Since our founding in 2003, KIHOMAC has established an outstanding track record of support for the requirements of our US Government customers, as evidenced by our portfolio of “Exceptional” rater Contractor Performance Assessment Reporting System reports. Now, with over 325 employees, we have expanded our capabilities to include systems engineering services, reverse manufacturing and custom fabrication, engineering analyses, and sustainment solutions for aerospace vehicles. Come join us!
Since our founding in 2003, KIHOMAC has established an outstanding track record of support for the requirements of our US Government customers, as evidenced by our portfolio of “Exceptional” rater Contractor Performance Assessment Reporting System reports. Now, with over 325 employees, we have expanded our capabilities to include systems engineering services, reverse manufacturing and custom fabrication, engineering analyses, and sustainment solutions for aerospace vehicles. Come join us!
