Capture Manager

Summary:

  • Manage and Retain Capture Clients
  • Build and Execute Government Sales Strategy
  • Establish and Meet Sales Goals
  • Conduct Proactive Capture Activities
  • Conduct Reactive Capture Activities

Employment - Exempt, Full-time

Work Location - Grand Rapids (Virtual work occasionally)

Compensation commiserate with experience

Mandatory Qualifications:

  • Bachelor’s Degree
  • 3+ years of experience in sales with proven effectiveness
  • Knowledge of principles and practices of research methods
  • Ability to operate standard office equipment and technology
  • Proficiency in Microsoft Word, Microsoft Excel

Preferred Qualifications:

  • Knowledge of public procurement
  • Working knowledge or proficiency in Salesforce
  • Experience with EOS® (Entrepreneurial Operating System)

Competencies:

  • Customer focus
  • Goal oriented
  • Impact
  • Integrity
  • Learner attitude
  • Persistence/Tenacity
  • Rapport building
  • Teamwork
  • Analysis
  • Attention to detail
  • Follow up
  • Planning and organization
  • Independence
  • Adaptable/Flexible
  • Time management
  • Oral and written communication
  • Initiative

Responsibilities: 

Meet Companywide Expectations

  • Maintain confidentiality
  • Be impressive in all interactions
  • Complete open activities on time and thoroughly
  • Act as a leader, mirroring company values
  • Set example of strong work ethic and positive attitude
  • Exude professionalism and executive presence
  • Set example for cross-departmental and cross-company collaboration
  • Use time tracking systems correctly and consistently
  • Use technology in accordance with protocols and company policy
  • Treat incoming phone calls with courtesy and respond quickly to phone messages
  • Comply with company policies and procedures
  • Learn and follow workflows and SOPs
  • Respond quickly and professionally to emails
  • Manage time responsibly
  • Be positive, productive, respectful, honest, and candid
  • Act with integrity and exceedingly high business ethics
  • Become a subject matter expert; learn continuously
  • Maintain your Professional Development Plan
  • Maximize resources and recycle

Manage and Retain Capture Clients

  • Establish annual sales goals with all assigned capture clients
  • Maintain regular, positive contact with capture clients
  • Conduct impressive status meetings, arriving on time and prepared
  • Document progress in Salesforce
  • Own accuracy of Salesforce Account page for assigned clients
  • Develop semi-annual, transition and ad hoc reports on time
  • Communicate with clients regarding timely topics and pre-determined capture retention messages
  • Communicate with clients frequently in some fashion – use 3 times weekly as a general guide

Build and Execute Government Sales Strategies

  • Identify target levels of government, types of agencies and specific agencies
  • Oversee development of marketing assets to support outreach; collaborate with Proposal Management
  • Conduct black hats as appropriate and document results

Establish and Meet Sales Goals

  • Participate in new client onboarding activities for assigned capture clients
  • Conduct research to support the establishment of capture client sales goals
  • Collaborate with client to establish annual sales goals, which are evidence based
  • Document sales goal discussion in Salesforce
  • Justify and document how we will achieve sales goal
  • Communicate with clients regarding progress to sales goal
  • Identify challenges to reaching sales goal, communicating and overcoming them as appropriate
  • Enter key information in Salesforce to document establishment of sales goals

Conduct Proactive Capture Activities

  • Coordinate and evaluate competitor research
  • Identify potential teaming partners
  • Review expiring contracts, forecasts, budgets, etc. to identify targeted captures
  • Vet targeted captures with assigned clients
  • Develop capture outreach plans to establish relationships with target agencies
  • Develop outreach honeycomb, conduct outreach, document results

Conduct Reactive Capture Activities

  • Develop and maintain bid decision tree for assigned capture clients
  • Identify current opportunities for submission to assigned capture clients (with Research)
  • Own opportunity stage for all bids for all assigned capture clients
  • Ensure opportunities are entered as STC in a timely manner
  • Apply bid decision tree to STC opportunities, obtain bid decisions quickly, with updates in Salesforce and well-documented pass reasons
  • Move bids into Likely PPQ or PPQ the day of decision
  • Participate in at least 90% of scheduled bid kickoffs and red reviews
  • Conduct price to win (PTW) according to the bid schedule in SF
  • Support Proposal Management on requirements for bid assets, completed forms, etc.
  • Conduct white glove / gold reviews and oversee bid submission
  • Confirm bid receipt with CO; maintain communication throughout SPE
  • Own win/loss updates in SF; request debrief on at least 80% of bid dispositions
  • Accurately report wins and losses; support commission tables and updates
  • Participate in bid autopsy discussions

JetCo is an equal opportunity employer that prohibits discrimination and harassment in employment on the basis of race, color, religion, national origin, sex, gender identity, sexual orientation, age, disability, genetic information, height, weight, marital status or veteran status in accordance with applicable laws. In addition, it is the policy of JetCo to comply with federal, state, and local laws governing nondiscrimination in employment, and to undertake affirmative action in recruitment, employment, and promotion of employment as required by applicable provisions of Executive Order 11246, the Rehabilitation Act, the Vietnam Era Veteran’s Readjustment Assistance Act, and related state law. JetCo’s President supports and endorses this Equal Employment Opportunity Policy.