Capture Manager

Capture Manager

EMCOR Government Services is seeking a motivated and detail-oriented Capture Manager with at least 10 years of progressive experience supporting government contracts. This role blends capture management and opportunity lifecycle execution, with responsibility for pipeline management and Shipley-style gate reviews. This position is hybrid and operates out of our Alexandria Headquarters.

The Capture Manager is responsible for leading the capture process for federal government opportunities from identification through proposal submission. This position directs all pre-RFP business development and capture activities, including opportunity qualification, customer engagement, competitive analysis, teaming strategy, solution development, Price-to-Win (PTW) analysis, pricing strategy coordination, and win strategy execution. The successful candidate will possess a demonstrated record of capturing and winning federal government contracts and leading cross-functional pursuit teams through the Business Development Lifecycle. The Capture Manager works collaboratively with Business Development, Operations, Contracts, Pricing, Finance, Human Resources, Procurement, and Proposal teams to position the company for successful contract awards in facilities management and Operations & Maintenance (O&M). The position is responsible for developing and advancing a pipeline of strategic federal opportunities, leading pursuits ranging from standalone task orders to complex programs valued at $10M to $200M+, and supporting the growth objectives of EMCOR Government Services.

Capture Management

• Lead capture efforts for federal government opportunities from qualification through award.
• Develop and maintain comprehensive Capture Plans utilizing Shipley or equivalent methodologies.
• Create and execute win strategies aligned with customer requirements and buying influences.
• Conduct opportunity assessments, gate reviews, and bid/no-bid recommendations.
• Identify and document customer hot buttons, mission drivers, and procurement objectives.
• Develop competitor analyses and Price-to-Win assessments.
• Maintain opportunity action plans, milestones, and pursuit schedules.
• Establish and maintain relationships with government decision-makers, acquisition personnel, commercial customers, industry partners, vendors, subcontractor partners, and key stakeholders.
• Support attendance at industry days, pre-proposal conferences, networking events, site visits, and trade associations.
• Conduct market research using GovWin, SAM.gov, HigherGov, GSA eBuy, FPDS, USA Spending, and other federal procurement databases.
• Accountable for Business Development Pipeline to include monitoring and actioning recompetes, contract expirations, and new business opportunities.
• Develop and execute customer contact plans and engagement strategies.
• Lead cross-functional pursuit teams consisting of Operations, Pricing, Finance, Human Resources, Contracts, Procurement, and Proposal personnel throughout the capture lifecycle.
• Provide technical content and participate in color team reviews.
• Manage CRM platforms and capture documentation repositories.
• Collaborate with Operations leadership to develop compliant and innovative Facilities Operations & Maintenance (O&M) solutions.
• Support development of staffing plans, organization structures, preventive maintenance programs, asset management approaches, CMMS strategies, and quality control programs.
• Analyze Performance Work Statements (PWS), Statements of Work (SOW), and technical requirements for facility management and O&M opportunities.
• Coordinate with subject matter experts to develop technical discriminators and operational win themes.
• Assist in transition planning and startup strategies for complex federal O&M contracts.
• Evaluate labor strategies, collective bargaining agreements, prevailing wage requirements, SCA compliance, and workforce transition risks.
• Leverage incumbent intelligence and operational assessments to identify opportunities for service delivery improvements, efficiencies, and cost savings.

Qualifications

• Bachelor's degree in Business Administration, Public Administration, Supply Chain Management, Engineering, Facilities Management, Construction Management, or related field.
• 10+ years of progressive experience in federal capture management, business development, operations, contracts, proposal development, or related government contracting disciplines.
• Familiarity with procurement systems (SAM.gov, FPDS, eSRS) and FAR/DFARS.
• Demonstrated experience utilizing Shipley or Shipley-like Business Development methodologies, capture planning processes, and gate review frameworks.
• Strong writing and organizational skills.
• Demonstrated experience with MS Office Suite to include MS Teams, SharePoint, and MS Planner.
• Experience using GovWin, HigherGov, SAM.gov, FPDS, USA Spending, and other federal market intelligence and CRM platforms.
• Certifications: APMP Foundation/Practitioner, NCMA CFCM/CPCM, Shipley Certification, CHFM, CFM, or equivalent (preferred but not required).
• Active Top Secret clearance or the ability to obtain and maintain a Top-Secret clearance is preferred.
• Experience pursuing contracts in Operations and Maintenance and Facilities Support Services is preferred but not required.

Equal Opportunity Employer

As a leading provider of mechanical and electrical construction, facilities services, and energy infrastructure, we offer employees a competitive salary and benefits package and we are always looking for individuals with the talent and skills required to contribute to our continued growth and success. Equal Opportunity Employer/Veterans/Disabled.

Affirmative Action Policy

Please review our Affirmative Action Policy.

Notice to Prospective Employees

Notice to prospective employees: There have been fraudulent postings and emails regarding job openings. EMCOR Group and its companies list open positions here. Please check our available positions to confirm that a post or email is genuine. EMCOR Group and its companies do not reach out to individuals to help with marketing or other similar services. If an individual is contacted for services outside of EMCOR's normal application process – it is probably fraudulent.

Geographic Disclosure

Compensation Range: $140,000 - $180,000

Other Compensation: none

Benefits: We are committed to providing employees a comprehensive benefits package which includes medical, dental, and vision coverage, along with health savings and flexible spending accounts, life insurance, disability, a 401(k) Savings Plan, College Coach and employee assistance program.