Head of Resource Management

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

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

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.

#J-18808-Ljbffr KIHOMAC