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Capture Manager - Europe Policy
The Business Development team at ICF, takes a lead on the capture of opportunities, the development and implementation of business development best practice, and the support of technical teams in the development and submission of technical and financial bids to our clients.
The team sits across all parts of ICF in Europe and Asia, and works to ensure our business development efforts are working to the appropriate process, level of quality and messaging on every bid. The team uses the APMP methodology and will support your development in getting qualified if you are not already. You will be joining a growing team that is leading efforts to reach out to and lead bids for new technical areas and new clients whilst consolidating and strengthening in our core areas of expertise.
What you will do:
This fast-paced, team-oriented role requires a resourceful, high-energy Capture Manager with business acumen; experience working across multiple business units, client types, and/or time zones; and an engaging persona. A combination of desire, flexibility, and experience is vital. You must love to work on challenging puzzles, seeing how the pieces and words of capture fit together to drive the win.
Capture Management (Strategic Pursuits) responsibilities:
Lead capture teams, typically engaging in an opportunity at least 6-18 months before a tender is issued.
Gather and analyse key insights and information about the client and the problems they are trying to solve, as well as information directly related to the procurement.
Lead development of the win strategy and identify resources needed to increase the win probability. This includes advisory work around winning more work on frameworks with clients including DG Reform.
Lead critical capture activities including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and engaging our price-to-win team as appropriate.
Drive client-focused activities, including setting up and attending key client and stakeholder meetings throughout the life of the capture.
Source teaming partners and negotiate teaming agreements and work share prior to RFP/etc. release.
Work with the technical solution lead to develop a technical solution and any related demonstrations that are presented to the client.
Work with Marketing to develop any necessary thought leadership, campaigns, or social media activity.
Develop and implement processes and produce specific deliverables used to ensure that insights gathered through capture are integrated into the resulting proposals, working in coordination with our bid team as an advisor to the proposal phase, including serving as a colour team reviewer.
Where required, you will lead bid project teams (made up of technical experts, BD colleagues and other functions).
You will also provide professional support to the consulting teams, helping them to use the right tools at the right time to maximise the success of their bids.
Lead on story-boarding workshops, coaching subject matter experts on how to communicate to score the highest marks in proposals, and where appropriate, taking responsibility for writing key sections of a bid.
What you will need:
5+ years of relevant experience
Experience with a diversity of clients across the European Commission.
Demonstrated skills in all areas of business development, including opportunity qualification, capture strategy, customer visits, customer relationship development, relationship development with competition, team leadership, etc.
Firm understanding of a disciplined capture process and winning opportunities.
A proven record of leading complex, multi-disciplinary capture teams focused on large opportunities and winning business of significant size (>$5 million), with emphasis on mobilising diverse teams (e.g., interdepartmental, interdisciplinary) to shape solutions and develop win arguments.
A working knowledge of various procurement and contracting methodologies, contract types and procurement processes.
Additional professional skills and experience:
Demonstrated outstanding level of professionalism, including ability to exercise good judgment, discretion, tact, and diplomacy.
Strong organisational skills, initiative, and commitment to high-quality work.
Exceptional communication skills – demonstrated through written and oral presentations.
Strong meeting facilitation skills and excellent interpersonal skills, with the ability to manage by influence, gain support, and establish working relationships with clients, program/project managers, technical leads, SMEs, peers, teaming partners and vendors, and staff.
This is a great opportunity to work with talented and passionate individuals and to grow with a firm that believes in nurturing talent and developing long-term career success. ICF is a purpose driven company with a strong culture and underlying values that prize diversity, opportunity, equality, and respect. Our core values include Embracing Differences, and we seek candidates who are passionate about building a culture that encourages, embraces and hires dimensions of differences.
Working at ICF
Working at ICF means applying a passion for meaningful work with intellectual rigor to help solve the leading issues of our day. Smart, compassionate, innovative, committed, ICF employees tackle unprecedented challenges to benefit people, businesses, and governments around the globe. We believe in collaboration, mutual respect, open communication, and opportunity for growth. If you’re seeking to make a difference in the world, visit www.icf.com/careers to find your next career. ICF—together for tomorrow.
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