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Multiple locations
Fairfax, Virginia, United States of America
Annapolis, Maryland, United States of America
JOB #R2104470

Senior Capture Managers - Health Sector

ICF (NASDAQ: ICFI) is a $1.5 billion global consulting and digital services provider that operates with a nonprofit soul.  With 7k+ people in 70 countries, we were just named one of Forbes’ 2020 Best America’s Best Management Consulting Firms for the sixth consecutive year and are named one of Forbes’ best Midsize employers. 

We’re growing rapidly. And capture is at the core. We have a 50+ year legacy of world-changing work, doubling in size + revenue every five years on average for the last two decades.  We’re seeking a Senior Capture Manager to work in Fairfax, VA or the Washington DC Metropolitan area.

As a Senior Capture Manager you will work to build, qualify, and manage capture activities focused on Federal Health and Civilian markets. You will join an impactful corporate team that leads ICF’s largest, integrated, multi-sector, new business capture efforts. You will be responsible for maximizing the win probability on a wide range of opportunities through team leadership, strategic thinking, insightful action, and ultimate accountability. You will drive efforts to win new business, creatively bringing the best of what ICF has to offer to new clients and new markets.


  • Support capture teams, typically engaging in an opportunity at least 12-18 months before a Request for Proposal/Quote/Tender is issued.

  • Work with our market intel/research specialists to gather and analyze key insights and information about the client and the problems they are trying to solve, as well as information directly related to the procurement.

  • Partner and sometimes lead development of the win strategy and identify resources needed to increase the win probability.

  • Plan and coordinate critical capture activities including call planning, competitive analysis, stakeholder analysis, solution development, staffing analysis, teaming, and pricing strategy (including engaging price-to-win 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 Corporate 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 Corporate Growth’s parallel Enterprise Proposal Center as an advisor to the proposal phase, including serving as a color team reviewer.

  • Nurture & sustain customer relationships that align with market growth and business development objectives.

  • Work collaboratively with other enterprise resources to achieve successful execution of growth strategies.

Basic Qualifications

  • Bachelor’s Degree.

  • 5+ years’ experience as a Capture Manager in the Federal marketplace.

  • 5+ year experience building capture plans, executing client call plans and shaping strategies in a collaborative team and matrixed environment.

  • A proven record leading complex, multi-disciplinary capture teams focused on large opportunities and winning business of significant size (>$25 million), with emphasis on mobilizing diverse teams (e.g., interdepartmental, interdisciplinary) to shape solutions and develop win arguments.

  • Firm understanding of a disciplined capture process and winning opportunities.

  • A working knowledge of various procurement and contracting methodologies, contract types and procurement processes.

  • Experience in the development of and successful negotiation of teaming agreements.

  • Experience in the development of competitive pricing strategies and cost proposals.

Preferred Skills:

  • Preference given to candidates with experience with current knowledge of HHS, other Federal Health agencies, and/or other civilian agencies.

Professional Skills:

  • Excellent interpersonal skills and ability to gain support and establish working relationships with program/project managers, technical leads, SMEs, peers, and all levels of internal staff.

  • Ability to apply critical thinking and properly analyze and qualify opportunities, including sound recommendations for go/no-go decisions.

  • Excellent written and verbal communication skills with outstanding interpersonal facilitation and negotiation skills.

  • Experience building, executing client call plans & shaping strategies in a collaborative team and matrixed environment.

  • Ability to lead/support business intelligence and market analysis, and lead consortium/teaming efforts while supporting several projects simultaneously.

  • Demonstrate success developing and presenting complex ideas to SME and executive audiences to effectively articulating customer positions, status and strategies to senior management in a clear, concise and decisive manner. 

  • Strong proficiency in MS 365 suite of apps.

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.

We can only solve the world's toughest challenges by building an inclusive workplace that allows everyone to thrive. We are an equal opportunity employer, committed to hiring regardless of any protected characteristic, such as race, ethnicity, national origin, color, sex, gender identity/expression, sexual orientation, religion, age, disability status, or military/veteran status. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO & AA policy.

COVID-19 Policy: New or prospective U.S. employees must provide proof of complete vaccination on the date of their commencement of employment. If selected for employment, you will provide proof of your full vaccination status, defined as vaccinated two weeks after receiving the requisite number of doses of a COVID-19 vaccine approved or authorized for emergency use by the FDA.

Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation please email and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. Read more about non-discrimination:  EEO is the law and  Pay Transparency Statement.

Virginia Remote Office (VA99)

Who is ICF?

A global consulting services company with approximately 8,000 people across 75+ countries, but we are not your typical consultants.

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Join our talent network

ICF is growing, and we add new open roles to our site regularly. If you're waiting for that perfect opportunity at ICF or want an inside look at what it's like to do world-changing work, join our talent network to stay updated.

Join our talent network

ICF is growing, and we add new open roles to our site regularly. If you're waiting for that perfect opportunity at ICF or want an inside look at what it's like to do world-changing work, join our talent network to stay updated.