Capture Manager - NAPAC

Location: Beijing

Primarily responsible for capturing new large business ($5M - $100M) that has been identified and qualified as appropriate .The Capture Manager will be responsible for leading the company capture team which includes the management of both the company team resources and the sales process for major managed services/outsourcing opportunities. The Capture Manager has the primary responsibility for understanding the competitive landscape and developing the “win“strategy. The Capture Manager must work with senior company management in the execution of the “win“ strategy throughout the capture process.

Responsibilities include:



Qualification of the business opportunity as well as identification of new business opportunities


Establishment of customer relationships with key customer personnel (Partnering with the assigned Account Manager)


Determining customer requirements


Evaluating customer requirements and matching these requirements to company capabilities


Developing a customer project/sales plan


Establishing internal and external teaming agreements


Develop and negotiate teaming agreements， statement or work， and partner subcontracts as needed


Communication of the customer project/sales plan to all capture team members as well as senior company management


Performing continual competitive assessment of the project


Supervising the sales process including the execution of the approved customer sales plan


Insure the execution of the sales process steps: qualify the opportunity， survey the customer， demo the solution clearly articulating the customer benefit， propose the solution， close the award.


Assigning and engaging company senior and Executive management as needed


Identify project risks and develop risk mitigation actions


Ownership of project status reports and internal project review sessions


Ownership， development and review of company‘s proposal


Participate in the customer negotiation process ， as required


Once won ， manage an orderly and transparent transition of the project to the engagement team for solution delivery

Additional responsibilities include preparing， organizing and hosting customer briefing sessions， and participating in contract negotiations.

At the conclusion of each bid engagement， the Capture Manager is responsible for organizing and disseminating lessons-learned， maintaining re-useable bid components， and performing bid close-out functions including handoff to implementation teams.

Education and Background

The candidate must be energetic， highly skilled， and well organized， with proven record of success in capturing large managed service/outsourcing contracts. Experience with large (> $5M) proposals related to Managed Services/Outsourcing is a must. Industry knowledge and or international proposal experience is a plus. Must have outstanding interpersonal skills with the ability to effectively interact with all levels of the customer ， as well COMPANY team members， appropriate peer groups and all levels of COMPANY management.

The candidate must have 10 to 15 years of capture and proposal development experience as well as strong business understanding and skills Supervisory experience is a plus and the ability to manage and motivate resources in a matrixed environment. The successful candidate should have experience with capture efforts involving multiple team members and be able to develop effective proposals that demonstrate team understanding of the customer needs. The successful candidate must demonstrate executive presence and possess excellent communication skills， both oral and written. The ability to operate effectively in complex environments is essential. Must be able to coordinate activities and build schedules to accommodate geographically dispersed teams; train and lead the team in developing and executing competitive strategies， including technical， management， personnel， and price. The candidate must be willing and able to travel domestically and/or internationally as required to meet the business or customer requirements.

Education:

Bachelors Degree required. MBA Preferred.