Business Development & Capture ManagerPosition OverviewThe Business Development & Capture Manager will be responsible for identifying, qualifying, shaping, capturing, and winning new public-sector business. This individual will lead opportunities from early market identification through award, working closely with Allwyn's executive leadership, account teams, solution architects, delivery leaders, pricing personnel, proposal team, and strategic partners.
This is not solely a relationship-management or proposal-coordination role. The successful candidate will be expected to personally develop opportunities, establish customer relationships, shape acquisition strategies, build competitive capture plans, and maintain accountability for quarterly and annual contract-award goals.
The position will focus on both new-logo growth and expansion within existing Allwyn accounts.
Key ResponsibilitiesBusiness Development- Develop and execute business development strategies for assigned agencies, accounts, markets, and contract vehicles.
- Identify and qualify new opportunities that align with Allwyn's capabilities, past performance, growth priorities, and probability-of-win requirements.
- Build relationships with government executives, program leaders, contracting officials, industry partners, consultants, and other key stakeholders.
- Develop a clear understanding of customer missions, priorities, budgets, procurement plans, incumbent relationships, and competitive environments.
- Create opportunities before solicitations are released by identifying customer needs, presenting relevant Allwyn capabilities, and helping shape achievable acquisition approaches.
- Expand existing client relationships through follow-on work, recompetes, task orders, cross-selling, and introduction of additional Allwyn capabilities.
- Represent Allwyn at industry events, customer meetings, partner discussions, conferences, and business-development forums.
Capture Management- Lead the end-to-end capture process for assigned opportunities, from initial qualification through proposal submission, oral presentations, negotiations, best-and-final offers, and award.
- Develop and maintain documented capture plans that include customer requirements, acquisition strategy, competitive landscape, incumbent analysis, teaming strategy, solution approach, pricing considerations, key personnel, win themes, risks, and action plans.
- Establish and manage opportunity-specific win strategies and differentiated value propositions.
- Conduct competitive assessments and identify the strengths, weaknesses, likely strategies, and pricing posture of major competitors.
- Lead bid/no-bid recommendations and present opportunities at internal gate reviews.
- Coordinate solution development with Allwyn's technical, delivery, and executive teams.
- Identify capability or past-performance gaps and secure appropriate teaming partners, subcontractors, or subject-matter experts.
- Lead customer and partner engagement plans to improve Allwyn's position before solicitation release.
- Support proposal development by providing the proposal team with validated customer intelligence, win themes, discriminators, competitive positioning, and capture documentation.
- Participate actively in color-team reviews, pricing reviews, oral-presentation preparation, and final proposal decisions.
Pipeline and Forecast Management- Build and maintain a qualified pipeline sufficient to support Allwyn's annual contract-award objectives.
- Maintain accurate opportunity records, customer interactions, next steps, probability of win, expected award dates, contract values, and forecasts in Allwyn's CRM.
- Provide weekly pipeline updates and monthly and quarterly forecasts to executive leadership.
- Clearly distinguish between early-stage leads, qualified opportunities, active captures, submitted bids, and forecasted awards.
- Identify pipeline gaps early and develop corrective actions to maintain quarterly and annual performance expectations.
- Maintain disciplined follow-up on customer meetings, partner commitments, capture actions, proposal milestones, and award decisions.
Partner and Account Development- Identify, evaluate, and develop relationships with prime contractors, subcontractors, technology partners, and specialized small businesses.
- Negotiate teaming arrangements, workshare expectations, and opportunity-specific partner commitments in coordination with executive leadership.
- Build account plans for priority customers, including targeted programs, contract vehicles, customer stakeholders, incumbent contractors, buying cycles, and expansion opportunities.
- Coordinate with delivery leadership to ensure strong customer satisfaction, identify emerging requirements, protect existing revenue, and position Allwyn for follow-on work.
Contract-Award Goals and Quarterly QuotasAchieve annual and quarterly business development targets
in attributable contract awards. Quarterly performance will be evaluated on both results and leading indicators. Because public-sector procurement cycles may not align evenly with calendar quarters, performance will consider:
- Contract awards attributable to opportunities led or materially influenced by the individual.
- Qualified pipeline created and advanced during the quarter.
- Opportunities moved through defined capture stages.
- Customer and partner relationships established.
- Proposals submitted and their probability of win.
- Forecast accuracy and CRM discipline.
- Progress against annual award and revenue objectives.
The individual will be expected to maintain a qualified pipeline generally equal to at least
three to five times the annual contract-award target, subject to opportunity size, procurement timing, competitive position, and probability of win.
