Director of Capture Management

PRIMARY FUNCTION

The Director of Capture Management reports directly to the Group President and leads capture strategy and proposal execution for new business, recompetes, and on-contract growth across Yulista subsidiary companies. The Director partners with Business Development, subsidiary leadership, and corporate support teams to translate customer requirements into qualified opportunities, competitive solutions, and compliant proposals. The position coordinates matrixed teams and provides recommendations that support investment decisions, improve win probability, and increase shareholder value.

ESSENTIAL FUNCTIONS

• Report directly to the Group President and provides regular capture, pipeline, forecast, and risk updates to support leadership decisions.
• Develop and execute capture plans, customer call plans, competitive assessments, and pursuit milestones aligned with Yulista priorities and acquisition timelines. Coordinate personnel through a matrixed organization.
• Prepare business cases, technical presentations, and capture reviews addressing revenue, profit and loss, return on investment, workload, resource requirements, execution risk, and bid/no-bid recommendations.
• Manage assigned proposals and serve as proposal manager when corporate proposal management resources are unavailable. Establish schedules, responsibilities, review gates, and compliant submission plans.
• Author or coordinate management, past performance, technical, and cost proposal content. Align proposed solutions with government and commercial requirements, evaluation criteria, and operational capabilities.
• Under the direction of the Yulista President, coordinate with Business Development, subsidiary operations, Contracts, Finance, Pricing, Security, Human Resources, Recruiting, and proposal teams to develop solutions, recruit proposed personnel, and prepare executable bids.
• Maintain accurate opportunity qualifications, customer engagement records, capture plans, milestones, and forecasts in Salesforce, Deltek, or other approved CRM and capture systems.
• Develop customer and partner relationships in coordination with Business Development. Track budget signals, acquisition strategies, and program changes to identify new pursuits, recompetes, and on-contract growth.
• Perform gap analyses, establish compliance matrices, and lead applicable Black, Blue, Green, Pink, Red, and Gold reviews to improve proposal quality and competitive positioning.
• Work with Finance, Pricing, and operations to develop bases of estimate (BOEs), staffing models, price-to-win recommendations, and pricing strategies that balance competitiveness with profitability.
• Assess prime and subcontract roles, teaming partners, and JV or mentor-protégé approaches based on customer needs, contract structure, eligibility, capability gaps, and execution risk.
• Support workshare and teaming negotiations with Yulista leadership and Contracts within delegated authority and applicable acquisition requirements. Coordinate across business units to present integrated customer solutions.
• Support award transition to operations by transferring proposal commitments, staffing assumptions, risks, and customer expectations. Perform other related duties assigned by the President of Yulista.

SUPERVISORY RESPONSIBILITIES

• This position has no direct supervisory responsibilities.
• The Director leads assigned capture and proposal efforts through a matrixed organization and is accountable for assigned deliverables.
• The Director also identifies and engages consultants, executes consulting agreements within company policies and delegated authority, and manages consultant activities and deliverables to support Yulista’s business development, capture, and proposal efforts.

KNOWLEDGE, SKILLS, & ABILITIES:

• Strong knowledge of federal business development, capture management, proposal development, and acquisition processes.
• Ability to qualify opportunities and maintain accurate CRM records, forecasts, and capture milestones.
• Ability to interpret solicitations, performance work statements, evaluation criteria, and contract requirements.
• Ability to develop compelling capture plans, business cases, executive briefings, and proposal narratives.
• Strong interpersonal skills to engage customers, teaming partners, and personnel across all levels of the organization professionally and effectively.
• Sound judgment and integrity in handling proprietary, confidential, and procurement-sensitive information.
• Effective oral, technical writing, editing, and presentation skills.
• Proficiency in Microsoft Office and collaboration tools, with the ability to learn capture and proposal applications.
• Ability to lead cross-functional teams and influence outcomes without direct supervisory authority.
• Strong customer engagement skills, including active listening, requirements discovery, timely response, and follow-through.
• Ability to assess financial models, staffing assumptions, pricing inputs, competitive positioning, and operational feasibility.
• Strong analytical and problem-solving skills, including the ability to communicate risks, recommendations, and mitigation strategies to leadership.
• Working knowledge of FAR requirements, corporate policies, approval gates, and delegated authorities relevant to assigned pursuits.
• Ability to evaluate BOEs, pricing strategies, profitability, and investment returns in collaboration with Finance and Pricing.
• High degree of initiative and accountability, with the ability to work independently and meet commitments.
• Ability to manage multiple pursuits, competing deadlines, and changing customer priorities.

QUALIFICATIONS:

• Bachelor's Degree Business, Marketing, Management, or a related field + 10yrs exp, or Associates Degree + 12 years exp, or High School Diploma + 14 years experience.
• Operational experience as a Project or Program Manager supporting Department of Defense programs.
• Demonstrated business development and capture experience spanning qualification, bid decisions, proposal development, award, and transition.
• Experience with CRM and opportunity management systems, preferably Salesforce or Deltek.
• Experience developing bids, estimates, and competitive solutions using solicitation documents, customer engagements, site visits, and job walks.
• Proficiency in Microsoft Office. Experience with SharePoint, Adobe applications, and Deltek products is preferred.
• Demonstrated ability to develop practical solutions to customer mission requirements at a competitive cost and coordinate internal and external pursuit teams.
• Ability to obtain and maintain a government security clearance.

HIGHLY DESIRABLE:

• Project Management Professional (PMP) certification.
• U.S. government or military background in contracting, acquisition, or program management. Aviation, maintenance, logistics, sustainment, and relevant DoD customer-network experience are highly desirable.

WORKING ENVIRONMENT:

• A fast-paced multi-tasking customer service oriented environment requiring a high degree of efficient and effective performance. 
• Adaptability regarding schedule and task changes is necessary to accommodate changing priorities. 
• Overtime may be required.
• Travel is required as business needs dictate and is anticipated up to 70% of work time.

PREFERENCE STATEMENT
Preference will be given to Calista shareholders and their descendants and to spouses of Calista shareholders, and to shareholders of other corporations created pursuant to the Alaska Native Claims Settlement Act, in accordance with Title 43 U.S. Code 1626(g).