Overview
Director of Capture Strategy & Growth - Essex ManagementLocation: Remote
Primary PurposeThe Director of Capture Strategy and Growth will lead capture strategy and drive new-business growth across federal and commercial health markets. This role owns the end-to-end capture lifecycle, from opportunity identification and qualification through proposal submission and award, for strategic pursuits with agencies such as NIH, FDA, HHS, CDC, CMS, VA, and DoD, as well as life sciences and healthcare organizations.
The Director will build and govern a qualified pipeline, architect teaming and partner strategies, and translate Essex's capabilities in data management, AI-enabled solutions, and health informatics into compelling, evidence-backed win strategies. This leader will work closely with Delivery, Emmes, and executive leadership to ensure disciplined pursuit decisions and a high-performing growth engine, and is accountable for achieving annual bookings and pipeline targets set by executive leadership.
Responsibilities
Capture Strategy & Pipeline Growth- Develop and execute capture and growth strategies aligned with Essex Management corporate objectives.
- Identify, qualify, and pursue new opportunities in federal health agencies (NIH, FDA, HHS, CDC, CMS, VA, DoD) and commercial health sectors, including large-scale contracts and IDIQ/BPA vehicles.
- Build and maintain a qualified pipeline sufficient to support bookings goals; track pipeline coverage, probability of win (Pwin), and conversion metrics.
- Oversee competitive positioning and go-to-market strategies for data management, AI-driven solutions, and health informatics services.
- Serve as a key advisor to the VP of Business Development and executive leadership on pursuit priorities, investment decisions, and market direction.
Capture Management & Proposal Execution- Lead capture activities for strategic opportunities, including customer engagement, competitive analysis, solution shaping, and win-theme development.
- Direct and mentor capture managers, ensuring consistent execution of capture plans and strong handoffs to proposal teams.
- Drive win strategies, pricing strategies, and proposal execution for high-value government contracts, partnering with Proposals, Finance, and Contracts.
- Negotiate and manage strategic teaming agreements, subcontractor and partner relationships, and Value-Added Reseller (VAR) arrangements with data and AI platform providers.
- Evaluate and advance small business, joint venture, and other contract-access strategies where they support pursuit objectives.
Client Engagement & Market Expansion- Establish and maintain trusted relationships with key stakeholders, including government contracting officers, program managers, and senior decision-makers.
- Leverage market intelligence and customer feedback to inform differentiated solutions in health IT, AI, and data science.
- Collaborate with technology and operations leaders to align solutions with industry trends and customer needs.
- Represent Essex Management at industry conferences, networking events, and business forums to build brand recognition and thought leadership.
Team Culture & Collaboration- Encourage open dialogue across BD, Delivery, Emmes, and external partners.
- Provide guidance and growth opportunities for team members in capture techniques, market analysis, and partnership development.
- Foster a culture where everyone understands the value of BD and how their role contributes to growth.
Qualifications
- Bachelor's degree in a related field required; advanced degree preferred.
- Progressive experience in federal capture, business development, or growth roles, with demonstrated ownership of capture lifecycles for multi-million-dollar pursuits (typically 8+ years of relevant experience; a combination of capture and BD experience will be considered).
- Demonstrated track record of contributing to and leading wins in the federal health market (NIH, FDA, CDC, HHS), including IDIQ, BPA, or task order awards.
- Experience building and governing qualified pipelines, capture gate processes, and executive decision support.
- Experience negotiating teaming agreements and strategic partnerships.
- Working knowledge of FAR, federal acquisition processes, and pricing and proposal strategy.
- Strong written and verbal communication skills, with the ability to translate technical capabilities into mission-focused narratives.
- Familiarity with data management, AI-enabled solutions, biomedical informatics, or life sciences markets preferred.
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