At Jacobs, we're challenging today to reinvent tomorrow by solving the world's most critical problems for thriving cities, resilient environments, mission-critical outcomes, operational advancement, scientific discovery and cutting-edge manufacturing, turning abstract ideas into realities that transform the world for good. With $13 billion in revenue and a talent force of more than 55,000, Jacobs provides a full spectrum of professional services including consulting, technical, scientific and project delivery for the government and private sector. Visit jacobs.com and connect with Jacobs on LinkedIn, Twitter, Facebook and Instagram.
Jacobs is looking for a passionate and driven individual to join our dynamic Growth & Sales (G&S) team as a
Senior Capture Manager. This position reports to the Denver Sales Center Director with a primary focus on partnering with the Nuclear Strategy team to capture qualified opportunities in the Federal nuclear pipeline. The primary function of this position is to direct, plan, and implement end-to-end opportunity capture in alignment with the Nuclear business plan.
You will Implement Jacobs’ Relationship Based Sales process to achieve key business objectives; develops, maintains, and advances client relationships for Federal Agencies like the Department of Energy through sales strategies, client contacts, and ownership of the end to end Federal opportunity capture process.
Here's what you’ll be doing:
- Serve as a senior capture team manager for the Federal nuclear market. Responsible for: opportunity qualification and analysis; client and industry positioning activities; teaming and capture strategy; competitive analysis; and proposal strategy, preparation, and submittal.
- Generate and foster positive client relationships, including developing and executing a focused Client Engagement Plan.
- Regularly meet in-person with clients, regulators, local community stakeholders, small business community, etc.
- Develop and maintain a pursuit Win Plan. Maintain relationships with strategic corporate partners and recommends opportunity-specific teaming arrangements to maximize win probability.
- Translate win strategies into key themes and drive them into sales documents through a disciplined storyboarding process that articulates compelling sales messages with benefits statements, graphics, and proofs to increase PWin.
- Generate/approve/deliver value propositions that enhance Jacobs’ competitive position and achieves client goals/objectives or desired end states. Lead decision gate reviews and recommend go/no-go decisions.
- Contribute to the development of functional, regional, or global business development strategies.
- Effectively engage with operational and sales resources, Jacobs business units, and marketing to develop and deliver requisite sales products.
- Oversee the application of the company’s Relationship Based Sales (RBS) process.
- Manage Salesforce records for all assigned pursuits.
- In collaboration with operations and management, identify and evaluate potential key personnel candidates.
- Direct or support the research and analysis of business opportunities within the nuclear market to ensure a continuous pipeline of sales opportunities.
- Lead or support negotiation of relevant agreements (Nondisclosure Agreements, Memorandums of Understanding, Teaming Agreements).
- May serve as proposal manager for key pursuits. May write critical or strategic sections of proposals or marketing collateral.
- Lead or participate in all proposal color team reviews.
- Lead pricing strategy development and pricing reviews. Develop bid and proposal estimates
- Evaluate and prepare responses to RFPs, RFIs, Sources Sought, etc., including preparing outlines and writing sections of proposals or other marketing-related material
- Conduct trend research and assesses competition and potential markets by developing growth strategies and/or value propositions to establish the company as a preferred services provider. Lead or participate in opportunity-specific Blue Teams, Black Hats and SWOT analysis
- May provide leadership for other Business Development Principals and/or multi-disciplinary proposal teams.
- Ensure effective implementation of quality, safety, and BeyondZero program to promote incident-and injury-free culture.
- Significant travel expected
- Domain Knowledge – Demonstrates knowledge and understanding of Federal customers like the Department of Energy, the challenges they face, and their goals/objectives. Maintains strong client and industry relationships.
- Business Insight – Knows how businesses work and how organizations make money. Keeps up with current and possible future policies, practices, and trends in the organization, with the competition, and in the marketplace. Uses knowledge of business drivers and how strategies and tactics play out in the market to guide actions.
- Customer Focus – Gains insight into customer needs. Identifies opportunities that benefit the customer. Builds and delivers solutions that meet customer expectations. Establishes and maintains effective customer relationships.
- Strategic Mindset – Anticipates future trends and implications accurately. Readily poses future scenarios. Articulates credible pictures and visions of possibilities that will create sustainable value. Creates competitive and break-through strategies that show a clear connection between vision and action.
- Financial Acumen – Understands the meaning and implications of key financial indicators. Uses financial analysis to generate, evaluate, and act on strategic options and opportunities. Integrates quantitative and qualitative information to draw accurate conclusions.
- Manages Complexity – Asks the right questions to accurately analyze situations. Acquires data from multiple and diverse sources when solving problems. Uncovers root causes to difficult problems. Evaluates pros and cons, risks, and benefits of different solution options.
- Communicates Effectively – Is effective in a variety of communication settings: one-on-one, small and large groups, or among diverse styles and position levels. Attentively listens to others. Adjusts to fit the audience and the message. Provides timely and helpful information to others across the organization. Encourages the open expression of diverse ideas and opinions.
- Interpersonal Savvy – Relates comfortably with people across levels, functions, culture, and geography. Acts with diplomacy and tact. Builds rapport in an open, friendly, and accepting way. Builds constructive relationships with people both similar and different to self. Picks up on interpersonal and group dynamics.
- Drives Purpose & Vision – Talks about future possibilities in a positive way. Creates milestones and symbols to rally support behind the vision. Articulates the vision in a way everyone can relate to. Creates organization-wide energy and optimism for the future. Shows personal commitment to the vision.
- Attracts Top Talent – Attracts and selects diverse and high caliber talent. Finds the right talent to meet the group’s needs. Closes talent gaps with the right balance of internal and external candidates. Is a good judge of talent.
- Builds Networks – Build strong formal and informal networks. Maintains relationships across a variety of functions and locations. Draws on multiple relationships to exchange ideas, resources, and know-how.
- Drives Results – Has a strong bottom-line orientation. Persists in accomplishing objectives despite obstacles and setbacks. Has a track record of exceeding goals successfully. Pushes self and helps others achieve results.
- Resourcefulness – Marshals resources (people, funding, material, support) to get things done. Orchestrates multiple activities simultaneously to accomplish a goal. Gets the most out of limited resources. Applies knowledge of internal structures, processes, and culture to resourcing efforts.
- Being Resilient – Is confident under pressure. Handles and manages crises effectively. Maintains a positive attitude despite adversity. Bounces back from setbacks. Grows from hardship and negative experiences.
- Instills Trust – Follows through on commitments. Is seen as direct and truthful. Keeps confidences. Practices what he/she preaches. Shows consistency between words and actions.
- Manages Ambiguity – Deals comfortably with the uncertainty of change. Effectively handles risk. Can decide and act without the total picture. Is calm and productive, even when things are up in the air. Deals constructively with problems that do not have clear solutions or outcomes.
Here is what you’ll need:
- BS/BA degree in Business, Management, or other closely related or technical discipline, plus fourteen (14) years of related experience, or a Master's (MS/MA) degree with twelve (12) years of related experience.
- A minimum of five (5) years senior Federal capture management experience with a focus on the Federal nuclear market.
- Hands-on experience developing federal proposals in the nuclear market and supporting business development with a focus on federal procurements is required
- Demonstrated ability to lead, manage, and motivate RFI response and proposal teams
- Demonstrated ability to work effectively both independently and in a team environment
- Ability to demonstrate intellectual ability to support strategic thinking/discussions in the development of win plans and value propositions for Federal nuclear clients
- Ability to demonstrate understanding of U.S. DOE nuclear procurement lifecycle, including project funding, procurement and contracting strategies, and program/project delivery.
- Demonstrated technical understanding of the Federal nuclear market and U.S. Department of Energy’s mission.
- Demonstrated proficiency with Microsoft Office Suite.
- Demonstrated leadership skills as evidenced by prior management/supervisory experience.
- Excellent verbal and written communication skills in English (and other languages as applicable).
Attendance - Must exhibit flexibility of work hours and willingness to travel to adjust to surge situations based on schedule milestones and critical requirements.
Must demonstrate professional behavior at all times when dealing with customers, management and co-workers. Must have clear, concise and accurate communications skills in English, both verbal and written. Grooming and dress must be appropriate for the position. Must maintain a positive work atmosphere by behaving and communicating in a professional manner. Independent personal transportation to office or work site is required. Travel to and from customer’s locations may be required to support projects. This may involve airline travel. In some cases, accommodations can possibly be made for POV, if necessary. When operating any vehicle for work purposes, must wear seat belt and in addition, no cellular devices are to be used when vehicle is in motion. Must take and pass a pre-employment drug test and background check.
Jacobs is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, religion, creed, color, national origin, ancestry, sex (including pregnancy, childbirth, breastfeeding, or medical conditions related to pregnancy, childbirth, or breastfeeding), age, medical condition, marital or domestic partner status, sexual orientation, gender, gender identity, gender expression and transgender status, mental disability or physical disability, genetic information, military or veteran status, citizenship, low-income status or any other status or characteristic protected by applicable law. Learn more about your rights under Federal EEO laws and supplemental language.