Capture & Proposal Manager

Overview

Since 1963 and in 148 countries, ACDI/VOCA has empowered people in developing and transitional nations to succeed in the global economy. Based in Washington, D.C., ACDI/VOCA is a nonprofit international development organization that designs and delivers technical and management solutions in agriculture, economic growth, and resilience to promote economic prosperity and social inclusion. Beyond our competitive compensation, full array of insurances, generous 401(k) plan, parental leave, commuter subsidy, career development, we also offer a vibrant, friendly, diverse, inclusive, passionate, and inspiring work environment.

The Capture and Proposal Manager establishes and ensures adherence to all proposal policies, procedures, and timelines to develop a submission that is technically sound, responsive, compliant, and of the highest quality. The Proposal Manager is also involved in preparatory efforts for bid pursuits, including providing guidance on or participating in pre-bid intelligence gathering efforts. While the majority of assignments are to fill the role of proposal manager on bids, this person may be called on to support a bid effort in another role (e.g., contributing writer, management approach writer, corporate capabilities statements, etc.). The position is responsible to manage multiple captures and proposals simultaneously while customizing application of best practices to the unique needs of each bid, monitor effectiveness of capture and proposal processes and tools, and recommend revisions to ensure continuous improvement. The position will work with a diverse team in responding to a variety of solicitations for both contracts and grants, focusing on securing new business from priority United States Government (USG) customers including USAID, USDA; and MCC, and contributing to securing new business from non-USG customers as needed. The position reports to the Senior Director, Capture and Proposal Management. International travel may be required up to 20% of the time.

• Master’s degree required in Marketing, Communications, English, International Development or Business or related field. Additional years of experience will be considered in lieu of the advanced degree required.
• Minimum of five (5) years of relevant work experience in capture and proposal management with emphasis on federal government procurement, preferably USAID.

The salary range for this position is $70,349 to $91,362; candidate’s relevant experience and skills, as well as our internal equity, will be considered before an offer is extended.

Responsibilities

Capture and Proposal Process Management Support (80%)

• Ensure use of ACDI/VOCA’s capture and proposal best practices across a range of opportunities, donors, and schedules., especially programs for USAID, USDA, and MCC.
• Direct adjustments to process and deadlines throughout capture and proposal based on specific needs of each bid while upholding corporate interests.
• Simultaneously manage multiple captures and proposals, exercising real-time good judgement to prioritize work while meeting all agreed deadlines.
• Provide leadership and encourage teamwork, mentor/train and support multi-organizational teams in developing an effective customer-focused and forward-thinking capture and proposal.
• Interface regularly with senior management and executive leadership to resolve issues that may jeopardize capture planning and/or submitting high quality proposals on time.
• Analyze solicitations (RFP/RFAs) to determine proposal requirements; develop compliant and responsive outline and provide to department head for approval within 48 clock hours of solicitation release; develop compliance matrix.
• Collaborate with Proposal Leader to identify resources required to support capture or proposal effort; assist technical staff in developing and presenting our win strategy in a persuasive way.
• Create and manage to capture and proposal calendars; ensure team meets proposal deadlines by establishing priorities and target dates for information; revise calendar as needed while preserving applications of best practices.
• Assist Proposal Leader by facilitating development of competitive analysis, translating it into Strengths/Weaknesses/Opportunities/Threats (SWOT), and then into win themes and risk mitigation plans.
• In collaboration with Proposal Leader and Proposal Coordinator, prepare color review materials; facilitate color review meetings; solicit reviewer recommendation as to proceed, do not proceed, or proceed with condition based on evolving Pwin and on opportunity costs; help Proposal Leader develop action plan to incorporate color review feedback on a timely basis.
• Facilitate use of best practices tools and resources including maintaining bid and partner information in the Customer Relationship Management (CRM) system.
• Review all drafts specifically to ensure compliance with all solicitation requirements.
• Recommend improvements to best practice capture and proposal job aids, templates, and examples.
• Support capture and proposal team members in meeting responsibilities and deadlines; proactively remind team members of upcoming deadlines. Help the team remove barriers to completing quality work on time.
• Direct final editing and formatting on all proposals; conduct final QC of assigned proposals, facilitate production and submission to client.
• Manage post-submission schedule and activities through BAFO and negotiations until award; participate in debriefing of proposal process to inform continuous improvement.
• Remain current on industry trends and best practices.
• Perform other duties as assigned by supervisor.

Business Development – Other Support (20%)

• Write high quality, persuasive, and compliant back chapters including but not limited to Management Approach sections, Organizational Capabilities sections or statements, Annexes as assigned.
• Support production manager and other BDG staff on final preparation and production activities for proposal submission.
• Conduct copy editing on submissions to donors, as needed.
• Contribute to the development and maintenance of BD resources, tools, templates, and other knowledge management.

Other duties

• Support and enhance the company’s culture of diversity, equity, and inclusion and align with our corporate values by treating others with respect and congeniality.
• Host or attend in-person meetings at the Home Office or elsewhere when required, including regularly attending quarterly staff meetings, proposal/business development events, and other corporate events.
• Other duties as assigned.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required; reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Master’s degree required in Marketing, Communications, English, International Development or Business or related field. Additional years of experience will be considered in lieu of the advanced degree required.
• Minimum of five (5) years of relevant work experience in capture and proposal management with emphasis on federal government procurement, preferably USAID.
• Experience with managing large, multi-firm capture and proposal development teams.
• Ability and willingness to travel internationally required up to 20%; may be required to be fully vaccinated against COVID-19 based on country requirements.
• Demonstrated experience leading proposal responses for flagship programs for USAID, USDA, and others such as MCC, World Bank, etc.
• Experience with Shipley or equivalent capture and proposal development processes.
• Fluency in English required. Professional proficiency in French or Spanish preferred.
• Excellent verbal and written communication skills required.
• High proficiency in the Microsoft Windows environment and Office Applications: Word, Excel and Power Point and SharePoint.
• Able to effectively interact with staff at all levels in a fast-paced environment.
• Able to present recommendations to Senior and Executive Management and gain agreement.
• Able to leverage organizational, analytical, and management expertise.
• Proven ability to multi-task, and organize/prioritize multiple, complex on-going projects.
• Must be available during core business hours and/or operating hours for international time differences; flexibility to work more hours when needed.
• Flexibility to work in office based on work demands.
• Must adhere to our company’s Health Safety Code of Conduct and demonstrate the organization’s commitment to sustaining a healthy and safe work environment.