Director of Capture Management

CNSI and Kepro are now Acentra Health! Acentra Health exists to empower better health outcomes through technology, services, and clinical expertise. Our mission is to innovate health solutions that deliver maximum value and impact. 

Lead the Way is our rallying cry at Acentra Health. Think of it as an open invitation to embrace the company’s mission, actively engage in problem-solving, and take ownership of your work daily. Acentra Health offers you unparalleled opportunities. In fact, you have all you need to take charge of your career and accelerate better outcomes – making this a great time to join our team of passionate individuals dedicated to being a vital partner for health solutions in the public sector. 

Acentra seeks a Director, Capture Management to join our growing team. 

Job Summary:

The primary function of the Director Capture Manager (CM) is to support the Business Development and Account teams with identifying, developing, and winning new business and/or retaining/ expanding current business in a thought leadership capacity. The position requires the management and leadership of winning capture teams, effectively collaborating with assigned assets, subject & technical matter experts, functional leads, and account managers.

As a Capture Manager (CM), you will have the opportunity to make an immediate impact in expanding CNSI’s footprint across the Government and Commercial marketplace. In this role, the CM will execute against a capture process using best practices to ensure the proposed solution is compliant, executable, financially viable, and competitive bid.

*Position is remote* 

Job Responsibilities:

The CM is responsible for leading the capture process for specific approved opportunities, complying with all internal sales stage entry/exit requirements. Construct and execute sales strategy and deal plan; including value proposition, win themes, tactics & action plan, relationship and communication plan, and competitive analysis. Review solution plans, cost models, and written proposals as appropriate to ensure alignment with sales strategy. The CM oversees teaming decisions, target pricing, and win strategies from pursuit initiation to award.

• Lead a team of professionals including technical, finance, legal, procurement, HR, and proposal management through deal closure.
• Develop and maintain the deal close plan, aligning the proposition to the client’s selection process, evaluation criteria, and process. Perform market research to qualify new business opportunities, including analysis of customer budget, capabilities required, current customer preferences, incumbent strengths and weaknesses, and competitive environment assessments including organizing black hats, competitive scenarios, etc.
• Collaborates effectively with internal teams and external partners to sustain operational excellence, resolve conflicts, and achieve customer satisfaction.
• Ensure capture intelligence and strategies are included in the proposal.
• Manages the identification of gaps and develops strategies to overcome weaknesses and mitigate risks.
• Support price-to-win assessments that drive solution approach with direct input into cost/price.
• Brief capture status to senior management at specified milestones in the capture process, when material changes occur, and as needed.
• Conducts after-action reviews for all business opportunity participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
• Manage multiple resources to deliver a strong, winning case to the prospective client.
• Act as the point of contact for resolution and escalation of all key sales pursuit-related items with the client and internally.
• Assist in improving and enhancing the capture process as the organization evolves.

Requirements

• 5-7 years minimum experience in business development, bid management, project or capture management, or related role supporting sales efforts.
• 3 years minimum, of healthcare market systems experience.
• Experience with government, preferably state, procurements.
• Demonstrated track record of capturing business.
• Industry relationships and experience working with mid-management to C-Level.
• Proven track record of building successful partnerships with a team, and focus on understanding how to leverage solution differentiators.

• A creative thinker who can bring innovative ideas, new perspectives to strategies and solve problems.
• Ability to juggle multiple projects/deals of different sizes & scopes in a changing environment.
• Demonstrated track record to deliver projects and assignments on time.
• Ability to cope with a substantial amount of responsibility, remain calm under sometimes severe pressure and can read and interpret instructions carefully.
• Proven ability to build, manage and foster a team-oriented environment.
• Sense of urgency, with the ability to drive decisions and work under critical deadlines.
• Leadership, problem-solving, and decision-making abilities.
• Self-starter and ability to manage time independently without direct supervision.

Preferred Professional and Technical Expertise

• 4-year college bachelor’s degree or equivalent experience.
• 5 years’ experience in Health and Human Services for government agencies, or associated businesses for Health and Human Services programs.
• Knowledge of government health assistance programs, and related core functionality.
• Knowledge of state government healthcare market opportunities and solutions.
• State government experience is highly preferred.

Why us? 

We are a team of experienced and caring leaders, clinicians, pioneering technologists, and industry professionals who come together to redefine expectations for the healthcare industry. State and federal healthcare agencies, providers, and employers turn to us as their vital partner to ensure better healthcare and improve health outcomes.

We do this through our people. 

You will have meaningful work that genuinely improves people's lives nationwide. Our company cares about our employees, giving you the tools and encouragement, you need to achieve the finest work of your career.

Thank You! 

We know your time is valuable, and we thank you for applying for this position. Due to the high volume of applicants, only those who are chosen to advance in our interview process will be contacted. We sincerely appreciate your interest in Acentra Health and invite you to apply to future openings that may interest you. Best of luck in your search!

~ The Acentra Health Talent Acquisition Team 

Visit us at Acentra.com/careers/ 

EOE AA M/F/Vet/Disability  

Acentra Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable Federal, State, or Local law.

Benefits

Benefits are a key component of your rewards package. Our benefits are designed to provide additional protection, security, and support for your career and life away from work. Our benefits include comprehensive health plans, paid time off, retirement savings, corporate wellness, educational assistance, corporate discounts, and more.   

Compensation

The pay range for this position is $0.00-0.00

“Based on our compensation philosophy, an applicant’s placement in the pay range will depend on various considerations, such as years of applicable experience and skill level.”