Contract Capture Manager


Location: Etobicoke  | Positons Status: Full-time, Permanent

 

Manages the contract capture process from pre-RFP strategy development through award and launch. 


Responsibilities

 

  • Takes the lead in writing strategic proposal activities,

  • Assembles capture and response teams for target contracts, securing buy in from all necessary stakeholders and partnerships with key manufacturers and service partners.

  • Works closely with procurement officials to influence the final shape of target RFP’s.

  • Develops and regularly updates formal capture plans, including but not limited to pricing strategy, partnering plan, and strategy to overcome identified obstacles, for target contracts.

  • Mentors and counsels account managers, field account executives, sales managers, and proposal writers through the contract capture process.

  • Formally transfers information and strategy to proposal writers for target contracts upon RFP release.

  • Takes the Lead as a subject matter expert in conjunction with sales leaders throughout the proposal process.

  • Responsible for RFP development and progress toward the drop date and immediately deploys the proposal activities upon RFP release.

  • Attends customer onsite meetings and industry days, as needed.

  • Assists Program Management team with contract launch and sales team education for target contracts.

  • Coordinates with appropriate resources to execute necessary legal and financial agreements, such as NDA’s, Teaming Agreements and Lockbox Agreements, prior to RFP release.

  • Drives incremental revenue and profit growth through contract wins and strategic sales initiatives.

  • Aligns with state and local sales teams to generate quarterly and annual strategic objectives.

  • Identifies trends in customer purchasing patterns and enacts specific plans to help sales teams capture a greater share of business.

  • Creates tools, leveraging segment purchasing trend information, in order to assist the sales teams in closing sales.

  • Responds to key RFX’s, market research requests and other pre-RFP and RFX’s customer requests.

  • Creates and maintains a contract pipeline master tracking mechanism.

  • Participates in annual budget planning.

  • Delivers contract capture technique trainings to various audiences.

  • Assists in creating and checking compliance matrices for target contracts.

  • Presents progress on and results of capture efforts to Sales Leaders on a quarterly basis.

  • Takes the lead in strategic proposal activities, as well as past performance write-ups, in anticipation of RFP requirements.

  • Schedules, prepares materials for, and leads black hat, purple and blue team meetings.

  • Ensures corporation is positioned with the most competitive available pricing from partners.

  • Maintains communication with teams around contract targets. 


Qualifications

 

  • Bachelor’s degree.

  • 3 years relevant experience: Sales, Proposals or related field.

  • Demonstrated track record of success in strategic sales.

  • Exceptional strategic thinking ability.

  • Excellent verbal and written communication skills and the ability to communicate effectively and in a constructive manner with customers, -

  • coworkers, management and executives.

  • Strong problem solving skills with demonstrated ability to find solutions while working independently.

  • Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change and delegate responsibility.

  • Ability to travel as needed (up to 25% travel). 


Preferred Qualifications


  • Two years contract capture experience.

  • Experience with IT Sales.

  • Wide network of IT manufacturer contacts.Applicable Sales segment and/or market contracts background.