Senior Business Development/Capture Manager

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Updated: March 14, 2019
Job ID: 214351
Status: Full-Time
Regular/Temporary: Regular
Location: Bethesda, MD, United States

Join the HJF Team!

HJF is seeking a Senior Business Development/Capture Manager to support the Business Development office located at Corporate Headquarters in Bethesda, Maryland.

Reporting to and working in close collaboration with the Director, Business Development is responsible for directing and managing strategic pursuits in collaboration with Contracts, Program Management, HR, Pricing, and Proposal leads. The incumbent will develop new research opportunities for HJF. The Capture Manager will bolster HJF efforts to raise awareness of HJF  services across our client base, build strategic relationships with new and existing clients as a trusted advisor, work in a cross functional environment to ensure HJF efforts to achieve client goals are ultimately implemented, and identify a variety of opportunities.

HJF is a not-for-profit organization that Congress authorized to be established to advance military medicine. A mission focused organization; HJF provides support services with emphasis on scientific leadership, research and development, test and evaluation, basic, translational, and clinical research, and program management. We understand the importance of the work we support and how it directly affects the health of the warfighter. As a trusted partner, we work side by side with our clients, providing honest counsel and innovative solutions to high-priority medical research challenges.

The incumbent must have a true passion for HJF's military medicine mission and clients, exercise sound business judgment, and be an effective multi-tasker and a strategic thinker with extraordinary attention to detail. The Business Development/Capture Manager must be a quick learner and self-starter - with the ability to initiate and innovate independently and function well within a team environment. The Business Development/Capture Manager must have the ability to communicate a variety of messages to different audiences, build relationships effortlessly, and passionately promote HJF's values.


  1. Manage assigned pipeline (portfolio of opportunities);

  2. Assume accountability for advancing and maturing opportunities toward high win probability;

  3. Lead strategic bids including development of technical solutions and win strategies;

  4. Identify new opportunities and assist in the down-select (bid/no bid) process;

  5. Work with Director, Business Development to develop, manage and execute business development and capture strategies and detailed plans (including call/meeting plans);

  6. Provide leadership and execution of effective business development and capture plans utilizing established internal tools and processes;

  7. Identify and cultivate possible teaming partners;

  8. Manage and lead winning capture teams, effectively collaborating with assigned assets, subject & technical matter experts, functional leads, and Program Managers;

  9. Coalesce with DoD team members, BD, operational leadership, and SMEs to build and execute call plans to position HJF for successful pursuits;

  10. Provide critical review and input for various color-team proposal reviews;

  11. Gather, assess, and validate customer requirements; identify related needs and constraints that impact winning solution;

  12. Assess probable competition and evaluate relative strengths and weaknesses, conduct competitive scenarios, etc.;

  13. Translate requirements into robust win strategy, carefully tested and validated, and advances strategy to management and technical design with strong value proposition and differentiated bid elements based on compelling features and benefits;

  14. Identify gaps and develop strategies to overcome weaknesses and mitigate risks;

  15. Conduct and participate in gate, pricing, teaming, and capture reviews;

  16. Effectively advocates for the HJF mission at a variety of events and forums;

  17. Lead and negotiate teaming agreements and strategic alliances;

  18. Develop and maintains key internal and external relationships to improve the success of the HJF programs;

  19. Keep regular in person and telephonic contact with existing clients and partners to understand their requirements and nurture relationships;

  20. Ensure opportunities are successfully transitioned from the discovery phase to the proposal process;

  21. Work as part of the extended recruiting team: identifying potential HJF candidates, sources of future candidates;

  22. Relied on as expert for grant and contract processes included in portfolio;

  23. Identify and track grant-funding opportunities of interest to HJF investigators; and 



  1. Demonstrated initiative, entrepreneurial spirit, and customer-focused attitude; actively seeks to deepen current customer relationships and to foster new ones;

  2. Successfully established and cultivated strong relationships built on trust with peers, across different levels of the organization and externally;

  3. Solid network and extensive customer knowledge in the client base with proven ability to build new and existing business leveraging connections;

  4. Effective at working collaboratively with others to reach common goals and objectives;

  5. Knowledge, experience, and success in the entire capture process and solid experience in all contract types (e.g., FFP, T&M, cost plus) as well as non-IDIQ and IDIQ single or multiple award contracts;

  6. Knowledge of the federal budget process, defense acquisition and procurement environment and strategy related to research opportunities;

  7. Demonstrated experience with Customer Relationship Management software and customer data development desirable;

  8. Demonstrated ability to identify emerging business trends resulting in strategy recommendations to senior management;

  9. Skilled in creating powerful, compelling written and oral communications for capture purposes. Ability to convey complex ideas through brief, simple materials. Experience and credibility when presenting materials to external audiences;

  10. Excellent interpersonal, problem solving, and business acumen;

  11. Confidence and experience dealing with senior executives.

MINIMUM EDUCATION:                                                                                                                                                                                                                         

Minimum of Bachelor’s degree in related field, with a Masters' degree preferred. 


4 to 6 years related experience in business development, demonstrated successful experience with Defense acquisition and capture management processes. 4 to 6 years related experience in proposal development support. Military experience, to include extensive organizational and mission knowledge of relevant Military Service organizations. Flexibility to travel as required


Prior Experience working directly with Military personnel at all levels of seniority.  Demonstrated access to key government customers and industry partners. 

The Henry M. Jackson Foundation for the Advancement of Military Medicine, Inc. (HJF) is an equal opportunity and affirmative action employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or other status protected by law.

Any qualifications to be considered as equivalents, in lieu of stated minimums, require the prior approval of the Chief of Human Resources Officer.