FedHealth Account Manager (Sr. Capture Manager)
Rockville, MD
LCG is a minority-owned technology consulting firm that has been a trusted partner to more than 40 federal agencies, including 21 of the 27 Institutes and Centers (ICs) at the National Institutes of Health (NIH). For over 30 years, LCG has brought digitization and innovation to the Health and Human Services (HHS) and the NIH ecosystems. We support IT organizations by bringing precision technology and operation models that achieve mission capabilities and performance success.
Position Description:
LCG is seeking an experienced industry leader to continue building and closing business. As the FedHealth Account Manager, you will support pipeline by creating and leading capture in pursuit of opportunities across the Federal Health Marketplace. This role will report directly to the Vice President of Strategy & Growth. The successful candidate will own and prosecute a pipeline of opportunities valued over $50M with accountability of successful outcomes. This is a sales-driven position and is responsible for managing all the activities necessary to transform qualified opportunities into wins.
Responsibilities:
- Assist in growing revenue by identifying and developing new business opportunities/growth areas while maintaining valuable relationships with current government customers and other contractors.
- Lead Executive/Sr. level meetings with potential customers to gain a detailed understanding of their business and operational needs.
- Demonstrate LCG's value proposition and differentiation effectively to technical and business/operational customer and industry audiences.
- Conduct service & technical briefings providing potential customers case studies and application of our leading capabilities to solve their concerns.
- Support identification of opportunities based on capabilities, culture and markets to add to an existing pipeline.
- Manage and execute individual pipeline targets through the LCG Business Development Lifecycle, resulting in successful capture and closure of a pursuit.
- Lead development and implementation of large deal capture plans (win strategy, timeline, and backlog), ensuring it is maintained, up to date, and properly reported.
- Develop a thorough understanding of LCG’s CAPEX Lab and DETC capabilities and effective working relationships with leaders in these areas to represent the full LCG value proposition to potential customers.
- Lead opportunity gate reviews, drive competitive analysis, and support pre-RFP and post-RFP solutioning, pricing and price-to-win providing customer intelligence and insight into win strategy.
- Provide recommendations into staffing, past performance selection for pursuits working closely with the Proposal Manager, Sr at Pre-RFP and through Post.
- Work with service delivery & DETC leads to create a gap analysis across the full Statement of Work / Performance Work Statement, identifies teaming partners to close those gaps, and negotiates teaming agreements.
- Participate in trade shows, industry and association events.
- Develop and execute capture plans. Participate in post-submission debriefs to identify areas for improvement.
- Work collaboratively to understand the impact of customer priorities on new or emerging opportunities.
Required:
- 12+ year track record of demonstrated success in GovCon business development and capture, with emphasis on opportunities exceeding $50M in TCV (TOTAL CONTRACT VALUE).
- Total mastery of the capture process.
- Experience in capturing large programs with emphasis on opportunity qualification and shaping into solution and proposal submission.
- Comprehensive understanding of GovCon acquisition processes and their alignment with the opportunity lifecycle.
- Proven relationships with and access to both Government and industry stakeholders in the GovCon community.
- Ability to think strategically.
- Demonstrated ability to lead multidisciplinary teams.
- Possess analytical presentation and problem-solving skills.
- Excellent written and verbal communication skills and outstanding interpersonal skills.
- Demonstrated ability to handle multiple concurrent capture activities in a high-operational tempo environment.
- Experience in the development of and successful negotiation of teaming agreements.
- Familiarity with online tools used by the Federal Government for solicitations.
- This role requires an ethical approach to winning, comprehensive business acumen, technical understanding and/or education, resourcefulness to manage process driven captures, and internal/external customer relations-oriented individual.
- Bachelor's degree.
Compensation and Benefits
The projected compensation range for this position is $152,000 to $206,000 per year benchmarked in the Washington, D.C. metropolitan area. The salary range provided is a good faith estimate representative of all experience levels. Salary at LCG is determined by various factors, including but not limited to role, location, the combination of education/training, knowledge, skills, competencies, certifications, and work experience.
LCG offers a competitive, comprehensive benefits package which includes health insurance options (medical, dental, vision), life and disability insurance, retirement plan contributions, as well as paid leave, federal holidays, professional development, and lifestyle benefits.
Devoted to Fair and Inclusive Practices
All qualified applicants will receive consideration for employment without regard to sex, race, ethnicity, age, national origin, citizenship, religion, physical or mental disability, medical condition, genetic information, pregnancy, family structure, marital status, ancestry, domestic partner status, sexual orientation, gender identity or expression, veteran or military status, or any other basis prohibited by law.
If you are interested in applying for employment with LCG and need special assistance or an accommodation to apply for a posted position, contact our Human Resources department by email at hr@lcginc.com.
