CDW
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Capture Manager (Federal Services)at CDW Careers

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Job ID: 20001704
Updated: Nov 23, 2020
Location: , United States

The Capture Manager manages the contract capture process from pre-RFP strategy development through award and launch. You will be highly engaged in large Federal pursuits.

 

 

Key Areas of Responsibility

  • 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 state captains, 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.
  • Participates as a subject matter expert in conjunction with sales leaders throughout the proposal process.
  • Tracks RFP progress toward the drop date and immediately mobilizes response team 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 RFI’s, market research requests and other pre-RFP 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.
  • Secures/prepares certain proposal elements, such as past performance write-ups, in anticipation of RFP requirements.
  • Schedules, prepares materials for, and leads black hat, purple and blue team meetings.
  • Ensures CDW-G is positioned with the most competitive available pricing from partners.
  • Maintains communication with CDW Services teams around contract targets.

Education and/or Experience Qualifications

  • Bachelor’s Degree
  • 3 years relevant experience in Sales, Proposals or related field

Required Qualifications

  • 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 and willingness to travel up to 25% or as needed to other CDW locations, meeting and client sites

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

Rev:121319

Job Category: Specialty Sales
Job Type: Full-Time
Travel Percentage: 25%

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