Capture Manager

Summary

Perform as Capture Manager across all company divisions with a specific focus on service and switchgear. Responsible to leverage experience across the business development life cycle from opportunity qualification, capture, proposal development, and project inception. Accountable for price capture through opportunity creation across the company portfolio by providing customer solutions and value selling. This role will drive business development by supporting the sales team’s efforts.

Responsibilities

Essential Duties and Responsibilities include the following. Other duties may be assigned:

• Run capture on new business opportunities
• Lead strategic capture efforts throughout the sales lifecycle
• Coordinate and manage the bidding and proposal cycle
• Perform market analysis, identify opportunities, develop and execute capture plans
• Generate consistent, accurate, and concise proposals
• Shape business development opportunities and other growth strategies
• Support the development of the sales strategy and drive within the sales team
• Capture price through market intelligence and value solutions
• Conduct competitive analysis and propose competitive solutions for new and significant opportunities.
• Support sales and operations teams with identifying opportunities and developing proposals.
• Support the project lifecycle from contract negotiation to execution and final closeout.
• Review and maintain contract terms for customers. Coordinate with stakeholders to ensure established contract terms are met, and appropriate risk mitigation tactics are utilized throughout the project lifecycle.
• Review customers’ specifications and drawings to interpret and determine project requirements—coordinate project requirements with your Customer Service Representative.
• Drive communications, opportunity reviews, updates, scope changes, and risk management via organizing and running conference calls, site meetings, web sessions, etc.
• Identify and implement efficiency in processes and activity.
• Deliver strong financial results
• Be alert for business opportunities for all company divisions.
• Assist other personnel in their capture efforts.
• Assist in the development of new customers and projects as required.
• Travel to customer’s locations or work sites when requested to evaluate the scope of a new opportunity, improve customer intimacy, support the sales team, etc.
• Other duties as assigned.

Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience:

• Minimum 4-year degree from an accredited university or college preferred BS Degree in Electrical Engineering or MBA.
• 8 to 15 years of experience within the industry or an acceptable combination of education and experience directly related to order capture.

• Must have demonstrated skill and knowledge of technical, commercial, and customer requirements of order capture within the power industry.
• Expertise in order capture techniques and practices including communications, planning, coordination, safety, and conflict resolution skills.
• Must have demonstrated skill and knowledge in pricing, proposal generation and business development.
• Demonstrated experience and proficiency interpreting one-line diagrams, electrical schematics, and physical diagrams specific to the design and installation of electrical equipment.
• Must be able to work in the United States without corporate sponsorship now and within the future.

 Competencies:

• To perform the job successfully, an individual should demonstrate the following competencies:

• Interpersonal Skills – Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others’ ideas and tries new things.
• Teamwork – Balances team and individual responsibilities; Exhibits objectivity and openness to others’ views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone’s efforts to succeed.
• Ethics – Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
• Organizational Support – Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization’s goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
• Judgment – Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
• Motivation – Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
• Professionalism – Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
• Quality – Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
• Quantity – Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
• Safety and Security – Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.
• Adaptability – Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
• Attendance/Punctuality – Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
• Dependability – Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals.; Completes tasks on time or notifies appropriate person with an alternate plan.
• Initiative – Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.

• Leadership – Exhibits confidence in self and others; Inspires and motivates others to perform well; Effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others.

Language Skills:

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to write reports, business correspondence, and procedure manuals.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Mathematical Skills:

• Ability to perform basic mathematical calculations.

Reasoning Ability:

• Ability to define problems, collect data, establish facts, and draw valid conclusions.
•  Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

Computer Skills:

• To perform this job successfully, an individual should be proficient with MS Office: Excel, Word, and Outlook with strong process and systems capabilities.

Other Skills and Abilities:

• Represent the Company in a customer-centric business environment.
• Continually work in a safe manner in compliance with Company Environmental, Health, and Safety rules and guidelines.

Physical Demands:

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Travel by aircraft and/or automobile is required. 20% travel is expected to include travel to customer sites or conferences, dependent on project needs.
• Generally an office environment, and/or remote locations and some factory locations as needed.

• Occasionally (less than 1/3 of the time) required to stand, walk, reach with hands and arms, and stoop, kneel, crouch, or crawl.

• May spend entire work days in non-air conditioned environment.
• May occasionally be required to work outdoors (generally for less than a few hours) generally for purposes of visiting work sites.

• Occasionally lifting and/or moving up to 50 pounds.
• Frequently sitting at a desk and operating a computer.
• While performing the duties of this Job, the employee is regularly required to sit; use hands to finger, handle, or feel and talk or hear.
• The employee is occasionally required to stand; walk; reach with hands and arms.
• Specific vision abilities required by this job include close vision, color vision, peripheral vision and ability to adjust focus.

Work Environment:

• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• The noise level in the work environment is usually quiet.