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Senior Capture / Proposal Manager


Location:  Washington D.C.

Division: Business Development Group


Provide management direction to capture and proposal teams for all aspects of the capture and proposal development process. Bids include those of the utmost importance to the organization either due to dollar value ($15M+), to protect ACDI/VOCA incumbencies, or to penetrate new revenue sources. Bids will also include less strategic bids and bids when ACDI/VOCA is a major subcontractor. The Capture/Proposal Manager has the authority and responsibility to make decisions regarding capture and proposal processes, subject to ACDI/VOCA best practices and policies. The position is responsible to: (1) manage multiple captures and proposals simultaneously while customizing application of best practices to the unique needs of each bid; and (2) monitor effectiveness of capture and proposal processes and tools; recommend revisions to ensure continuous improvement. The position reports to the Senior Director, Capture and Proposal Management.



Maintain and Enhance Best Practice Tools (10%)

  • Ensure use of ACDI/VOCA’s capture and proposal best practices across a range of opportunities, donors, and schedules., especially flagship programs for USAID, USDA such as Food for Peace, Food for Progress.

  • Facilitate use of best practices tools and resources including the Customer Relationship Management (CRM)

  • Recommend improvements to best practice capture and proposal job aids, templates and examples.

  • Remain current on industry trends and best practices.


Capture & Proposal Process Management (70%)

  • Direct adjustments to process and deadlines throughout capture and proposal based on specific needs of each bid while upholding corporate interests.

  • Simultaneously manage multiple captures and proposals, exercising real-time good judgement to prioritize work while meeting all agreed to deadlines.

  • Analyze solicitations (RFP/RFAs) to determine proposal requirements; develop compliant and responsive outline and provide to department head for approval within 48 clock hours of solicitation release; develop compliance matrix.

  • Collaborate with Technical Leader to identify resources required to support capture or proposal effort; assist technical staff in developing and presenting our win strategy in a persuasive way.

  • Create and manage to capture and proposal calendars; meet proposal deadlines by establishing priorities and target dates for information; revise calendar as needed while preserving applications of best practices.

  • Assist Technical Leader by facilitating development of competitive analysis, translating it in to Strengths/Weaknesses/Opportunities/Threats (SWOT), and then in to win themes and risk mitigation plans.

  • Collaborate with Technical Leader to identify resources required to support capture or proposal effort; and assist technical staff in developing and presenting our win strategy in a persuasive way.

  • Direct final editing and formatting on all proposals; conduct final QC of assigned proposals, facilitate production and submission to client.

  • Manage post-submission schedule and activities through BAFO and negotiations until award; participate in debriefing of proposal process to inform continuous improvement.

  • In collaboration with Technical Leader and Proposal Coordinator, prepare color review materials; facilitate color review meetings; solicit reviewer recommendation as to proceed, do not proceed, or proceed with condition based on evolving Pwin and on opportunity costs; help Technical Leader develop action plan to incorporate color review feedback in a timely basis.

  • Review all drafts specifically to ensure compliance with all solicitation requirements.


Leadership and Team Management (10%)

  • Provide leadership and encourage teamwork, mentor/train and support multi-organizational teams in developing an effective customer-focused and forward-thinking capture and proposal.

  • Interface regularly with senior management and executive leadership to resolve issues that may jeopardize capture planning and/or submitting high quality proposals on time.

  • Support capture and proposal team members in meeting responsibilities and deadlines; proactively remind team members of upcoming deadlines. Help team remove barriers to completing quality work on time.


Perform other duties as assigned by supervisor.


Business Development – Adhoc Production and Editing Support (10%)

  • Support production manager and other BDG staff on final preparation and production activities for proposal submission.

  • Conduct copy editing on submissions to donors, as needed.



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


  • Bachelor’s degree in English, Marketing, Communications, International Development or Business or related field required; Master’s degree preferred.

  • 6 or more years of progressive experience in capture and proposal management with emphasis on federal government procurement, preferably USAID. Experience with managing large, multi-firm capture and proposal development teams.

  • Demonstrated experience leading proposal responses for flagship programs for USAID, USDA, and others such as Food for Peace, Food for Progress

  • Experience with Shipley or equivalent capture and proposal development processes.

  • High proficiency in the Microsoft Windows environment and Office Applications: Word, Excel and Power Point and SharePoint.

  • Interact with staff at all levels in a fast-paced environment.

  • Able to present recommendations to Senior and Executive Management and gain agreement.

  • Able to leverage organizational, analytical, and management expertise.

  • Demonstrated ability to communicate effectively both orally and in writing.

  • Proven ability to multi-task, and organize/prioritize multiple, complex on-going projects.

  • Ability and willingness to travel internationally if required.


TO APPLY: Qualified applicants should submit a cover letter highlighting fit for the position and resume to with the subject line "ACDI/VOCA - Sr Capture & Proposal Manager”

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