Senior Director, Capture Management
AECOM
Go
Capture Manager
Sedgwick
full-time
Posted on:
Location Type: Remote
Location: Remote • Florida, Iowa, Tennessee, Texas • 🇺🇸 United States
Visit company websiteJob Level
SeniorLead
About the role
- The Capture Manager serves as a key member of the Strategy, Business Development, and Partnership team with responsibility across the full sales cycle.
- The manager gathers and analyzes business intelligence, develops pipeline forecasts, and leverages CRM/research tools to inform business decisions and growth.
- The Capture Manager leads the development and execution of capture strategies, proposals, and client presentations while supporting contracting, implementation, and program go-live.
- Operating as an individual contributor with influence, the Capture Manager guides cross-functional teams, strengthens organizational capacity, and contributes to the knowledge base and training opportunities for business development.
- The Capture Manager is responsible for expanding market presence, strengthening brand reputation, and positioning the organization’s long-term success in business development for casualty and emerging business lines.
- Contributes to pipeline forecasting, lead capture, and competitive analysis tools and dashboards using Microsoft CRM, GovWin, LinkedIn, and AI-assisted research tools to support business goals.
- Conducts market research and analysis on clients, stakeholders, partners, and competitors to inform Business Development Plans.
- Supports business cases for targeted opportunities by developing value propositions, risk/benefit analyses, revenue projections, and alignment with organizational growth goals
- Engages across all stages of the sales cycle, including forecasting, lead capture, proposal development, client presentations, contracting, implementation, and program go-live and developing strategies for proposal deliverables, including, partner strategies, staffing plans, pricing approaches, and technical summaries, in partnership with the growth leader.
- Develops and writes presentations and related post-proposal materials for client sales opportunities.
- Tracks and reports on metrics and ROI for capture strategies, lead conversion rates, and proposal success rates to inform continuous improvement and business development decision-making.
- Provides training, coaching, and technical guidance to proposal and business development teams under the direction of the growth leader.
- Initial focus on casualty business development with the potential to expand into additional lines including absence management, property, and specialty lines, as organizational priorities evolve.
- Provides insights into weekly updates and periodic briefings for decision-makers and key business contributors.
- Creates compelling client-facing content, including white papers and persuasive marketing materials outside of the sales cycle that clearly communicate organizational value and differentiators.
- Maintains networks of local partners (e.g., brokers, MBE/WBE firms) relevant to the business.
- Serves as a strategic thinker for the brand and organizational positioning and supports stakeholder engagement strategies.
- Serves as an individual contributor with influence, providing direction across teams without direct supervisory responsibility.
- Attends industry events in representation of the business development team and supports strategy related industry event as needed.
Requirements
- Bachelor’s degree in marketing, business administration, or a related field from an accredited college or university preferred.
- At least eight (8) years of relationship building, capture/proposal management, and strategic planning in the claims management or risk management area or equivalent combination of education and experience required.
- Excellent oral communication skills, including presentation skills
- Strong writing skills with the ability to craft clear, persuasive, and tailored business development content
- PC literate, including Microsoft Office products, LinkedIn, and AI-assisted research tools
- Demonstrated competency leveraging CRM platforms like Microsoft Dynamics CRM for pipeline management and reporting
- Ability to work independently, demonstrating initiative and self-motivation
- Analytical and interpretive skills
- Strong organizational skills
- Excellent interpersonal skills to include empathy and active listening
- Ability to create and complete comprehensive, accurate and constructive written reports
- Ability to work in a team environment, actively giving and receiving constructive feedback
- Ability to meet or exceed Performance Competencies
- Strong negotiation, influencing, and stakeholder engagement skills
Benefits
- Career development and promotional growth opportunities
- A diverse and comprehensive benefits offering including medical, dental vision, 401K, PTO and more
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
capture managementproposal managementstrategic planningbusiness intelligence analysispipeline forecastingmarket researchvalue proposition developmentrisk/benefit analysislead conversion rate trackingROI reporting
Soft skills
oral communicationpresentation skillswriting skillsanalytical skillsorganizational skillsinterpersonal skillsnegotiation skillsinfluencing skillsteam collaborationinitiative
