Capture Manager, Government Solutions

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Position Summary:

The Capture Manager for McKesson Medical-Surgical Government Solutions (MMSGS) is responsible for driving capture and proposal readiness from positioning and shaping efforts, to development and implementation of win strategies, through pre-Request for Proposal (RFP) activities. The Capture Manager will have the opportunity to work on high-visibility projects and drive business growth and success. The Capture Manager plays a pivotal role within the Enterprise Sales organization, leading large, strategic capture efforts, developing, evolving, and executing winning capture strategies that meet customer needs and values in the GPO, state and federal markets.

As a member of the Capture Management team, you will lead capture efforts to secure new or re-compete contracts, task order business, strategic contract vehicles, and national contracts. You will shape and win new business through a balanced focus on customer value, the competitive environment, and the business’ best interests. You will develop a capture strategy including identifying potential customers, completing competitive assessments, identifying teaming partners, and bid and proposal activities. You will contribute and integrate with a cross-functional team, consisting of field sales teams, proposal specialists, operations, technology, project management, public affairs, and sales leadership.

I2Care and iLead principles are mandated as this is a core value of McKesson’s foundational principles.  Collaboration and key partnerships are required to drive alignment of customers and business synergies across McKesson, partners, associations and the Healthcare Industry.

Key Responsibilities:

1. Opportunity Identification:

• Identify potential business opportunities within the government sector aligning them with organization’s capabilities and goals.
• Interact directly with the sales team and customers to understand program specifics and gain insights into acquisition details.
• Build and maintain the long-range opportunity funnel and track targeted opportunities through all stages of the solicitation lifecycle.

2. Strategic Planning:

• Craft and execute comprehensive capture plans that outline the strategic approach to winning specific contracts.

3. Competitive Analysis:

• Conduct in-depth analyses of competitors to understand their strengths and weaknesses, enabling the organization to position itself advantageously.
• Presenting possible alternatives to increase the probability of program success.

4. Collaboration and Coordination:

• Collaborate with diverse teams, including business development, proposal writing, and subject matter experts, to ensure a cohesive and competitive approach.
• Partner with MMSGS leadership and Marketing to identify and execute in key market segments and channels to drive business growth.

5. Client Understanding:

• Gain a profound understanding of client needs, expectations, and the broader context of government requirements.
• Partner with the sales team to build intimate knowledge of the government customer.

6. Proposal Development:

• Play a pivotal role in the proposal development process, ensuring that responses align with client expectations and showcase the organization’s strengths.

7. Risk Mitigation:

• Identify and address potential risks associated with pursuing specific contracts, incorporating risk mitigation strategies into capture plans.
• Collaborate with sales leadership, legal, and product strategy to close response gaps in between contract cycles.

Qualifications:

• Strong attention to detail, and excellent organizational and problem-solving skills
• Has accountability to shape and win new business through a balanced focus on customer value, the competitive environment, and the corporation's best interests.
• Flexibility to work multiple assignments in a fast-paced environment
• 3-5 Years prior capture, proposal process experience, and or project management experience supporting government customers.
• Experience in developing customer value propositions, Positioning to Win Strategies (PTW), Win Strategies, and competitive intelligence
• Bachelor’s degree in a Business, Engineering, or other related field
• Degree or equivalent and typically requires 4+ years of 
  relevant experience

Key Competencies:

• Strategic thinking and business acumen
• Leadership and team development
• Effective negotiation and problem solving
• Results-driven mindset with a focus on financial and business performance
• Strong understanding of market dynamics and segment trends

• Experience performing or utilizing competitive intelligence and market research analysis
• Demonstrated ability to provide assessment/recommendations in the absence of complete information
• Knowledge of key competitor companies and their products
• Pre-proposal color team review facilitation and leadership a plus

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Base Pay Range for this position

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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