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Capture Manager PRIMARY PURPOSE :
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.
ESSENTIAL FUNCTIONS and RESPONSIBILITIES
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.
ADDITIONAL FUNCTIONS and RESPONSIBILITIES
Performs other duties as assigned.
QUALIFICATIONS
Education & Licensing
Bachelor’s degree in marketing, business administration, or a related field from an accredited college or university preferred.
Experience
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.
Skills & Knowledge
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
WORK ENVIRONMENT
When applicable and appropriate, consideration will be given to reasonable accommodations.
Mental : Clear and conceptual thinking ability; excellent judgment, troubleshooting, problem solving, analysis, and discretion; ability to handle work-related stress; ability to handle multiple priorities simultaneously; and ability to meet deadlines
Physical : Computer keyboarding, travel as required
Auditory/Visual : Hearing, vision and talking
The statements contained in this document are intended to describe the general nature and level of work being performed by a colleague assigned to this description. They are not intended to constitute a comprehensive list of functions, duties, or local variances. Management retains the discretion to add or to change the duties of the position at any time
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Sedgwick is an Equal Opportunity Employer and a Drug-Free Workplace.
If you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, consider applying for it anyway! Sedgwick is building a diverse, equitable, and inclusive workplace and recognizes that each person possesses a unique combination of skills, knowledge, and experience. You may be just the right candidate for this or other roles.