Healthcare Capture & Business Development Director

About Concept Plus

Concept Plus is a mission-focused technology solutions provider that transforms IT concepts into impactful solutions for federal agencies. Headquartered in Fairfax, VA, we bring the agility, responsiveness, and customer intimacy of a small business combined with the quality and infrastructure of a larger firm.

Recognized as an award-winning Oracle partner, we have delivered innovative solutions across Defense, Intelligence, Civilian, Health IT, and Tribal sectors. Our highly certified experts build systems that drive efficiency, accelerate modernization, and ensure mission outcomes with certainty.

We offer competitive pay, comprehensive health, dental, and vision insurance, paid life insurance, paid time off, 11 paid holidays, performance bonuses, tuition reimbursement, unlimited training, and the opportunity to thrive in a collaborative, flexible, and innovative environment.

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About the role

As the Healthcare Capture & Business Development Director, you will lead Concept Plus's growth strategy and execution for the Defense Health Agency (DHA) and emerging health sector accounts including HHS OASH, NIH CIT, FDA, CMS, and CDC.

This is a hands-on leadership role - not just a supervisory position. You will personally identify, shape, and capture opportunities, build and qualify the DHA pipeline, and lead capture efforts through every stage of the lifecycle. In addition to owning major pursuits, you will supervise and mentor a Business Development Manager who supports early-stage pipeline development and customer engagement.

You'll collaborate with the General Manager for Healthcare Services, P&L leaders, and cross-functional teams in pricing, proposals, recruiting, and operations to deliver strategic growth and measurable wins.

What you'll do

Capture Leadership (Primary Focus)

• Serve as lead capture manager for all major DHA pursuits, developing win themes, solution strategies, call plans, and competitive positioning.
• Drive the capture lifecycle from opportunity identification through proposal submission, ensuring disciplined execution of gates and reviews.
• Lead competitive analysis, Black Hat reviews, Price-to-Win development, and teaming decisions.
• Partner with solution architects, pricing, and proposal managers to translate capture strategies into compliant, compelling proposals.
• Leverage Concept Plus's AI-enabled capture and pricing tools to refine strategies, improve accuracy, and accelerate decision cycles.
• Maintain accountability for win probability (PWIN) growth across assigned opportunities.

Pipeline Development & Growth Strategy

• Build and maintain a qualified DHA pipeline that is tightly aligned with Concept Plus's proven capabilities, past performance, and strategic growth objectives, maintaining clear 12-18 month visibility.
• Rigorously qualify opportunities based on fit, readiness, and alignment with CP's technical strengths in data, digital transformation, cloud, and Oracle solutions.
• Identify and shape new business opportunities through proactive market intelligence, customer engagement, and partner collaboration.
• Shape opportunities well before RFP release by influencing requirements, building relationships, and positioning Concept Plus as a trusted and capable partner.
• Expand CP's presence across emerging health agencies (HHS, NIH, CMS, FDA, CDC, OASH) by connecting our mission-aligned capabilities to agency priorities and leveraging strategic teaming.
• Direct and mentor a BD Manager responsible for early opportunity research, CRM accuracy, and scheduling customer engagements - while maintaining full accountability for pipeline quality and capture success.

Customer Engagement & Relationship Management

• Build and sustain trusted relationships with DHA executives and program offices, serving as a visible, credible representative of Concept Plus.
• Conduct consistent call plans and coordinate customer meetings, conferences, and industry events to advance pursuits.
• Support executive-level interactions and briefings to communicate Concept Plus's mission, solutions, and differentiators.
• Foster new relationships across emerging health agencies (NIH, CMS, FDA, CDC, OASH) to prepare for long-term diversification.

Leadership & Collaboration

• Supervise and mentor a Business Development Manager, ensuring productivity, professional growth, and alignment with capture priorities.
• Collaborate with recruiting, contracts, finance, and delivery teams to ensure readiness for capture, proposal, and transition.
• Partner with senior leadership to align pipeline investments with corporate strategy and annual growth goals.
• Report on pipeline health, capture progress, and PWIN metrics to the SVP and executive leadership team.

Qualifications

• US Citizen with a Bachelor's degree; advanced degree preferred.
• 10+ years of professional experience, including 3+ years of hands-on capture leadership for DHA or other federal health agencies.
• Proven record of winning complex, multi-million-dollar federal contracts through disciplined capture management.
• Demonstrated experience in both doing and leading business development and capture activities.
• Experience managing and mentoring BD or capture staff.
• Deep understanding of DHA operations, procurement practices, and mission priorities. \
• Strong analytical, communication, and presentation skills.
• Familiarity with Salesforce, Technomile, or other capture management systems.
• APMP or Shipley certification preferred.
• Willingness to travel up to 20%.

Concept Plus is an Affirmative Action/Equal Opportunity Employer. As such, we will give your application full consideration without regard to your race, color, religion, sex, age, national origin, disability, veteran status, sexual orientation, gender identity, or any other classification protected by federal, state, or local law.