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 across major federal health agencies, including the Defense Health Agency (DHA), Department of Veterans Affairs (VA), and the Department of Health and Human Services (HHS) and its components (NIH, CMS, FDA, CDC, OASH, and others).

This is not a generic BD role - it's a strategic growth partnership. We're looking for someone who understands the nuances of federal health missions, speaks the language of the customer, and can shape opportunities from the inside out. You'll be expected to influence requirements, guide solutioning, and ensure CP is positioned as a trusted advisor-not just a bidder.

What you'll do

We are seeking a strategic growth leader with deep domain expertise - technical or functional- in Federal Health IT who brings existing relationships and a qualified pipeline across federal health agencies. The ideal candidate brings trusted customer relationships, insight into mission pain points, and a qualified pipeline that reflects real customer intimacy. This role is not for a generalist; it's for someone who is already viewed as a go-to resource and thought leader in the federal health space At Concept Plus, you'll have the platform, technical depth, and team to turn your pipeline into wins. With our enterprise capture support, pricing, proposal, and recruiting infrastructure behind you, you'll have the backing to compete for and deliver the large-scale opportunities your customers need.

Capture Leadership (Primary Focus)

• Lead capture efforts for assigned federal health accounts where you hold customer relationships and established access, driving pursuit strategy and execution from qualification through award. Provide capture oversight, coaching, and strategic support to the BD Manager for other health accounts under their management.
• Lead captures with a clear understanding of agency-specific mission drivers, pain points, and procurement nuances.
• Translate customer challenges into differentiated technical and functional solutions that resonate with evaluators.
• Serve as a strategic advisor to internal teams, ensuring solutions are aligned with agency priorities and emerging mandates (e.g., Zero Trust, ICAM, EHR modernization)
• Personally drive capture from early identification through proposal submission, leading win strategies, call plans, and solution positioning.
• Integrate Concept Plus's enterprise capabilities into tailored capture strategies that demonstrate technical depth and mission alignment .
• Conduct competitor analysis, Black Hats, Price-to-Win, and teaming strategies to optimize PWIN.
• Collaborate with solution, pricing, and proposal teams to build compliant, compelling, and persuasive proposals.
• Use Concept Plus's AI-enabled capture and pricing tools to accelerate capture timelines and enhance data-driven decision making.

Pipeline Development & Growth Strategy

• Bring a qualified and active pipeline of health-related opportunities that aligns with Concept Plus's core capabilities .
• Build and maintain a forward-looking, qualified pipeline across all major federal health agencies.
• Rigorously qualify opportunities based on customer access, technical alignment, competitive positioning, and readiness to win .
• Shape opportunities before RFP release by influencing requirements and positioning Concept Plus for early advantage.
• Leverage Concept Plus's technical strengths delivering enterprise support services and secure, mission-critical infrastructure across federal health programs that include data analytics, digital transformation, cloud modernization, and Oracle solutions to expand presence across new accounts.
• Oversee and mentor a BD Manager supporting research, CRM accuracy, and meeting coordination while remaining directly accountable for pipeline quality and capture success.

Customer Engagement & Relationship Management

• Build and sustain deep, trust-based relationships with senior leaders across DHA, VA, HHS, and related agencies .
• Expand Concept Plus's strategic partnerships with prime and niche health IT contractors.
• Represent Concept Plus at industry events, conferences, and forums as a thought leader and brand ambassador.
• Translate customer needs into actionable strategies that drive measurable outcomes for both the customer and Concept Plus.

Leadership & Collaboration

• Supervise and mentor a Business Development Manager, ensuring alignment with capture priorities and performance goals.
• Work cross-functionally with pricing, recruiting, contracts, delivery, and solution teams to ensure capture readiness and transition success.
• Partner with senior leadership to refine the corporate health growth strategy and report on pipeline, capture performance, and revenue goals.

Qualifications

• US Citizen with a Bachelor's degree; advanced degree preferred.
• 10+ years of professional experience with at least 5 years of capture leadership across federal health agencies (DHA, VA, HHS, NIH, CMS, FDA, CDC, or OASH).
• Alternatively, a recently retired senior government official with deep technical or functional expertise, strong customer affinity, and current insight into agency needs, priorities, and procurement direction is highly desirable.
• Demonstrated expertise in Federal Health IT domains such as cybersecurity, infrastructure modernization, ICAM, Zero Trust, or clinical systems.
• Recognized by peers or customers as a thought leader or trusted advisor in federal health.
• Proven ability to shape and win complex health IT opportunities through deep customer insight and technical alignment.
• Demonstrated record of personally winning complex, multi-million-dollar contracts through strategic capture management.
• Brings an existing network and pipeline of qualified federal health opportunities.
• Proven experience qualifying opportunities based on fit, alignment, and winnability.
• Strong knowledge of federal health mission areas, procurement practices, and key decision environments.
• Excellent communication, negotiation, and executive engagement skills.
• Familiarity with Salesforce or Technomile capture management systems.
• APMP or Shipley training is 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.