Capture Manager: The Sales Role Your Team Could Be Missing

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Meredith Hart
Meredith Hart


How's your sales team like a football team?


Both sales and football require a certain amount of strategy to succeed. And if your sales team was a football team, a capture manager would be the quarterback.

Without a quarterback, there's no one to organize and initiate the plays. Hint: your team likely won't be winning without this key player.

Instead of winning games, capture managers win business for your company. After an opportunity has been qualified, their focus is to understand the goals of the prospect, develop a solution, and increase the likelihood of winning the opportunity.

Wondering what to look for in a capture manager? Have no fear, here's the capture manager job description that will help you find the best fit for your team.

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If your team wants to win even more deals, a capture manager can help them do that.

What is a capture manager?

Capture managers oversee opportunities after it has been qualified. They assess the customer's needs and goals, competition, and potential solutions. Then they develop a win strategy. A win strategy is a plan to close the deal and earn the prospect's business.

According to PayScale, the average salary for a capture manager is $114,005. This amount will vary depending on the capture manager's years of experience. Most capture managers hold a bachelor's degree or higher.

Many companies will require capture management training, and they'll look for additional skills and qualifications like:

  • PMP
  • CMMI
  • ITIL
  • Excel, PowerPoint, Outlook, Microsoft Word

Capture Manager Job Description

Here are the key job responsibilities and qualifications of a capture manager.


  • Run capture on new business opportunities
  • Lead strategic capture efforts throughout the sales lifecycle
  • Perform market analysis, identify opportunities, develop and execute capture plans, and monitor competitor activity for each capture
  • Ability to work with executives and senior leadership
  • Conduct competitive analysis to develop competitive solutions
  • Deliver strong financial results


  • Bachelor's degree or higher in relevant business, technical, or professional field of study.
  • Understanding of capture management best practices
  • Experience managing and writing proposals
  • Demonstrated ability to capture business
  • Excellent organizational skills and ability to meet deadlines
  • Excellent presentation and verbal communication skills
  • Exceptional interpersonal, problem solving, and business acumen
  • Proactive, attention to detail, project management, and organizational skills

Capture Manager Job Description Examples

Capture Manager Job Description

capture manager job description-1Source: Excella

Senior Capture Manager Job Description

Senior Capture Manager ResponsibilitiesSenior Capture Manager QualificationsSource: LTS

With a capture manager, you'll have someone to call the plays and help win business for your company. To learn more, check out this business development job description next.


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