Growth and Development Manager – National Security & DoD
This individual will support the entire Business Development and Capture life-cycle, with a focus on analysis, analytics, writing, and presentations through the gate review cycle.
Required Qualifications:
- Self-starter, motivated by the challenge of charting a path to win new work
- Develop and maintain a sustainable 36-month pipeline, providing analysis and assessment of all opportunities, ensuring alignment with Portfolio new business development strategy
- Individual contributor as part of BD team; leads BD/Capture process; maintains leadership, win strategy and customer voice in conjunction with Proposal manager through proposal submission.
- This role requires a highly resourceful individual capable of creating and maintaining the customer and industry relationships necessary to win.
- Works in sync with Operations to qualify and close opportunities; ensuring that pursuits and associated BD and Capture activity are aligned with operational growth strategy.
- Develops capture plans and resulting win strategies and integrates and prioritizes them according to the procurement, evaluation criteria, and market conditions.
- Provides regular reporting to leadership including presenting to senior executives on individual opportunity capture status, pipeline status, and strategic plans.
- Performs market analysis and strategic business planning, including comprehensive account plans.
- Performs full lifecycle Business Development and Capture Leadership –Works closely with Portfolio Growth team to identify and qualify new business opportunities; develops creative capture strategies as per the Shipley model; and assists in the preparation of winning proposals for our government clients.
- Assists in planning and designing tailored technical presentations to potential customers and partners at all stages of the business development and capture process.
- Works with Proposal Development to develop and submit high-quality, responsive, and winning proposals.
- Identify pursuits (from SAM.gov, eBuy, GovWin, and other Federal Procurement sites)
- Conduct opportunity analysis, developing assessments based on:
- Solicitation Size, Scope, and Complexity
- Alignment to core competencies
- Past Performances and Corporate Experience based on solicitation needs and program goals
- Development of initial Probability of Win (PWIN) and Probably of Go (PGO) analysis
- Lead and/or participate in coordinating development of RFI responses
- Conducts research to determine the best price and the best slate of services for the bid.
- Meets with prospective customers to answer questions and gather intel for pursuits.
- Understands every aspect of a proposal development lifecycle including the scope of the project, how many resources will be needed, the impact on schedules, competition, competitive pricing and budget concerns..
- Establishes and builds relationships with prospective and existing clients, and partner companies.
- Develops a plan for making regular contact with prospective client targets (e.g. Call Plan).
- Studies key competitors, performs competitive analysis, and makes recommendations for “ghosting” competition.
Minimum Qualifications:
- 3 - 5 years of BD and/or Capture experience.
- Knowledge of Shipley Business Development model.
- Experience with Salesforce CRM tool.
- Experience with GovWin
- Intermediate to advanced Microsoft Office skills, especially Excel and Word
- Strong analytical skills
- Experience with proposal writing, including technical and management sections
- Able to multi-task and handle multiple, parallel assignments
- Excellent verbal and presentation skills
- In depth knowledge of the typical Government Contracting capture and proposal process.
- Evidence of successful capture experience in the target government agency.
- Excellent writing skills.
- Excellent communications skills.
- Effectively interact with colleagues and stakeholders in a collaborative environment.
