This position will be responsible for:
- managing/improving the day-to-day operational performance, efficiency, and profitability of the enterprise.
- participating in the business development efforts – including proposal management.
The ideal candidate for the position will have established relationships with key program and procurement personnel within US Federal agencies and prime contractors, as well as a successful history of revenue generation through the capture of information technology services engagements.
CORE RESPONSIBILITIES
- Manage the day-to-day operations of the business, including contract administration and oversight
- Handle all personnel performance-related matters at Corporate & government/client sites in a professional, judicious manner
- Collaborate with CFO and Director of Contracts in maintaining financial profitability of existing contracts
- Play a significant role in long-term, strategic business planning with the Executive Team
- Coordinate and support teaming and subcontracting arrangements with partners
- Focus on hunting/winning new business; aggressively build, manage, and report on sales pipeline
- Articulate MILVETS value proposition and develop messages that resonate with potential customers
- Collaborate effectively across the organization to develop winning strategies
- Support all aspects of capture appropriately, including proposal development, to ensure a win
- Other duties as assigned
PERFORMANCE OBJECTIVES
- Research, identify, and pre-qualify opportunities to build the sales pipeline
- Prepare/Present to the Executive Team a compelling case for moving well-qualified opportunities into the capture stage
- Lead the capture process for multiple opportunities, including the following actions:
- Continually collaborate with senior Management on the development of solutions that meet prospect/customer needs
- Develop a deep understanding of the customer program including details of work, customer “hot buttons”, current challenges, plans, priorities, preferences
- Assess our strengths, weaknesses, and risks compared with our competitors
- Develop and carry out strategies to improve competitive position
- Work with PMs to engage support from technical personnel as needed
- Work actively to influence customer decision makers regarding contract type, competition type, etc.
- Develop solution recommendations and refine with customer decision makers
- Assess partnering needs and options, evaluate potential partners, and make recommendations to Executive Team
- Make pursuit recommendations to the Executive Team
- Support proposal development, including the following actions:
- Transfer opportunity information and customer understanding to the proposal team
- Participate in the review of proposal materials
- Coordinate with incumbent employees and evaluate candidates for key positions
- Coordinate with partners
EXPERIENCE AND CREDENTIALS
- Bachelor’s degree; MBA is ideal
- 10 or more years of full lifecycle business development experience - lead generation, qualification, capture, teaming strategies, and proposal development support; 5+ years of IT professional services industry experience
- Deep experience calling into highest levels of Federal government agencies and prime contracting companies
- Proven track record of identifying/closing new business
- Demonstrated knowledge of federal acquisition roles, processes, and regulations
- Experience working on government proposals, adhering to a formal capture and proposal lifecycle process
- Exceptional communication, networking, and presentation skills; team player, with an engaging personality
- Ability to multi-task and meet tight project deadlines; willingness to work extra hours when necessary
- Ability and willingness to regularly travel to customer sites, including overnight, out-of-town travel
EXPERIENCE AND CREDENTIALS – DESIRED
- Experience within one or more of the following federal departments: DoD, Intel, or Civilian Agencies
- Experience with Customer Resource Management (CRM) tools
- Knowledge of the Shipley Capture Methodology
- Proficiency with standard office software including Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
