Job Description
Duties and Responsibilities
- Direct business development efforts for all U.S. Government opportunities, including the military, federal agencies, and state agencies (e.g., National Guard).
- Identify, qualify, target, and win new government business opportunities, leveraging established relationships and forging new connections.
- Develop, update, and execute program capture plans, including formulating winning strategies.
- Familiarity with Shipley, Holden, Target Account Selling, or other strategic sales methodologies.
- Lead complex U.S. Government proposal planning, including bid and proposal (B&P) costs for new business pursuits.
- Oversee color team reviews and assessments.
- Deep understanding of various contract vehicles and procurement processes, including CRADA, SBIR, and STTR capture programs.
- Knowledge of U.S. Government contract and procurement regulations and requirements, including GSA procurement procedures.
- Collaborate with program management, engineering, production, and product management teams to develop technical solutions that meet customer requirements.
- Estimate return on investment (ROI) and work with the CRO and finance executives to develop competitive pricing strategies aligned with target EBITDA.
- Skilled at presenting to customers and partners; provide business development updates to executives during quarterly Capture Management Reviews.
- Engage closely with prospects, customers, and partners to identify opportunities within the U.S. Government.
- Work collaboratively with the company’s sales team and industry influencers to plan, budget, and execute business development activities, including conferences, trade shows, and symposiums.
- Establish and maintain outstanding customer relationships, acting as a trusted advisor to identify new needs and potential cross-sell and up-sell opportunities.
General Expectations
- Arrive with a strong network of U.S. Government relationships to gain early access to ideas, needs, and requirements.
- Work collaboratively with company managers to foster teamwork and a positive work environment aligned with our core values.
- Demonstrate meticulous and precise diligence in all aspects of research, analysis, planning, and execution.
- Create, communicate, and execute effective capture plans.
- Exhibit excellent verbal and written communication skills.
- Possess a high degree of initiative and intelligence to gather and analyze critical market data to generate results.
- Recognize and capitalize on real-time market opportunities (e.g., Afghan evacuation, Ukraine war, natural disasters) where our products and services can serve humanitarian efforts.
Qualifications
- Education: Bachelor’s degree in Business or a related field (MBA a plus).
- Experience: Minimum of 5 years of U.S. Government business development experience.
- Technical Skills: Proficiency in Microsoft Office Suite and CRM platforms.
- Preferred Background: Prior military, aerospace, or aviation experience is a plus.
Job Tags
Contract work,