JOB SUMMARY

The VP BD is responsible for identifying, developing, and winning Federal business opportunities across all service lines with a focus on Construction Management, Infrastructure Resiliency, and Professional Services.  VP BD will lead and manage the opportunity from opportunity identification to award. and works closely with Division Managers, BD, Marketing, Bid and Proposal, and Procurement Teams to create, coordinate, lead and implement capture plans and oversees bid strategies, pricing, teaming and proposal strategies. The VP BD will manage the transition from opportunity qualification through the proposal process where the opportunity is won or closed. The VP BD identifies the resources required to pursue a bid, establishes any infrastructures processes and plans necessary and manages their execution. This role will involve business travel for selected conferences and client meetings.

CHALLENGES, TASKS AND PERFORMANCE OBJECTIVES

The Capture Manager’s performance objectives for their first 12 months are:

• Add 2 projects and $20M in direct contract awards from existing customers and new markets;
• Add $200M of capacity from MATOCs annually; and
• Cultivate new and existing customer relationships in both DoD and Federal civilian agencies such as DoS, DoI, and DHS, and NASA.

Challenges include adapting to an everchanging business environment.

DUTIES AND RESPONSIBILITIES

The duties and responsibilities of this position include, but are not limited to:

• Develop initial Strategic development Plan for CM/PS sectors and update regularly to reflect industry trends
• Maintaining identified pipeline in CRM system
• Leading, managing, planning, and formulating winning capture strategies, and obtaining the resources necessary to execute the capture plans for GSI Family of Companies Federal Business Development Process:
  • Marketing – Utilize client and JV partner interactions to market GSI Family of Companies services and capabilities;
  • Opportunity Identification - ID Opportunities through business networking, use of business intelligence services, client visits client open houses, attendance at trade organization conferences and meetings;
  • Enter/maintain identified opportunities in CRM System
  • Positioning for Opportunities – Creating a winning team with formal teaming or joint venture relationships; and
  • Prepare proposals – work closely with the proposal team and to create winning technical and price proposals.
• Directing and managing the capture process for assigned pursuits, including the development and coordination of Win Strategies.
• Identifying the resources required to pursue bids, establishing any infrastructure required, processes and plans necessary, and managing execution.
• Identifying required strategies to increase Win potential.
• Determining B&P budget required to capture an assigned opportunity.
• Preparing, coordinating, and presenting reviews to senior management of GSI Family of Companies.
• Directing proposal development activities and providing leadership and guidance to the proposal team.
• Guiding the development of pricing strategy.
• Reviewing and approving proposal documents/material (i.e., outlines and writing assignments) prior to Pink and Red Team reviews.
• Leading and supporting applicable continuous improvement projects across the processes.
• Undertaking any other activity as reasonably requested by management.

MINIMUM QUALIFICATIONS, SKILLS, AND EDUCATIONAL REQUIREMENTS

Qualifications

• Possess client relations that can be leveraged to capture business.
• At least five years experience in BD/Capture efforts for DoD, Infrastructure  Resiliency, and/or Federal Civilian Agency projects worth at least $10M.
• Proven ability to lead complex teams consisting of matrix support and teammates in order to successfully prosecute strategic opportunities.
• An accomplished sales/business developer who understands business development, capture, project management, contracts and proposal developments and the 8a direct award process
• Demonstrable knowledge of formal capture processes and their application to wining campaigns.
• Ability to work at the strategic and “big picture” level.
• Knowledge and experience of contemporary business systems.
• Good commercial awareness.
• A hands-on manager with excellent analytical, written, and oral communication skills.
• Working knowledge of government and military contracts.

 

 

• Strong analytical skills both quantitative and qualitative - with the ability to recognize trends and perceive connections among information of different types and sources.
• Proven project management skills, including demonstrated ability to schedule, manage, and accomplish winning campaigns on-time.
• Proven ability to meet deadlines and follow-through independently.
• The ability to assimilate large amounts of data and develop proposals, strategies and business presentations.
• Excellent time management and organization skills.
• Ability to build effective working relationships and communicate concisely and appropriately at customer, teammate and internal organization level.
• Proven ability to engage and motivate a diverse group of Engineers, Project Managers, Consultants and Subcontractors in proposal writing efforts.
• Excellent communication skills, both written and oral.
• Exceptional facilitation, presentation and influencing skills.
• Excellent computer and Internet skills including Microsoft Office and Internet research with advanced, Excel and PowerPoint skills are preferred.
• Gently assertive, respectful, proactive and driven.
• High level of interpersonal skills.
• A team player that encourages and fosters teamwork.
• Flexible, adaptable and pragmatic.
• Ability to achieve results with matrix teams.
• Demonstrate the ability to take people with them.