Vp, Business Development

The Applied Professional & Technology Solutions (APTS) Business Area focuses on providing environmental consulting, geospatial services, data collection, 3D virtual environments, remediation, security, and professional services mostly to the federal government. They are looking for a Business Development Leader to collaborate and strategize with the Market Sector Leaders to develop, establish, and maintain strong client relationships, foster and implement capture management, encourage strategic partnerships, support and enhance strategic planning, and perform other associated Business Development functions for APTS.

Someone with a strong network in the federal government and a pulse on the market is needed to win larger projects successfully. The group currently has several hundred people and generates more than $60M in revenue, with plans to double in size in the next five years.

It is an opportunity to work with an evolving mid-sized company poised for significant growth and to be a member of the business leadership team leading the charge.

Responsibilities:

• In consultation with the Business Area Executive, manages the new and re-compete pipeline.
• Leads account strategy and BD activities including market assessment, opportunity identification and pursuit maturation.
• Assists in go/no-go decisions, competitive landscape, customer qualification, capture process, and all aspects of the winning strategy.
• Provides management, QA, and compliance with Customer requirements for capture efforts.
• Staff capture and bid efforts in concert with relevant operations personnel.
• Leads data analysis, reporting, and knowledge management informing business strategies.
• Supports training efforts to build capacity of BD across the Business Area (BA).
• Develops and cultivates relationships with Customers, partners, and key teammates, project managers, technical specialists, and subject-matter experts to contribute the technical solution designs, reviews, and analyses of proposals and Business Development strategy within the BA and MS.
• Serves as the “Voice of the Customer” in the company’s solutioning efforts and the performance of contracting requirements.
• Provides a comprehensive understanding of the missions of the respective agencies and their cultures, organizational components, leadership, major programs, and challenges.
• Leads target Agency / Customer strategic planning and positioning with the full support of the company infrastructure that includes capture management, proposal development, and management, subject matter expertise covering a broad range of portfolio capabilities, including “cross-selling,” a full complement of the company’s services.

Specific Skills / Experience / Education

• Preference for a skilled Professional with current federal experience, strong Business Development, and proven proposal management skills.
• 5+ years' demonstrated success working in a BD role in the Federal market, preferably in environmental and professional services markets.
• Capture experience with major federal acquisition vehicles.
• Exceptional relationship building/relationship management skills to establish rapport, trust, and confidence with both the client and in-house operational teams.
• Excellent written, oral, and interpersonal communication skills.
• Detail-oriented and able to adapt to a changing environment.
• Energetic, enthusiastic, organized, and self-starter.
• Due to the nature of the work, US Citizenship is required.
• Professional licensure (PE, PG, CHMM, CSP, CIH) or certification (PMP, CPSM,) a plus.
• Business travel is required.
• Must be authorized to work in the US or will be authorized by the successful candidate's start date.

Ideal candidate will have experience with ONE more of the following:

• Leading all opportunity development and customer alignment activities on specific qualified opportunities
• Managing the process of capture like a project
• Developing the opportunity/capture plan
• Forming and possibly leading the core pursuit team
• Determining and prioritizing customer hot buttons and issues
• Assessing competitive position
• Identifying discriminators, win strategy, solution set, and Price-to-Win targets
• Initiating teaming agreements and small business plans, as needed
• Actively participating in key Decision Approval Gates
• Facilitating and assessing lessons learned
• Assisting proposal writers/managers in organizing the proposal team
• Collaborating on proposal planning, and development - help craft the sales message
• Ensuring price, management, and technical volumes are consistent