Business Development/Capture Manager

The incumbent for this position is responsible for business development/capture management, building customer relationships, and developing and maintaining a three-year revolving pipeline of new contract opportunities leading to the award of new projects and programs for USRA. The BD/CM will have direct responsibility and accountability for significantly contributing to growing revenue for USRA. The BD/CM duties are grounded in widely recognized and accepted industry practices for phases within the new business development life cycle.

Essential Duties/Responsibilities: 

The BD/CM gathers market intelligence to enable their contributions to the development of the Corporate Strategic Plan, and identifying new business opportunities within applicable market segments, strategic customers, and prospects.  Critical to this position is the ability to shape government acquisition strategies for targeted opportunities, in consideration of customer needs, and USRA core competencies and bid criteria.

This position works in collaboration with the VP, Program Development and University Engagement. The BD/CM assesses, establishes, and strengthens relationships between USRA and targeted government sponsors and designs approaches to meeting USRA’s target prospects and customers’ goals, missions, and objectives.  He/she will execute actionable steps and call plans to position USRA with customer stakeholders and coordinate and attend customer meetings, industry events, conferences, and symposiums.

The BD/CM identifies, selects, and initiates relationships with potential teaming partners leading to mutually beneficial teaming agreements that provide exceptional value to meeting customers’ needs.

He/she coordinates with the VP, Program Development and University Engagement, VP, Science and Technology, and relevant functional Directors to secure subject matter expert (SME) resources from Contracts, Finance, HR, IT departments, and consultants to form the Integrated Project Team (IPT) to develop discriminating win themes and proposal strategies for winning technical and management proposal offerings.

He/she develops and documents the Capture/Win Plan, briefs the executive team on the proposal’s status, and creates and leads Gate Review presentations to internal stakeholders, to arrive at Bid/No Bid decisions.  

The BD/CM works with senior management to ensure proper resources are allocated for the proposal and delivery effort.  They are responsible for a seamless transition from the capture phase to the proposal stage.

As required by customer RFP instructions, he/she contributes to the development and rehearsal of the oral presentation.

He/she oversees post-proposal activities, including working closely with the Program and Transition Manager to phase in the new contract, and provides written and oral reports to senior management on capture status, identifying improvements in the capture process, and lessons learned.

Required Qualifications: 

Education:  

• Bachelor’s degree in a technical discipline, engineering, and/or business. Master’s degree preferred.                 

Experience: 

• 10 years of related work experience serving in business development/capture management or technical program management roles within the federal government contracting arena.

Knowledge, Skills & Abilities:  

Attributes:

• Self-starter, with the ability to proactively work autonomously to complete tasks. 
• Proven success and network of contacts with one or more of the following government agencies with a particular focus on DoD: NASA, NOAA, EPA, NSF, DOE, FAA and DoD.
• Awareness of government and industry developing priorities, programs, and trends to help anticipate areas for future growth.
• Demonstrated experience in scientific and technical areas related to Earth system science and applications preferred.
• Ability to use cross-organizational knowledge and network to develop new opportunities.
• Excellent team building and networking skills, with proven ability to manage high-performing professionals.
• Ability to multi-task and manage multiple efforts simultaneously.
• Strong interpersonal skills and the ability to interact effectively with others.
• Excellent written and oral communication skills, including the ability to speak in public forums.
• Excellent organizational skills, meticulousness, and proven ability to work independently and as part of a team.
• Knowledge of business development/capture management and technology that supports innovative technical solutions identifying and responding to written formal procurement opportunities.
• Ability to develop opportunity pursuit strategies, win themes, technical discriminators, and ability to communicate effectively with technical leaders, procurement/legal principals, architects, and business leaders.

 Technology:

• Proficiency in Microsoft Office and its applications.
• Experience working with Proposal Management Systems; e.g. Teams and SharePoint
• Strong technical acumen

Working Conditions: 

This role routinely uses standard office equipment such as computers, phones, photocopiers, etc. Extensive online usage. While performing the duties of this job, the employee is frequently required to sit, and use their hands. Keyboarding for large time spans each day will be a significant part of this position. 

Telecommute: Washington, DC, or close proximity to current/potential customers preferred; remote possible

Travel: Up to 25% 

Applicants should apply to the posting at USRA Careers and include a letter of interest, resume, or curriculum vitae. 

Additional information on USRA can be found at http://www.usra.edu  

USRA is an Equal Opportunity Employer: Minorities / Females / Protected Veterans / Disabled / Sexual Orientation / Gender Identity.

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