Client Development Manager

Alexandria, VA
Jun 07, 2023
Jul 06, 2023
Full Time
Job Summary

Aptive is seeking a Client Development Manager to join the Client Development Team. As an experienced Client Development Manager at Aptive, you will lead the identification, qualification and bid of opportunities to secure new contracts across multiple Federal agencies in the Health and Health IT markets. The successful candidate will be responsible for leading the business development creation of Health/Health IT Call Plans and Pipeline as well as lead the capture efforts for new business initiatives. The candidate must be experienced in securing large scale contracts as a capture manager and possess the skills and experience to lead and inspire the members working on pursuits. The candidate will also have demonstrated success in gaining awards, and growing revenue, focused on multiple opportunities in the $10 million range or larger.

This role requires the ability to support the pursuit of multiple, simultaneous qualified opportunities in a collaborative environment and provide process leadership to capture strategic business opportunities. Capable of executing all aspects of the Capture Plan and Capture/Proposal process, the Client Development Manager is fully responsible and accountable for all capture activities from identification through contract award and transition.

In addition to supporting the developing of compliant, responsive, and compelling proposals, you will be expected to contribute to improving operations and delivery for the growth group by identifying areas for improvement and leading initiatives to improve and facilitate processes and best practices as we continue to grow.

This is a remote position, but we prefer a candidate within the NCR for frequent vistits to Aptive HQ in Alexandira, VA.

Primary Responsibilities

  • Work in a collaborative manner, with the Aptive solutions, pricing, contracts, the line (Delivery Operations) and proposal operations organizations to create solutions responsive to the customer needs.
  • Utilize Aptive's capabilities and insight on existing work; assist with the teaming with the right partners; assessing the viability and relevance of Aptive's past performance and key personnel and develop innovative and compelling solutions to meet customer requirements.
  • Capitalize on the company's established range of service offerings for Federal customers, all delivered via industry best practices and processes. Develop strategies with the respective capture pursuit.
  • Coordinate with proposal development; contracts; pricing and oversee bid completions.
  • Utilize a disciplined approach to lead the capture process and to progress the PWIN and mature the capture of the targeted opportunities.
  • Lead and negotiate teaming agreements and strategic alliances.
  • Work with the Solutions team to develop competitive solutions that meet customer requirements.
  • Translate requirements into robust win strategy, carefully tested and validated, and advances strategy to management and technical design with strong value proposition and differentiated bid elements based on compelling features and benefits.
  • Identify gaps and develops strategies to overcome weaknesses and mitigate risks.

Minimum Qualifications

  • Bachelor's Degree and at least 8 years of business development and/or capture, management experience.
  • Evidence of a successful track record producing high quality, high scoring, and winning programs, projects, and proposals.
  • Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with diverse group of managers, industry leaders, and government key stakeholders.
  • Strong leadership skills with an ability to coach, lead, motivate and influence others to support corporate goals and objectives to produce a winning proposal within budget and schedule constraint.
  • Excellent writing, organizational, and communication skills.
  • Ability to work in high stress, high paced environments to meet deadlines.
  • Ability to manage multiple projects simultaneously.
  • Ability to work with multi-faceted and often geographically disparate teams.

Desired Qualifications

  • Experience successfully identifying and establishing mechanisms to enable greater team productivity, efficiency, or improved service delivery across various phases of the opportunity lifecycle.
  • An understanding of Information Technologies being deployed in the Federal Space to include Cloud migration and operations, Agile Development, Infrastructure modernization, and Cyber Security.
  • An understanding of Federal Healthcare drivers and technologies such as Electronic Health Records, Claims processing and payment, and Federal standards and mandates.
  • Proven leadership skills in developing, organizing and executing significant capture activities, including building industry teams, assessing win probability and ensuring timely execution of customer call plans to win business with new and existing customers.
  • Knowledge of BD and capture management process including the development of Management, Technical and past performance approaches, cost volume management, teaming, pricing strategies and competitive assessments
  • Ability to understand profit and loss calculations and basic business finance.
  • Ability to help formulate winning technical, management, past performance, cost and orals presentations strategies
  • Familiarity with Federal contracting market frequently used resources and information sources to gain insights into potential opportunities.
  • Working knowledge of major federal contracting vehicle (e.g., GSA, OASIS, VA T4NG, VA IHT, CIO-SP3/4 and other GWAC/IDIQ vehicles terms and conditions).
  • Working knowledge of FAR and DFARs.

Client Information

Reporting to the Vice President, Client Development, you will play a key role facilitating and enabling Aptive's identification and pursuit of qualified opportunities - aligned to corporate strategy - throughout the opportunity lifecycle. In this position, you will collaborate with Aptive experts and team members to support Federal opportunities throughout the opportunity lifecycle including transition to service delivery and execution.

The Client Development group is an existing team focused on supporting the organization achieve long-term and short-term business growth goals, provides business development, capture and proposal management, technical writing, strategic pricing, and graphic development support services across the organization and is responsible for establishing and enforcing governance/standards and performance reporting that must evolve as the company continues to grow.

About Aptive

Aptive is a modern federal consulting firm focused on human experience, digital services, and business transformation. We harness creativity, technology, and culture to connect people and systems to impact the world. We're advisors, strategists, and engineers focused on people, above all else.

We believe in generating success collaboratively, leaving client organizations stronger after every engagement and building trust for the next big challenge. Our work inspires people, fuels change and makes an impact. Join our team to be part of positive change in your community and our nation.

EEO Statement

Aptive is an equal opportunity employer. We consider all qualified applicants for employment without regard to race, color, national origin, religion, creed, sex, sexual orientation, gender identity, marital status, parental status, veteran status, age, disability, or any other protected class.

Veterans, members of the Reserve and National Guard, and transitioning active-duty service members are highly encouraged to apply.

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