Business Development Manager (Senior Capture Manager)

Alexandria, VA
Mar 01, 2021
Mar 08, 2021
Full Time
Job Overview: The candidate must be a self-starter, be self-motivated, and be entrepreneurial. Must possess experience/expertise in US Federal Government (including USACE and DOE procurements) and Commercial Nuclear support functions, contract project management, business development capture, and proposal management. Will serve as the single point of capture responsibility, authority, and accountability to lead, manage, and integrate all necessary activities to produce a discriminating offer design/proposal in response to large, single, and multiple-award contract bids. This role will last throughout the entire lifecycle of an opportunity, from identification to final award past all protests and lawsuits. It requires confident, knowledgeable, and hands-on leadership that works collaboratively with all stakeholders while staying focused on doing what it takes to win. If you are a performer with a healthy winning average, we would like to talk. Very competitive salary, benefits, and win bonus based on defined, quantitative metrics. Job Requirements: Key Responsibilities/Accountabilities: Produce capture efforts, including associated proposals, capable of winning within the context of all customer, contract, and corporate performance parameters and organizational dynamics. Lead and manage the entire capture/proposal process from opportunity identification to contract start (eg, qualification, capture, proposal, ENs, ORALs, FIPR, protests, etc.). Lead and manage all stakeholders (individuals, key people, teammates, working groups, etc.) to produce a discriminating offer compliant and responsive to RFP requirements and customer issues. Present capture plans, gate reviews, and proposal plans to the executive team and receive constructive input to win vs. running the corporate approval gauntlet. Identify customer issues/pain points resulting from direct visits and analytical research of open source documentation/media. Must be able to work well in a team environment with Technical and Management personnel. Shape RFP criteria to benefit APTIM. Formulate teaming strategy, structure, and select teammates based on an analytical assessment of APTIM's strengths/weaknesses against customer issues, SOW/RFP requirements, and competition. This includes writing teaming agreement attachments that define a teammate's scope, SOW, and business deal. Select key personnel/management team members that not only meet RFP requirements but exceed them in a discriminatory manner. This includes negotiating and writing the offer letters. Be actively engaged, at all levels, in developing the price to win based on an analysis of the incumbents winning price and contract performance history, the customers buying practices and recent awards of similar contracts, and the application of common sense game theory per the competition. Direct involvement in designing the technical, financial, and management solutions to address customer issues and associated win themes in the right way and achieve the price to win. Integrate the capture solution components into and across the correct proposal volumes/sections to ensure a consistent, cohesive story while addressing RFP requirements. Write a compelling, concise, and graphically communicative Executive Summary, even if not directly required by the RFP, that makes the customer want to pick us from an analytical and/or emotional basis. This may require many iterations and adjustments as the effort evolves and matures over the capture/proposal process/timeline. Make "all things considered" decisions, based on a net point score tradeoff methodology, that maximize point score and win P. Actively listen to color team debriefs and make any necessary adjustments to the capture plan, offer design, and/or the proposal while also managing the associated personnel/teammate issues/dynamics. Continue to lead and manage the capture effort to make the making the necessary adjustments through the discussion, EN, FIPR, and protest phases, as applicable. Work with the APTIM contract transition and project manager to ensure a smooth and full transference of proposal concepts, ideas, and strategies into contract operations. Manage budgets for own area and allocate resources accordingly Perform additional duties and responsibilities as necessary to optimize win P. Basic Qualifications: A demonstrable track record of capture and proposal management success. Directed the capture and production of Tier 1 government and commercial nuclear proposals ($100M to $1B+) Multiple years of experience in US Federal Government services/solutions and Commercial Nuclear in terms of support service functions, contract project management, and capture and proposal management Minimum Bachelor's degree in science, engineering, or technical discipline from an accredited 4-year college/university Expert knowledge of US Federal Government and Commercial Nuclear services/solutions contracting/buying practices, contract project management, and capture and proposal management. An understanding of the process for baseline planning for the decommissioning of Government facility(s) and Commercial Reactors in the US The ability to effectively move between leadership styles/needs from collaborative and inclusive to decisive and directive. The ability to lead/manage individuals to keep them focused on winning in the context of the bigger picture, vs. a singular functional perspective, and interpersonal dynamics. Willingness to be hands-on and work hard, including research, analysis, and writing. A balanced skill base of analytical capability, creative intuitiveness, and common sense. Ability to build and lead diverse teams, both large and small, through the storming, norming, conforming, and performing cycle to produce winning proposals. The ability to sort through, prioritize and concisely present a large quantity of data, material, etc., which is often confusing and contradictory. The ability to integrate all customer, contractual, capability, and business aspects of an offer in a manner that maximizes win P. Excellent oral and written communication skills, esp. at an executive briefing level. Leadership position(s) in energy, environmental, public service, engineering and/or program and construction management professional/industry association committees, boards, etc.

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