Vice President of Federal Business Development & Capture Mgmt, Remote, DC area
DescriptionThe Vice President of Federal Business Development and Capture Management leads Kepro's revenue generation and business development efforts for the federal government healthcare sector. Understanding federal healthcare initiatives, programs and budgets that create the largest opportunities for Kepro, the Vice President of Federal Business Development and Capture Management plays a critical role generating new revenue streams and achieving the organization's business development and revenue goals.Note: This is a remote role, but you must be based in the Washington, DC area.Candidates - please take note. Kepro holds significant contracts with the federal government. As of December 8, 2021, Kepro will require its employees to be fully vaccinated against COVID-19 as required by Executive Order 14042. New hires must be fully vaccinated as of their start date and provide proof of vaccination during the onboarding process. Medical and religious accommodations are available to those who qualify.Position OverviewReporting to the Senior Vice President of Business Development, the Vice President of Federal Business Development and Capture Management will havedirect accountability for all aspects of pipeline identification, opportunity qualification and development, positioning, and capture of business within the federal government healthcare sectors. Focused on driving the adoption of Kepro's solutions in large federal health agency programs, she/he knows and can leverage contacts in the agency community and associated channel partner community.This position is a key member of the business development team and works closely with leadership to develop and execute on strategic initiatives and overall outcomes.Collaborate with executive leadership to formulate and execute the federal government healthcare growth strategy to achieve overall business objectives and profitable growth.Execute short- and long-range plans and programs, to meet or exceed revenue/profit targets, ensuring product expansion for federal markets are in line with company strategic growth goals. Includes generating business plans, providing input for the P&L forecasting effort, and evaluating the competitive landscape.Develop and manage federal government client and associated channel partner organizations relationships at executive and legislative levels that provide early business intelligence, help shape the scope of opportunities and identify where emergency/sole source or schedule-based procurements may be possible.Drive relationship-building process at multiple levels with contacts among federal agencies, private corporations, and consulting organizations to identify, develop and obtain business.Enhance customer relationships to monitor satisfaction and identify new business opportunities.Manage relationships with other organizations to expand the client base for current product lines. Coordinate business development efforts/strategies with product experts in other vertical organizations to provide comprehensive business development solutions to customers. Participate in the research, analysis, and monitoring of financial, technological, and demographic factors to capitalize on business opportunities and to minimize the effects of competitive activity.Represent Kepro at industry trade or professional associations to identify, develop and promote positive business relationships and opportunities for business ventures.Coordinate with staff directly and indirectly engaged in business development activities.Work with proposal team staff to prepare high quality RFP responses.Work with other members of the executive team to develop and implement new Business Development strategies that provide growth in the company's core business.Develop and demonstrate a clear understanding of the market, Kepro's service offerings, competitors, partners, and key trends and factors influencing the market.Recommend improvements and new services offerings to maximize Kepro's federal market presence and capabilities.Knowledge, Skills & AbilitiesExpertise taking complex analytical problems and breaking them down into manageable steps.Highly developed analytical, critical thinking and problem-solving skillsShare responsibility for key decision making with a team, while accepting responsibility to drive internal decision-making process.Proven ability to work effectively in a fast-paced, cross-functional environment.Identify and document key issues and client information in a timely, comprehensive yet concise manner. Communicate effectively orally and in writing with all levels of personnel, effective interpersonal communication skills with the ability to listen as well as convey available product information, and a positive and dynamic approach to meeting client needs and challenges. Travel frequently, on short notice and for varying durations.Qualifications10+ successful years in various capture management and business development roles in the health care industry, with deep knowledge of federal government health care programs Experience identifying, developing leads, negotiating, winning contracts, and implementing relationships, and with the VA, CMS, GSA, DoD and other federal agenciesTrack record executing business development plans that generate significant revenue, year over year. 5+ years' experience in federal government contracting, including both technical and business proposal development.Proven track record assisting senior management in selecting market segmentation and product focus.Bachelor's degree required; MBA preferred.