Job Description:
The Federal Sales and Operations Sector within AVI-SPL is seeking a Business Development (BD) Manager to help us develop a winning programmatic business capture strategy focused on DOD Program Office and Defense Contractor sector, to include Mid-Tier and Large Systems Integrators. Primary focus is alignment with DOD BD teams within the defense industry.
In this role, you are expected to thrive in an environment where you are responsible for the management and execution of the full BD life cycle process across multiple simultaneous pursuits and proposals in a high-paced environment. You are expected to identify gaps and emerging requirements, perform market and economic analysis, conduct business intelligence, create and execute formal capture plans, and monitor competitor activity. You will develop the overall BD strategy, as well as internal and external partnerships and associated marketing campaigns. You will collaborate with a team of business development and sales professionals, including proposal and capture managers, BD leads and analysts, to achieve short and long-term business development goals. You will maintain a healthy pipeline of opportunities and execute cost-effective win strategies to achieve annual financial objectives. Essentially, you will drive AVI-SPL’s Federal Government Sector’s expertise into new and evolving mission areas with emphasis on programmatic business attainment.
Primary Responsibilities
- Reports to the SVP of Sales and Operations to support overall strategic planning and linking pursuits/capture activities which support the business development metrics for awards, submits, and pipeline growth.
- BD market focus, NE & SE Regions aligning with direct DOD end users and LSI’s
- Identify, develop and position AVI-SPL to successfully secure new DOD programmatic business
- Identify, develop, and implement near-term and long-term business strategies that provide the business an opportunity to grow revenue in the DOD market.
- Other business development activities, such as identifying new business/market opportunities to determine if such activities are in line with the organization's overall strategy and vision.
- Continuously monitors the market to keep track of competitor developments and their impact on market share.
- Participates in business planning activities, to include biweekly pipeline reviews, bid agenda development, opportunity collaboration sessions and gate reviews, black hat sessions, win theme and discriminator workshops, and proposal writing and reviews.
- Manages the BD pipeline, recommending priorities and resource allocation
- Establishes and measures progress with the operations’ priorities and annual operating plan targets for qualified pipeline growth, win rates, submits and awards.
- Coordinates with AVI-SPL’s teams who perform emerging technologies in other markets.
- Coordinates meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
- Develops and supports strategic partnerships with industry leaders, driving innovation and new business opportunities.
- Represents AVISPL’s Federal Government Sector in the industry through participation in industry-related organizations, conferences, and panels.
Basic Qualifications
- Bachelor's degree and at least 7-10 years of related experience or master’s degree with 12+ years of relevant experience
- 7+ years of experience winning strategic Defense Programs
- Proven track record of successful capture and pipeline management across multiple defense organizations and program offices at a variety of acquisition sizes
- Experience working directly with Defense Program Offices
- Experience with Government/DoD budget, investments, contracts, and acquisition processes
- Demonstrated access to key government customers and industry partners
- Travel as required 20% -25% per month.
- Demonstrated working knowledge of the Federal Acquisition Regulations (FAR) \ DFAR
- Ability to use automated tools such as Microsoft Office to present ideas, information, and reports and customer relationship management to track opportunities and manage pipeline
Preferred Qualifications
- Accomplished and fiscally oriented leader with experience as business developer, capture manager, and business strategist.
- A technical degree is highly desired. Advanced degree preferred.
- Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions, to respond to and win business with new and existing customers
- Ability to gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with senior management, technical staff, and peers across AVI-SPL
- Currently hold or ability to obtain a TS and/or TS-SCI clearance
Compensation: Base salary plus bonus incentive tied to achieving BD performance metrics
Pay Range: The AVI-SPL pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreement (if any), or other law
