Business Development and Capture Director (HHS/ CDC)
Company: Sparksoft Corporation
Location: Columbia
Posted on: June 25, 2022
Job Description:
Job Summary:The Business Development and Capture Director
assists in achieving Sparksoft's Centers for Disease Control &
Prevention (CDC) contracting growth goals by leading sales
activities and the full lifecycle of business development and
capture from researching, tracking, and qualifying new
opportunities to building relationships with current/prospect
clients and strategic partners, and overseeing all bid activities
to ensure quality, compliant and compelling proposals are submitted
on time. The ideal candidate is a proven leader with established
client relationships and intimate knowledge at HHS proper in one or
more of the following Operating Divisions (OpDivs) particularly
with Centers for Disease Control and Prevention
(CDC).Responsibilities:
- Provide sales and marketing support to meet growth targets for
the CDC account throughout the agency.
- Maintain a qualified pipeline that consistently generates new
revenue. Provide real-time updates in Sparksoft's CRM system and
during pipeline review meetings for intel sharing across BD
team.
- Practice mature BDLC via CRM and disciplined gate reviews for
data-driven decisions on IDIQ, BPA, TORP, RFP, RFI, SSN, etc.,
responses.
- Manage and execute capture activities, along with technical
solution and proposal content development.
- Enhance corporate brand through marketing to position the
organization favorably with prospective staff, partners and
customers.
- Foster trust and rapport with the customer and partners by
understanding driving factors and pressures. Establish strategic
relationships with key industry partners and client decision
makers.
- Identify opportunities for growth and contribute to
meeting/exceeding all corporate targets and recompetes.
- Conduct market research and client development activities to
gather intelligence, promote Sparksoft's capabilities, and
facilitate opportunity identification and bidding process.
- Drive unsolicited sales opportunities through specific solution
presentations and building relationships with government
stakeholders.
- Monitor Sparksoft's contract vehicles and procurement sites to
identify and create a robust pipeline of existing and future
contracting opportunities.
- Evaluate and qualify solicitations and lead opportunity briefs
to facilitate bid/no bid gate reviews.
- Participate in creating a winning capture strategy for each
opportunity including informing price to win strategies,
researching competition, selecting teaming partners and
subcontractors, identifying and proposing key personnel, developing
a staffing model, etc.
- Lead proposal kickoff meetings and facilitate flow of
competitive intelligence with all partners.
- Collaborate with other SMEs to solicit capture information and
develop win themes and differentiators that clearly articulate a
winning strategy, compelling solutions and a convincing executive
summary.
- Manage all staff involved in the proposal development process.
Provide detailed guidance to bid teams, subcontractors, and other
proposal contributors to obtain quality writing assignments and
pricing on time. Identify and track proposal risks and coordinate
escalation and resolution.
- Leas proposal color team reviews, editing, illustration, and
final proposal production efforts to ensure compliance, clear and
concise writing, and consistent "one-voice" style for a polished
finish.
- Participate in industry days, conferences, and other trade
shows to cultivate HHS contacts and strategic partners
relationships.
- Contribute to the development and continuous improvement or
business development and proposal management processes, tools,
templates, and library.
- Ensure all key performance metrics, including qualified
opportunities, submission rate, win rate, revenue generated,
customer satisfaction are monitored and maintained on a regular
basis.
- Conduct after action reviews with all business opportunity
capture participants to document lessons learned and identify
necessary adjustments to capture technique, strategy, and
actions.
- Execute and manage purchase requisitions of tools, training,
and other consulting resources to support BD activities.
- Assist recruiting/HR with identifying strategic hires,
interviewing, and training new resources.
- Adhere to all corporate policies and processes, including
timelines and milestones.
- Utilize highly persuasive communication skills for online
facilitation, public speaking, and presentations.
- Earn trust and respect from management, peers and partners
through consistently transparent and honest communication.
- Grow HHS, BD and capture expertise by attended industry events,
seminars and conferences.Required Skills:
- 5+ years hand-on experience in government contracting, business
development, and capture.
- 3+ years' experience solutioning and writing proposals for
HHS/CDC bids.
- 3+ years technical experience with proven development of Health
IT solutions.
- 3+ years program management experience and weekly client
interaction at HHS/CDC.
- Advanced knowledge of HHS/CDC data, policies, applications,
programs, stakeholders, operations, contractors, competitive
landscape, challenges, vision, buying preferences, etc.
- Familiarity with Federal Enterprise Architecture, HHS/CDC
Technical Architecture and Authorization to Operate standards,
models, tools and processes
- Experience with Shipley BDLC best-practices and
industry-standard pipeline management CRM tools.
- Outstanding written and oral communication skills with proven
abilities to develop high quality, winning proposals.
- Proven ability to analyze target opportunities against
organizational capabilities to continuously refine and qualify the
pipeline.
- Must have strong partner value proposition valuation and
negotiating skills.
- Superior Project Management skills to manage multiple,
concurrent projects, shifting priorities, tight deadlines, and
coordinate multiple parties to achieve a common objective, while
managing risks.
- Patience and people skills with ability to work in a
time-sensitive environment to achieve effective progress,
anticipate problems, and meet all deadlines.
- Demonstrated working knowledge of U.S. Government contracting
processes, including FAR.
- Understanding of contract types such as FFP, T&M, CPFF,
etc, as well as GSA Schedules and GWACs, IDIQs, BPAs, etc---
- Experience with executing contracts such as NDA, Teaming
Agreements, CTA, JV/MPP, MSA, 1099 consulting agreements,
subcontracting agreements, etc, with meticulous attention to
details in terms and conditions, and risk assessment.
- Proven track record in managing and motivating cross-functional
proposal teams using proven processes, including strategic
planning, market analysis, competitive intel, teaming, Pwin and PTW
analysis, and proposal development lifecycle.
- Understanding of Federal market, trends, competitive pressures,
and regulatory constraints.
- Ability to work independently with minimal supervision, be a
team player, and be well organized and efficient with excellent
judgment, problem-solving and decision-making skills.
- Exceptional marketing and presentation skills to articulate
solutions and garner buy-in from various internal and external
stakeholders.Leadership Attributes:
- Ability to work effectively across multiple disciplines with a
strong, open, and collaborative leadership style.
- Confident, self-starter, proactive - skilled in taking
initiative, assessing requirements, coming up with plans, and
taking the lead in making plans reality.
- A high level of energy with a results-driven attitude in a
fast-paced environment.
- Demonstrates a high degree of adaptability, comfortable in
establishing new directions, managing rapid change, and trying
different approaches to deal with uncharted territories.
- Possesses excellent interpersonal skills to build and maintain
positive, productive relationships with peers, colleagues,
managers, consultants, and clients.
- Comfortable and experienced operating in an outcome-oriented
environment.
- Experience working in a small business and wearing multiple
hats.Education/Years of Experience:
- Bachelor's degree in technical writing, business
administration, engineering, computer science, IT, or
equivalent.
- Master's degree in Business Administration or Management is
preferred.
- Certification as a PMP, Agile, or SAFe, or a relevant technical
certification is desired.
- Experience as a sales representative or member of a capture
team, in a leadership capacity.
Keywords: Sparksoft Corporation, Baltimore , Business Development and Capture Director (HHS/ CDC), Executive , Columbia, Maryland
Didn't find what you're looking for? Search again!
Loading more jobs...