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Position Description Summary
APT is seeking a high-performing and proactive Senior Growth Specialist focused on Department of Defense (DOD) opportunities in Huntsville, AL but other locations may be considered. This role will report to the executive council and work closely with various APT teammates, Division Managers, and executives as well as supporting other Business Development, Proposal, and overall Capture efforts as requested.
About APT: APT is an employee-owned engineering services company specializing in conducting safety analyses for the U.S. Government. APT offers competitive salaries, advancement opportunities that match your professional development interests, and excellent benefits, including being voted the best place for working parents. Our employees are owners, each sharing in the commitment to deliver safe, reliable, and innovative Analysis, Planning, & Test Solutions and services that exceed expectations, build employee pride of ownership, and optimize shareholder value.
Essential Functions:
- Capture Management: Lead DOD opportunities from early discovery and identification to detailed assessment and capture decision gate reviews, and all the way through to contract award; managing bid strategies, teaming, and overseeing the development of technical, management, and cost strategies, including associated proposal volumes.
- Lead Generation: Identify leads and new business opportunities by leveraging past relationships/accounts.
- Information Gathering: Conduct opportunity and information searches using tools such as FPDS, GovWin, Customer Forecasts, DACIS, and other open sources.
- Customer Alignment: Develop a strong understanding of both customer issues and APT capabilities to align services to customer needs. Map solutions to customer needs and requirements.
- Opportunity Identification: Identify and qualify new business opportunities, lead the capture process, and structure bid teams, including developing win strategies, price-to-win, and proposal development.
- Teaming and Partnerships: Identify the need for, or benefits of, teaming partners and oversee required agreements. Develop teaming strategies, negotiate teaming agreements, and foster relationships internally and with teammates and government stakeholders.
- Customer and Market Engagement: Lead DOD capture efforts, including initiating agency/customer contact, identifying and analyzing qualified opportunities, gathering competitive intelligence, and conducting gap analysis.
- Win Strategies: Determine and articulate the most likely requirements to win opportunities, including developing solutions, win strategies, themes, and discriminators.
- Communication: Clearly communicate with decision-makers in gate reviews and with team members.
- Capture Strategy and Team Oversight: Provide capture strategy, pricing, and team oversight for DOD opportunities.
- RFI Development: Develop strategies and responses to Requests for Information (RFI).
- Proposal Development: Formulate compliant, responsive, compelling, and solution-focused proposals in collaboration with the Proposal Manager and proposal team.
- Presentations: Prepare and present capability statements and other new business information presentations.
- Other Duties: Perform other duties as assigned.
Required Experience/Education:
- BS/BA required in Business Administration, Business Management, or a related degree (4 years of additional experience in lieu of a degree will be considered)
- Marketing Associate's degree or minor is a plus
- 7-10 years of business development/capture experience focused on DOD
- Proven capability to act as a Capture Manager for various pursuits up to $500M
Skills:
- Effective oral, written, & presentation skills
- Ability to build and maintain productive relationships across customers, industry, and internal teams
- Experience using GovWin
- A track record of at least two (2) wins a year
- Shipley certification & a solid understanding of the Shipley proposal methodology
- Strong understanding of the DOD procurement lifecycle (RFPS, RFIs, RFQs, Sources Sought, unsolicited proposal responses, capability statement development, and gate development/presentation)
- Working knowledge of DOD procurement processes and DOD Federal Acquisition Regulations (DFARs)
- Existing DOD network to build upon for teaming and company growth
- Knowledge of military/federal acquisition models, practices, and techniques
- Practical knowledge of Project Management
Security Clearance Requirement:
- Must possess and be able to maintain a SECRET security clearance
Work Environment:
- Office environment
- Requires ability to provide clear, concise, accurate, and timely communication, both verbally and written
- Ability to interact professionally with coworkers, management, and customers
- Ability to work professionally in a remote environment. (Dressed appropriate, familiar with video technology, quiet background, etc.)
Travel Requirements:
- Travel for BD purposes, industry days, symposiums, luncheons, conferences, industry related BD growth and other as required to perform the duties of this position.
Physical Requirements:
- Requires sitting for extended periods of time at a workstation / desk
Other Essential Functions:
- Ability to work independently with minimal supervision, make rational decisions, and to exercise good judgement
- Work attire must be appropriate for the position and must not impose a safety risk / hazard to the employee or others
EOE/Veterans/Disabled
A-P-T Research, Inc. is an Equal Opportunity Employer and provides reasonable accommodations for qualified individuals with disabilities and disabled veterans in its job application procedures. If you have any difficulty using our online system and you need an accommodation due to a disability, you may use the following email address, hr@apt-research.com and/or phone number (256.327.3373) to contact us about your interest in employment with A-P-T Research, Inc.
All qualified applicants will receive consideration for employment without regard to age, color, disability, ethnicity, gender identity or expression, genetic information, national origin, military status, participation in protected activity (such as requesting job-protected leave, or some covered accommodation), pregnancy, protected veteran status or protected leave status (or use of protected leave), race, religion, sex, sexual orientation, or any other protected characteristic under federal, state, or local law. A-P-T Research, Inc. participates in E-Verify.
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