Director of Business Development/Capture

Description:

• Lead the Business Development team in identifying, developing, and implementing capture strategies for high-value opportunities.
• Develop and execute capture process in collaboration with operations executives, including win strategy development, gap analysis, competitive assessments, and building internal and external teams to position for success.
• Collaborate with technical and subject matter experts, functional leads, and Program Managers to develop winning proposals by securing and aligning resource needs and leveraging resources assigned,
• Develop and execute comprehensive capture plans through all phases of the capture and proposal process.
• Collaborate with stakeholders to define value propositions, develop business cases, and shape early win strategies.
• Establish and implement customer engagement including creation and execution of call plans, intelligence gathering, assessment and validation of customer requirements, identifying gaps and emerging requirements.
• Communicate with diverse parties, internally and externally, at senior levels
• Manage Gate Review process and schedules that ensure efficient and effective capture and proposal activities.
• Ensure timely delivery of compliant and compelling RFI, sources sought and proposal responses.
• Brief capture status to senior leadership at specified milestones in the capture process when material changes occur, and as needed.
• Manage and provide input, updates and tracking detail as it pertains to the information captured in the corporate CRM tool (Salesforce) of record.
• Mentor and train Business Development and Proposal staff on best practices, lessons learned, and the capture management process.
• Foster a collaborative team environment and serve as a role model for effective communication and partnership across departments.
• Conduct after-action reviews, document lessons learned and implement continuous improvement strategies.

Qualifications:

• Bachelor’s degree in a related field and 10 years of related experience with 8 years leading teams or projects
• Extensive experience and demonstrated success leading and winning large-scale captures in the aviation industry.
• Deep understanding of the Federal Acquisition Regulations (FAR), Acquisition Management System (AMS), and various contract types (e.g., IDIQ, FFP, T&M, cost-plus).
• Proven ability to develop and execute win strategies, communicate value propositions, and address customer pain points effectively.
• Exceptional verbal and written communication skills with the ability to influence at senior levels.
• Demonstrated success in building and maintaining relationships with government customers and industry partners.
  
  

WHAT SETS YOU APART:

• Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, ensuring execution of customer call plans to shape acquisitions to respond to and win business with new and existing customers.
• A leader who works closely with the Operations Team to identify and secure new business opportunities to ensure corporate goals are met.
• Proven track record of success, knowledge, and experience in leading and winning captures of large-scale opportunities with DOT and DoD.
• Experience conducting market assessments and competitive analysis on target agencies, companies and opportunities.
• Experience with developing and maintaining effective internal and external business relationships, including with customer decision-makers and industry partners
• Ability to work and execute a quick reaction process for all government responses.
• Ability to influence constructively and interact at the highest levels of the corporate structure
• Excellent interpersonal, problem solving, and business acumen.
• Ability to lead and motivate geographically dispersed teams, fostering collaboration and accountability.
• Willingness to travel as needed to support capture and business development efforts.

About:

CSSI has 30 years of experience working in complex, dynamic, safety critical systems supporting both government and commercial clients to address their toughest challenges, with efficient and low-risk solutions. Our collaborative work has improved the safety of transportation related human and systems infrastructure, increased the efficiency of the National Airspace System (NAS), and facilitated the modernization of both NAS and DoD systems and capabilities. Founded in 1990 and headquartered in Washington, D.C., CSSI employs nearly 200 employees throughout the country, helping customers across the United States and globally understand and implement the solutions to their biggest obstacles.  For more information on CSSI, please visit www.cssiinc.com.