Alliance Director

Job Details

Description

Job Summary:

Oversees all aspects of Strategic (Growth), Operational (Delivery), and Organizational (People) activities within their accounts with a keen focus on data-driven decision-making. This pivotal role involves developing and implementing strategies to efficiently deliver services and/or products to government agencies while ensuring compliance with regulations and contractual requirements.

Job Functions:

• Manage Growth: Drive our company’s expansion and market presence. Execute strategies to accelerate client acquisition, engagement, and retention. Collaborate with Business Development to identify opportunities for scalable growth. Optimize growth in our existing business by up-selling, cross-selling, and self-performing activities. Support Business Development in developing high-quality proposals and pricing that align with client requirements and company objectives.
• Value Protect – Protect our Core Customers and Core Capabilities.
• Value Create – Expand to New Customers and New Capabilities.
• Business Development Management
• Pipeline Management – Manage Pipeline, to Include JV Pipelines and Gate Reviews.
• Proposal Management – Provide SME Support To Proposal Team For Technical Proposal.
• Pricing Management – Review, Contribute, and Approve All Bid Pricing.

• Strategic Partnerships – Develop and Maintain Relationships with our Partners/Alliances and Maintain Pipeline Activities with Partners/Alliances.
• Manage Delivery: Oversee the entire contract lifecycle from startup to full operating capability. Deliver a service that is high quality, in compliance with safety standards, and in compliance with the contract. Utilize data analytics to inform decision-making processes related to compliance and execution.
• Client Management
• Client Management – Be the primary point of contact for our valued clients, ensuring their needs are met and fostering long-term relationships. Primary responsibilities include understanding client goals, providing tailored solutions, and coordinating with internal teams to deliver exceptional service. Proactively address client concerns, identify opportunities for upselling, and work to enhance client satisfaction and loyalty. Collaborate with our Contracts Administration partners to execute.
• Contracts Management – Oversee the entire contract lifecycle from opportunity identification to project closeout. Key responsibilities include reviewing the contract to ensure requirements and deadlines are met. Maintain compliance with the contract. Manage and negotiate ongoing contract negotiations – Modifications, REAs, Notices, Disputes. Collaborate with our Contracts Administration partners to execute appropriately.
• Enterprise Asset Management
• Work Management – Oversee the planning, execution, and completion of various projects and tasks within the organization. Primary responsibilities include coordinating resources, managing timelines, and ensuring the successful delivery of work assignments.
• Asset Management – Oversee and optimize the organization’s asset portfolio across the business. Key responsibilities include developing and implementing asset management policies, ensuring compliance with regulatory requirements, and leveraging technology to track and analyze asset performance. Seek opportunities for cost savings, improving asset utilization, and drive value creation.
• Supply Chain Management
• Subcontract Management – Manage the process of procuring subcontractors, overseeing their work, and ensuring they meet contractual obligations, deadlines, and quality standards on behalf of a client or project owner
• Vendor Management – Oversee our contracts vendor relationships to ensure smooth and efficient procurement processes. Primary duties include evaluating and selecting vendors, negotiating contracts, and monitoring vendor performance to ensure compliance with quality standards and delivery timelines. Collaborate with our Supply Chain and Logistics partners to execute.
• Fleet Management – Fleet management encompasses all activities involved in efficiently managing a company's vehicles and related assets, aiming to optimize operations, reduce costs, and improve overall performance.
• Manage Financials: Develop and execute an Annual Operating Plan (AOP). Understand and bridge the concepts of Contracts Management, Pricing and Estimating, Project Controls, and Financial Planning & Analysis (FP&A). Manage and understand the three financial statements: Income Statement, Balance Sheet, and Statement of Cash Flows. Manage Revenue, Gross Profit, Accounts Receivable, and Accounts Payable. Ultimately, execute to the AOP by tracking and managing costs:
• Manage Cost of Goods Sold (COGS)
• Labor Cost – Manage direct labor expenses tied to the job sites. Manage wages, staffing, and efficiencies.
• SubK Cost – Manage direct subK expenses tied to the job sites. Manage a competitive process to procure best value – high quality, low cost – vendors Year over Year. Collaborate with Procurement and Logistics partners on negotiations and renegotiations.
• Material Cost – Manage direct material expenses tied to the job sites. Manage a competitive process to procure best value – high quality, low cost – vendors Year over Year. Collaborate with Procurement and Logistics partners on negotiations and renegotiations.
• ODC Cost – Manage all other direct expenses tied to the job sites
• Manage Risks and Opportunities – Manage Financial Risks and Opportunities (R&Os) by building a register of financial impacts to the original Forecast/AOP.
• Manage Accounts Receivable and Accounts Payable – Manage Days Sales Outstanding (DSO) and Days Payable Outstanding (DPO) to meet Industry Standard Levels.
• Manage Indirect Expenses– Manage actual monthly indirect expenses against the annual budget for indirect expenses in order to make timely decisions on remaining expense approvals.
• Manage People: Nurture employee growth and culture with structured processes. Lead and support a team of employees to achieve their highest potential and contribute to the organization’s success and align to its strategy. Primary responsibilities include recruiting, training, and developing staff while fostering a positive and inclusive work environment. Oversee performance management, address employee concerns, and implement strategies to enhance team collaboration and productivity.
• Talent – Responsible for attracting, developing and retaining top talent to drive the organization’s success. Duties include identifying talent needs, creating recruitment strategies, and overseeing the talent acquisition process. Focus on employee development programs, performance management, and succession planning.
• Train & Develop - Enhance skills and knowledge of employees, ensuring they can meet the demands of their roles and grow within the organization.
• Labor Relations and Employee Relations (LRER) – Support HR Employee Relations Team.
• Transform – Spearhead strategic initiatives aimed at driving organizational change and enhancing business performance. Supporting and executing transformation plans, identifying areas for improvement, and collaborating with cross-function teams to implement innovative solutions.
• Compliance Management: Ensure the organization adheres to relevant laws, regulations, and industry standards, aiming to mitigate risks, protect reputation, and avoid penalties
  

Principal Responsibilities:

• Growth
• Delivery
• Finance
• People
• Perform other job-related duties, as assigned
  
  

Percentage of Time

30%

20%

30%

10%

10%

Requirement:

Education, Experience, and License/Certification Requirements:

Required/Preferred:

Description:

Education Level:

• Bachelor’s Degree
  
  

Required

Related Field

• Master’s Degree
  
  

Preferred

Related Field

Years Of Experience

• 15 Years
  
  

Required

Government contracting and financial administration. Managing customer expectations.

License/Certification

• Certification
• Certification
  
  

Preferred

Preferred

Microsoft Certifications

CHFM, CHSP, PMP, LSS

Knowledge, Skills, And Abilities:

• Must pass OSHA 10-hour safety course.
• Ability to establish and maintain effective working relationships at all levels of the organization.
• Ability to handle sensitive and confidential matters.
• Ability to work independently and recommend solutions to problems.
• Ability to present and brief to executive leadership.
• Knowledge of Microsoft Word, Excel, Access, PowerPoint, Projects, and Teams.
• Ability to work in a fast-paced environment while attending to multiple tasks and demands.
• In-depth understanding of government contracting processes, regulations (such as FAR, DFARS), and compliance requirements.
• Advanced leadership and managerial skills with the ability to inspire and motivate teams to achieve performance targets and strategic objectives.
• Advanced communication and interpersonal skills, with the ability to effectively interact with stakeholders at all levels, both internally and externally.
• Strategic mindset with the ability to develop and implement operational strategies driven by data analytics that drive business growth and success.
• Meticulous attention to detail and a commitment to ensuring accuracy and compliance in all operational activities, informed by data analysis.
• Other duties, as assigned.
  
  

Financial Responsibilities:

• Financial responsibility ranging from $300M - $500M in annual revenue per assigned customer and determined by the Annual Operating Plan (AOP).
  
  

Travel Requirements:

• What percentage of their role do they have to leave their base location? Base location is a specific office or home location. Between 25% - 35% travel.
  
  

Disclaimer:

This description is not intended to be an “all inclusive” list of the accountabilities of the job described. Rather, it describes the general nature of the job. In addition, some aspects of this job may change over time, according to business needs, and these changes may not be recorded immediately. Requirements stated represent the minimum levels of knowledge, skills and/or abilities to qualify and satisfactorily perform this job.

THIS DOCUMENT SHOULD NOT BE CONSTRUED AS CREATING A CONTRACT OF EMPLOYMENT BETWEEN J&J WORLDWIDE SERVICES AND ANY OF ITS EMPLOYEES OR OTHERWISE ALTERING AN EMPLOYEE’S AT WILL EMPLOYMENT RELATIONSHIP WITH J&J WORLDWIDE SERVICES.

We maintain a drug-free workplace and perform pre-employment substance abuse testing.

J&J Worldwide Services CBRE Government and Defense Business is thrilled at the opportunity for you to apply to one of our roles. The base salary range for this position is $ 175,000 to $210,000. This position may also be eligible for a wide range of competitive benefits that can include but not limited to: medical, well-being, financial planning and short-term incentives benefits.