Director, Client Development and Strategy

Director, Client Development and Strategy

Full Time

Fredericksburg, VA, US

JOB TITLE: Director, Client Development and Strategy

Location: Fredericksburg and Remote Hybrid

FSLA Status: Exempt

Reports to: Chief Executive Officer

EEO Category: Mid to Senior-Level Officials and Managers

JOB SUMMARY:

The Director, Client Development and Strategy will support company growth objectives responsible for opportunity identification, bid qualification, pipeline management, capture activities, teaming strategy, architecting pursuit solutions, and proposal activities. The Director will understand company strategic plans and ensure that opportunities align with the overall goals, objectives, and company values. The ideal candidate will be able to manage progressive growth commensurate with company resources and capabilities, while ensuring the sustainment of performance quality. The Director is a primary public-facing individual for the company in marketing the company mission, value-proposition, and culture.

This position is responsible for orchestrating and managing a company-wide opportunity pipeline for growth. Position also requires facilitating stakeholder relationships within the company, among teaming partners, and with prospective clients that support the pipeline.

This role includes managing both the pursuit of unrestricted solicitations and managing opportunities that emerge on the company’s portfolio of indefinite delivery/indefinite quantity (IDIQ) and GSA Schedule contracts.

ESSENTIAL JOB FUNCTIONS:

· Identification and qualification of strategic contract opportunities; provide market analysis, research, and intelligence to develop agency and contract targets for new and previously identified opportunities in the pipeline

· Develop strategies to identify emerging programs, client requirements, effective assessments of incumbent contractors and competitive field

· Leverage existing, and develop new strategic partnerships to achieve entry into new markets and to build qualifications and client relationships for future growth

· Manage the opportunity capture phase based on “bid-no bid” analysis and other methodologies

· Improve and sustain a disciplined process that establishes criteria for pursuit, capture strategies, win strategies, and bid decisions

· Conduct competitive analysis and market research for targeted segments and potential competitors.

· Assess incumbent relationships with contracting officers and government program leadership

· Manage capture phase of qualified bid opportunities, including the organization of action-oriented capture meetings with the pursuit team.

· Facilitate non-disclosure and teaming agreements, assessment of sub-contracting workshare, and pricing analysis in close collaboration with the Chief Administration Officer.

· Develop teaming strategies for consideration by the pursuit team designed to increase probabilities for winning contract awards.

· Organize proposal activities that include: reviewing government documents; assigning proposal roles and technical writers; managing and participating in proposal writing and reviews; remaining on schedule to deliver compliant, and compelling proposals.

· Promote company capabilities, experience, and qualifications while understanding the critical functions of business development security, proprietary processes, and back-office business functions.

· Lead proposal management, development, and submission activities

· Develop storyboards and lead solution sessions, including level of effort courses of action

· Prepare and present periodic business development reports

· Schedule and attend key conferences and symposia to facilitate company marketing, brand awareness, and teaming opportunities

· Lead or assist in the development of presentations, meeting materials, white papers, etc.

KEY COMPETENCIES:

· Excellent interpersonal and client-facing skills

· Prioritizing, planning and organizing

· Strong analytical and problem assessing / solving skills

· Strong communication skills, both written and verbal

· Flexible; able to see ‘big picture’ and make improvements

· Results-driven professional

· Working as part of a team

· Ownership and improvement of business development processes and procedures

MISSION RESPONSIBILITIES:

1. Contributes to achievement of the Mission and Vision of our organization.

2. Adapting to Change – Responds to change with a positive attitude and a willingness to learn new ways to accomplish work activities and objectives.

3. Continuous Improvement – Acts to constantly improve the level of client satisfaction in both individual and teamwork processes.

4. Client Centered Focus – Demonstrates concern for meeting or exceeding client’s expectations/requirements.

5. Teamwork – Accomplishes tasks through working effectively with others and appreciating the value, contributions and commitment of every member.

JOB SPECIFICATIONS:

Required Knowledge, Skills, and Abilities: The Director, Client Development and Strategy will have mid-level experience in business development, capture management, proposal operations and client relationship management in Government contracting. Knowledge of business development intelligence gathering tools and resources, with experience in federal healthcare market preferred (e.g., Defense Health Agency, Veterans Health Administration, etc.). Must have outstanding communications skills, both oral and written, as well as team-building competencies, and excellent leadership skills, including evidence of organization and executive problem-solving proficiencies. Must be a US Citizen.

Education/Training Requirements: Bachelor's degree required. Master’s degree preferred.

Minimum Experience: 6 years of successful pipeline development, capture management, and proposal support experience. Military service or experience working on contracts supporting the military community is preferred.

Physical Capabilities: Sitting, standing, walking and traveling to off sites; some carrying of computer equipment.

Mental demands: Concentration / Attentiveness, responds to unpredictability, capable of managing multiple projects / tasks, reading to comprehend, following detailed instructions, and relating and interacting with others.

Supervisory Responsibilities / Controls: Responsible for reviewing approving time sheets, monitoring, reporting, ensures direct reports are trained in their functions and other supervisory responsibilities as necessary.

Work Environment: Typical Office. Occasional travel may be required

Any qualifications to be considered as equivalents, in lieu of stated minimums, require approval of the Chief Executive Officer.

To perform this job successfully, an individual must be able to perform each essential function, with or without reasonable accommodation. The list of requirements, duties, and responsibilities is not exhaustive but is representative of the current job. The knowledge, skills and/or abilities listed are typically required to perform this job successfully. Reasonable accommodations may be made to enable otherwise qualified individuals with disabilities to perform the essential functions. Reasonable accommodations will be made to in-office workspaces only.