Senior Manager Business Development

Job Summary

The position is with an aerospace engineering and manufacturing firm, a wholly-owned subsidiary of The Aleut Corporation, an 8a Alaskan Native Corporation. The position will work in conjunction with and report to the Vice President of Strategy and Growth and with authority to lead, manage and integrate all necessary activities to identify and win DoD & OGA opportunities. The prospective employee will engage with senior customer leadership and acquisition teams, and provide support and guidance to company proposal teams in response to sole source, large and small single award contract bids or IDIQ Task Orders specifically for engineering solutions, manufacturing, and professional services. The position requires confident, knowledgeable, and hands-on leadership that works collaboratively with all stakeholders while staying focused on doing what it takes to win. The prospective employee will perform market and economic analysis, conduct business intelligence, design and execute formal capture plans, support in-person marketing efforts and monitor market and competitor activity.

Job Skills

• Proven Sales Professional
• Perform market research to qualify new business opportunities, including analysis of customer budget, capabilities required, current customer preferences, competitive environment assessments, and incumbent strengths and weaknesses.
• Define, establish, and maintain win strategies for opportunities that demonstrate discriminating value propositions to customers.
• Conduct engagements with senior-level customers, competitors, company strategic partners, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
• Responsible for managing applicable resources (consultants, SMEs, etc.) and aligning resources required for the pursuit of opportunities, developing and improving processes, reporting metrics, and managing risk.
• Participate in business capture planning activities, including periodic pipeline reviews, opportunity gate reviews, black hat sessions, and win theme and discriminator discussions.
• Assist in proposal development and writing and serve on proposal review teams as needed.
• Conduct after-action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
• Drives opportunities through the entire BD capture process by integrating customer planning and program objectives.
• Leverages existing customer and industry peer relationships to identify leads and new business opportunities for both near term and long-term growth.
• Establishes solid relationships and partnerships with key prime contractor organizations and sub-contractors on existing and new programs.
• Interacts with a broad range of departments (i.e., Engineering, manufacturing, Human Resources, Pricing, etc.) to gain company knowledge and develop winning customer engagement and capture planning.
• Prepares and presents recommendations (i.e., go/no-go presentation) to executive management.
• Identifies and participates in marketing events such as trade shows, conferences, and customer meetings that support capture objectives

Qualifications

• Bachelor's degree or equivalent experience.
• Minimum 15 years of customer relationship management and acquisition experience supporting Federal/DoD organizations and Special Operations agencies.
• In-depth knowledge of the DoD markets and customer buying trends.
• Proven ability to grow relationships and networks for partnering.
• Must be willing to be hands-on assisting to develop winning proposals, including research, analysis, and writing.
• Willingness to travel
• Superior interpersonal oral and written communication skills
• S. Citizenship required; Must be able to successfully pass a criminal background check
• Current or ability to obtain as a minimum a Secret clearance; Top Secret clearance is preferred.
• Located in the Huntsville, AL area.

Desired

• Knowledge that is applicable to 8a Alaskan Native contracting, non-IDIQ, and IDIQ single or multiple award contracts.
• DoD Acquisition program experience: Program Manager, Deputy Program Manager, Principle Assistant Program Manager, Business Director, Acquisition Manager, Technical Director, or Business Development professional with any mix of the experience listed.
• Knowledge, experience, and success of the entire capture process are required, and solid experience in all contract types (e.g., FFP, T&M, cost plus)
• Ability to provide technical expertise on military equipment capability development to fulfill client requirements and advance the company's services and solutions and brand.
• Prior experience with UAS.
• Experience with Sales Force or other CRM Tools.