The Business Development Manager provides leadership, direction, and guidance to Proposal Specialists, Production personnel, non-department Subject Matter Experts, and Consultants in the development and preparation of selected bid programs.
This position also serves as the Business Development IT support and enters and updates information on the Virtual Proposal Center and assists with any IT functionality associated with the proposal process.
The Business Development Manager will conduct, but is not limited to, the following duties:
Provide close integrated programmatic coordination of functions that convert Marketing Plans and data into Proposal Capture and Proposal Plans, Strategies and Win themes, capture and proposal development cost estimates, inclusive of independent program pricing estimates and cost factor identification
Assess, develop, and implement proposal strategies and proposal content from Customer (typically Government) furnished solicitation data and preparation requirements
Prepare Proposal Plans and Outlines, and implement those plans through leading the development and publication of proposals
Directly coordinate and assist Marketing with the identification and assessment of potential business targets and assist in categorizing the Win Probability (PWin) of those assessments
Utilize various Business Development management tools to include, but not limited to, Microsoft Office applications, Team Track, Virtual Proposal Center (VPC), and Microsoft Project
Act as Capture Manager and Proposal Manager as required to maintain a consistent and thorough process for successful proposal development
Provide primary coordination interface between BD teams, business partners, and customers
Develop, coordinate for approval, and administer Non-Disclosure Agreements, Teaming Agreements, and Consulting Agreements, as required
Capture Management
Conversion and expert analysis of Market Intelligence into capture information and plans to provide Bid/No-Bid recommendations to management
Independent validation and confirmation of provided Market Intelligence before implementing a Capture approach, inclusive of customer visits and interviews
Interpret Government solicitation materials and instructions for evaluation and convert into proposal solution content and winning optimization
Generation of capture themes, differentiators and win approach in a manner capable of being used for proposal preparation
Development and implementation of Capture Plans and Proposal Plans
Conduct, as required, milestone/phase-gate bid reviews and management briefings
Proposal Management
Lead proposal team personnel and manage overall capture and proposal development process through completion and award determination by customer
Primary responsibility for the successful capture and proposal development to meet departmental proposal submission and revenue win goals and objectives
Analyze and assess Government Evaluation Notices (EN’s) and convert direction into objective and cogent responses
Assist in Price-to-Win approaches to proposal preparation and submittal, through formal proposal revision processes
Develop proposal outlines and assign writers and SMEs, as required
Assist in the development, modification, and update of the Business Development department work processes, procedures, and work instructions
Train and monitor assigned personnel, as required, in the use of approved processes and to ensure products, processes, and procedures are followed through all BD phases
Establish and maintain delivery schedules and manage schedule milestones to assure schedule success
Research target material and extract appropriate material that will be deployed in the proposal offer
Establish, conduct, and administer required proposal milestone reviews and convert data into correction plans and products
Does not require department supervisory responsibility, but this position provides task and program direction and project personnel supervision of assigned proposal personnel
Administration and management of schedules and products required of assigned resources is supervised
progressively increasing experience in the direct or related field of business development marketing, capture management, proposal development, process development, management and administration of Business Development functions
Must possess hands-on central (Preferred), State, or Local experience in typical customer areas of operation
Expertise in Business Development processes for government acquisitions and be fully capable of leading capture and proposal management activities.
Requires self-motivated, positive attitude to lead teams and manage BD processes within stressful and demanding schedule and product constraints
Outstanding verbal and written communications skills
Must have extensive proven history of being able to interpret customer requirements and lead teams toward successful development and delivery of proposals
Optional/Desired Certifications:
DoD Security Clearance
Lean/Six Sigma Certifications (Green or Black Belt) highly desirable
EVMP (Earned Value Management Professional) certification highly desirable
Proven history of maturity in personnel guidance, team building, and direction assigned to Business Development functions and able to maintain positive team influence in demanding and stressful situations
Proven expertise in written document preparation and review using standard English (12 Grade-level minimum) as well as ability to integrate written customer presentations from a management and technical perspective. Must be an excellent writer, reviewer, and leader
Experience with government acquisition processes to include, but not limited to, contract office procedures, Requests for Proposal (RFP), Requests for Information (RFP), RFP requirements dissection, and industry standard proposal development procedures and processes
Knowledge of Lean/Six Sigma methodologies highly desirable
Knowledge of Earned Value Management highly desirable
Knowledge of Oregon Productivity Matrix preferred
Knowledge of Shipley and Associates Capture Methodology preferred
Microsoft Office (Word, Excel, Powerpoint, Outlook) and Networks
TeamTrack, VPC, on-line Market Intelligence research tools
Experience with Microsoft Project, RS Means estimating tools, Microsoft Visio highly desired
Extensive (90%) sitting and standing in standard office environment.
