Direct business development efforts for all U.S. Government opportunities, including the military, federal agencies, and state agencies (e.g., National Guard).
Identify, qualify, target, and win new government business opportunities, leveraging established relationships and forging new connections.
Develop, update, and execute program capture plans, including formulating winning strategies.
Familiarity with Shipley, Holden, Target Account Selling, or other strategic sales methodologies.
Lead complex U.S. Government proposal planning, including bid and proposal (B&P) costs for new business pursuits.
Oversee color team reviews and assessments.
Deep understanding of various contract vehicles and procurement processes, including CRADA, SBIR, and STTR capture programs.
Knowledge of U.S. Government contract and procurement regulations and requirements, including GSA procurement procedures.
Collaborate with program management, engineering, production, and product management teams to develop technical solutions that meet customer requirements.
Estimate return on investment (ROI) and work with the CRO and finance executives to develop competitive pricing strategies aligned with target EBITDA.
Skilled at presenting to customers and partners; provide business development updates to executives during quarterly Capture Management Reviews.
Engage closely with prospects, customers, and partners to identify opportunities within the U.S. Government.
Work collaboratively with the company's sales team and industry influencers to plan, budget, and execute business development activities, including conferences, trade shows, and symposiums.
Establish and maintain outstanding customer relationships, acting as a trusted advisor to identify new needs and potential cross-sell and up-sell opportunities.
General Expectations
Arrive with a strong network of U.S. Government relationships to gain early access to ideas, needs, and requirements.
Work collaboratively with company managers to foster teamwork and a positive work environment aligned with our core values.
Demonstrate meticulous and precise diligence in all aspects of research, analysis, planning, and execution.
Create, communicate, and execute effective capture plans.
Exhibit excellent verbal and written communication skills.
Possess a high degree of initiative and intelligence to gather and analyze critical market data to generate results.
Recognize and capitalize on real-time market opportunities (e.g., Afghan evacuation, Ukraine war, natural disasters) where our products and services can serve humanitarian efforts.
Qualifications
Education: Bachelor's degree in Business or a related field (MBA a plus).
Experience: Minimum of 5 years of U.S. Government business development experience.
Technical Skills: Proficiency in Microsoft Office Suite and CRM platforms.
Preferred Background: Prior military, aerospace, or aviation experience is a plus.