Business Development / Capture Manager
15+ years experience • Professional, Scientific & Technical Services
The Mission Systems Integration Operation (MSIO) of Leidos has a career opportunity for a Business Development/Capture Manager (BD/CM) to support the Modeling Simulation and Training (MS&T) Division. The BD/CM is responsible for supporting the filling and maintenance of the MS&T opportunity pipeline, executing the Leidos BD process, maintaining a high Probability of Win (PWin) for those opportunities selected for capture and bid, leading capture for assigned opportunities, and in general growing business within the MS&T Market. This candidate will have the opportunity to compete for the position of division business development director in the future.
The ideal candidate will have military or civilian experience with one or more of the United States (US) Military Services and have previously served as a program manager, line manager, or senior engineer before transitioning to the business development field. Direct experience with Virtual and/or Constructive Simulation and Training systems is required.
The candidate will coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices. They will conduct competitive analyses, develop capture strategies, develop pricing and solution strategies, identify and support the negotiation of teaming partnerships, and lead proposal development. The BD/CM will coordinate across the company to put forward the solution with the highest PWin and ensure critical strategic messages and win themes are embodied in the final proposal product.
This individual will leverage customer relationships and personal experience to identify and assess potential MS&T business opportunities which can provide measurable revenue growth. The candidate will be expected to identify gaps and emerging requirements, perform market and economic analysis, conduct business intelligence, design and execute formal capture plans, and monitor competitor activity for each capture. Candidates at this level will develop the overall strategy, as well as internal and external partnerships, business plans and associated marketing assigned with the opportunity.
The candidate is expected to exercise sound judgment within broadly defined practices and policies; regularly interact with all levels of management, coworkers, staff, and customers; and display a high degree of tact and diplomacy. Characteristics necessary for success include: business and technical vision; disciplined strategic thinking; analytical presentation and problem solving skills; the ability to gain internal support; and the ability to establish and maintain a solid working relationship with technical staff, managers, and peers. Excellent computer skills and written and oral communication skills are required.
Roles and Responsibilities:
•Proactively identify new business opportunities
•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
•Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices
•Serve Division Managers and Operations senior staff as the lead for call plan development and execution, and provide detailed reports on follow up activities
•Participate in business planning activities, to include periodic pipeline reviews, operating plan development, bid agenda development, opportunity gate reviews, black hat sessions, win theme and discriminator workshops, and proposal reviews
•Lead captures including establishing and managing capture budgets.
•Collaborate with the Leidos Account Manager personnel to support cross enterprise objectives and customer engagement
•Support overall strategic planning and linking pursuits/capture activities which support the business development metrics for awards, submits, and pipeline growth
•Interact routinely with all levels of leadership, staff, and customers
•Brief capture status to senior management at specified milestones in the capture process
•Conduct after action reviews with business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
To be considered for this position, you must minimally meet the knowledge, skills, and abilities listed below
•Bachelor’s degree in a related field and 15+ years of related experience. Advanced degree preferred
•An Active Secret or higher clearance is required. (Additional experience, training or education may be considered.)
•This role requires that the successful candidate have a proven track record of successful capture management across multiple organizations and program offices at a variety of acquisition sizes with a cumulative total of at least $125M in successful captures over the last three years
•Extensive organizational and mission knowledge of relevant Military Service organizations
•Prior Experience working directly with Military personnel at all levels of seniority
•Flexibility to travel as required, based on negotiated work location, up to 50% per month
•Demonstrated working knowledge of the Federal Acquisition Regulations (FAR)
•Ability to use automated tools such as Microsoft Office to develop and manage budgets and support Price to Win analysis and to present ideas, information, and reports
•Demonstrated access to key government customers and industry partners