Position SummarySHR is seeking a motivated and ambitious
Business Development Executive to join our team and grow our Federal/Civilian portfolio. We are looking for highly motivated individuals to develop new opportunities and manage customer relationships.
The Business Development Executive will be responsible for the maintenance and expansion of our client portfolio and will bring demonstrated and extensive knowledge of federal contracting for IT professional services. The BDE must have experience with opportunity development, capture management, prime and subcontractor negotiations and client engagement. This position is responsible for building long-term relationships with clients and providing SHR with end-to-end acquisition support. The position will require up to 25% travel.
Primary Job Responsibilities- Grow SHR's prime contract portfolio by capturing and winning new contracts.
- Grow revenue within existing customer accounts through call order expansions, new call orders, follow-on work, and adjacent requirements.
- Perform small business office outreach to increase awareness of SHR capabilities while gaining access to agency forecasts. Map outreach efforts against corporate pipeline.
- Identify, qualify, and develop new business opportunities and associated capture/call plans.
- Track leads with a focus on gathering intelligence and building relationships.
- Conduct opportunity analysis with specific strategies to increase company win probability including price to win strategy.
- Brief capture strategies to corporate leadership, including teaming and win strategies, competitive assessments, and pricing strategies.
- Prepare responses to Requests for Information (RFI) and Sources Sought (SS).
- Lead assigned opportunities through SHR's BD lifecycle process, moving through Lead, Qualified, Capture and Proposal stages.
- Lead the effort to plan for and pursue follow-on contracts as new programs enter execution.
- Prepare and present corporate capabilities at appropriate venues.
Additional Job Responsibilities- Prepare and deliver presentations to customers, partners, and others to help position the company for and shape the acquisition strategy of potential opportunities.
- Support the company's IDIQ/GWAC contract vehicles by monitoring opportunities that can develop into actionable proposals.
- Participate in proposal kickoffs and reviews, providing strategic direction and feedback to the proposal team.
- Ensure the development of winning proposals that meet compliance requirements,
- incorporate win themes and highlight SHR's differentiators, writing portions of the technical and management sections when appropriate.
- Represent the company at networking events and in professional associations.
Experience Requirements- 10+ years in federal IT professional services, including at least 5 years in a business development or capture role with a quota.
- A track record of prime wins for a small business, with total contract value and win rate the candidate can describe and defend.
- Hands-on capture management through the full lifecycle: opportunity identification, qualification, capture planning, gate reviews, and proposal handoff.
- Established customer relationships in SHR's target agencies, such as DHS, DOJ, HHS, NOAA, etc. including program offices and procurement offices.
Skill Requirements- Resourcefulness and problem-solving.
- Negotiation skills.
- Persuasive speaking/writing.
- Excellent communication skills.
Education- BS/BA in Business, Communications, Marketing, or Psychology preferred but not required.
Security ClearanceBenefits- Competitive salary commensurate with experience.
- Comprehensive medical, dental, and vision coverage.
- 401(k) with company contribution.
- Paid time off and eleven federal holidays.
- Certification reimbursement and training support.
- Life and disability insurance.
Salary Range 150,000 - 180,000 USD. The salary range represents a general guideline; SHR considers several factors when determining the base salary offer, such as the scope and responsibilities of the position, and the candidate's experience, education, skills and current market conditions.
