GENERAL DESCRIPTIONAs a key component of the TNC Business Development Team, the Business Development (BD) Manager will gather and analyze potential US Army business opportunities, develop comprehensive capture plans encompassing budgetary requirements, customer contact plans, schedules, and solution architectures. This role involves developing and maintaining robust relationships with customers and strategic partners, designing capture strategies that align with customer needs and expectations, and formulating capture, proposal win, technical/management, and pricing strategies. The candidate will oversee the high-level direction of proposal content to ensure alignment with capture strategies, coordinate resources, and assign responsibilities within the cross-functional capture team. Additionally, the candidate will define activities and actions that lead to the successful capture of new business opportunities while fostering a collaborative environment.
DUTIES - Shape and secure business opportunities associated with the US Army for Tyonek's Manufacturing and Services Business Units.
- Lead major capture efforts, implementing processes for the collection, interpretation, and dissemination of information to make informed capture recommendations.
- Perform market research to determine Price to Win (PTW) Analysis.
- Collaborate with the Solution Architect, Director of Capture and Proposals, Program Managers and Pricing Managers to develop CONOPs and Winning Proposals.
- Conduct Gap and SWOT analyses to assist in the development of strategic and winning team relationships.
- Operate within TNC's business development and capture processes, philosophies, and policies.
- Maintain a professional approach, ensuring full compliance with Federal Procurement and Corporate Business Ethics Codes and Regulations.
- Position TNC with identified clients and provide business and competitive intelligence.
- Collaborate with Cross-Functional Managers to develop operational solutions that mitigate operational and fiscal risks for new and re-compete business opportunities.
- Develop and maintain positive working relationships with internal and external stakeholders including BD team members, Client Executives, Proposal Managers, Division Group Executives, and program management teams to ensure the effective, efficient, and integrated implementation of TNC capture strategies.
- Assemble and manage the direction of the core Capture Team.
- Assist in developing successful pricing strategies, identifying risks, and interpreting solicitation requirements.
- Ensure trade studies are completed, documented, and used as discriminators in identified captures. Stay abreast of TNC technical offerings, successes, and breakthroughs to identify and develop opportunities to apply such capabilities to client requirements.
- Form winning industry teams based on customer knowledge, performance requirement analysis, and special considerations such as small business utilization.
- Advance the development of customer profiles and competitive assessments by identifying and analyzing TNC's and competitors' strengths and weaknesses. Identify potential risks and develop avoidance and mitigation strategies.
- Ensure timely development and delivery of compliant, responsive, distinctive, and integrated solutions and approaches.
- Develop proposal solutions that offer competitive distinctions and executable approaches correlated with the PTW strategy.
- Act as a professional steward of TNC while maintaining resources and reputation in the execution of all assigned duties.
- Meet or exceed established performance goals in support of overall corporate growth and success.
- Will require travel (~25%+).
- Perform other related duties as assigned.
EDUCATION/ EXPERIENCE REQUIREMENTS - Experience: Ten to fifteen years of relevant US Army experience, with a minimum of 5 years in direct business and/or operations management. Aviation background is preferred.
- Education: Bachelor's degree in a related field or substituted by years of relevant experience.
- Proven Track Record: Demonstrated and verifiable track record of success in designing and implementing effective capture plans and strategies.
- Capture Experience: Direct experience leading to the capture of multiple large deals ($20+ million) within the Federal/DoD markets.
- Professional Network: Mature and active network of contacts relevant to the Federal/DoD markets and associated contractor industry.
- Skills: Ability to think both tactically and strategically. Effective communication across all organizational levels, with strong interpersonal, oral presentation, negotiating, and influencing skills.
- Security Clearance: Ability to obtain an active SECRET security clearance and eligible for additional access as required.
- Travel: Moderate travel will be required.
- Preferred Knowledge: Working knowledge of Federal/DoD budgeting, acquisition, and procurement processes.
- Workplace Policy: Tyonek maintains a drug-free workplace and conducts post-offer, pre-employment substance abuse testing.
- Work Environment: Normal demands associated with an office environment.
PHYSICAL REQUIREMENTS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.- Must be able to walk or stand on level and/or inclined surfaces and sit for extended periods of time.
- Must be able to routinely climb / descend stairs.
- On occasion must be able to lift 30 pounds.
- Must be able to routinely grasp or handle objects, use finger dexterity, bend elbows / knees, and reach above / below shoulders.
- Works in a normal office environment with controlled temperature and lighting conditions.
