Business Development Manager / Capture Manager - Army in Aberdeen, MD

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Technical Services   •  

5 - 7 years

Posted 7 weeks ago

Description of position and Primary Responsibilities:

  • The Business Development Manager (BDM)/Capture Manager (CM) shall have a strong agency (primary Army) and industry network, and a demonstrated strong track record of achieving/exceeding revenue targets in service (not product) sales.
  • Responsibilities include full opportunity lifecycle management to include identifying and maturing opportunities, developing and maturing a robust pipeline, obtaining opportunity pursuits approvals through a gate review process, supporting the development of strong proposals, and driving revenues that meet or exceed assigned targets.
  • The BDM/CM shall develop a comprehensive understanding of OST's offerings and services, financial drivers and imperatives, and develop and maintain relationships that benefit OST.

Primary Responsibilities:

  • Identify potential clients and the decision makers within the Army
  • Research and build relationships with new clients
  • Locate or propose potential business deals by contacting potential partners
  • Collaborate and or lead in the development of Account Plans and pipeline development
  • Develop and implement Call Plans for each opportunity ensuring appropriate resources participate
  • Work with subject matter experts and teams to develop proposals that speaks to the client's needs, concerns, and objectives
  • Support pricing activities
  • Submit weekly progress reports and ensure data is accurate
  • Ensure that data is accurately entered and managed within the company's CRM system
  • Track, record , and present activity on accounts and pipelines, and close deals to meet targets
  • Mature opportunities in candidate's pipeline through Gate Review process
  • Research and develop a thorough understanding of the company's resources (people and capabilities)
  • Attend industry functions, such as association events and conferences, and document and present information
  • Present to and consult with senior level management on business trends in Federal acquisitions
  • Identify opportunities for campaigns and service offerings that will lead to an increase in sales
  • Use knowledge of the market and competitors to identify and develop the company's unique value propositions and differentiators for opportunities
  • Arrange and participate in internal and external client debriefs

Position Requirements:

  • Bachelor's degree
  • Six years of relevant experience
  • Excellent written and oral communications skills
  • Knowledge of US Federal and DoD contracting
  • Ability to obtain DoD Secret or above clearance
  • Excellent organizational skills
  • Seasoned business acumen and impeccable ethics

Preferred Skills:

  • Strong Army operations network
  • Working knowledge/experience at following locations: Aberdeen Proving Grounds (primary), and/or Ft. Belvoir
  • Familiarity with B2S2, RS3, ITES-3S and related activities