Title:
Capture Executive, Government Services (REMOTE)
Responsibilities include the research and analysis of business opportunities, consistent with the organization's long range and strategic plans. Evaluates projects through financial feasibility studies, market research, and planning. May assist with special studies in areas such as operational effectiveness, capacity utilization, or cost containment. Under broad direction, responsible for identifying market opportunities and leads the sales and technical teams to grow profitable revenue for the company. Responsible for maintaining relationships with existing clients and developing new client contacts, typically at General Manager level. Participates in development of marketing and business plans, strategy implementation, and overseeing and controlling the business development budget and forecasts for defined area of responsibility. Prioritizes the allocation of sales and technical resources to accomplish the objectives of the strategic business plan and protect the existing customer base. Serves as a liaison with KBR counterparts on cross-business unit opportunities. The skills for this position are typically acquired through the completion of a technical degree and 18+ years of experience that include 12+ years of industry experience and 6+ years of experience in business development. (BACKGROUND CHECK REQUIRED)
Duties and Responsibilities:
This position is responsible for developing and executing client-facing capture campaigns for strategic and FEDSIM opportunities. This is an exciting and challenging leadership position that requires creativity, innovation, collaboration, and consensus building with KBR leadership and technical experts across virtually all sciences and technologies. This combines a need for clear and strategic thinking, project management skills, and a dedication to documenting information gathered and developed. We are looking for an integral team player who works collaboratively with others, and who can also work independently, coordinate projects, develop and learn new skills, and maintain communication with various stakeholders while working on multiple simultaneous projects. The primary responsibilities encompass pursuit management activities, conducting client meetings and documenting information obtained, sales material development, knowledge management, and research and analysis.
Conduct opening game activities to identify markets, clients, and emerging opportunities
Gather and thoroughly document client understanding through research and in-person meetings
Collaboratively develop win, pricing, and proposal strategies as a member of a pursuit team
Assess client's issues, requirements, and corporate competitive position
Develop value propositions, discriminators, and solutions
Plan, document, and manage pursuit efforts including identification of resources needed and briefing leadership in the review process
Write responses to Sources Sought and Requests for Information as well as white papers, executive summaries, and other sales documents
Support the development of proposal content by gathering information and identifying sources of additional intelligence
Support the development of cost strategies
Conduct interviews and work with stakeholders (e.g., Subject Matter Experts) to develop and document solutions
Participate in color reviews (e.g., Pink, Red, Gold Teams) to assess content
Lead and participate in fact-finding meetings, such as discussions with clients and customers; analyze the information and report findings to leadership and pursuit team(s)
Research subjects and materials as needed to communicate accurately (e.g., to develop appropriate questions to conduct interviews)
Perform all other duties as assigned
Qualifications and Skills Requirements:
Bachelor's degree plus 12 years of related experience and 6 years of business development experience
Strong work ethic with the willingness to work overtime on short notice
Strong project management skills in team facilitation, as well as managing resources and schedules
Excellent communication/presentation skills including persuasive writing skills
Must be willing to learn new skills
Superior organization and follow-through skills
Strong interpersonal skills and analytical ability
Excellent business acumen
Ability to handle multiple projects simultaneously and adapt to changing priorities and assignments
Ability to lead and work together as a team, either in a support role or as a project leader
Ability to translate objectives into a schedule and series of activities to meet the requirements
Frequent travel may be required, around 25%. Potential for remote work exists
Proficiency with Microsoft 365 and familiarity with SharePoint
Must be a US citizen
Additional Desired Characteristics:
Experience with FEDSIM pursuits and other large (>$200M) opportunities
KBR is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.
