Description
Job Title: Sr. Business Development (Proposal) Manager
Summary
The Senior Business Development (BD) Manager works as a full-time employee of Zeiders Enterprises, Inc. (Zeiders) in the corporate home office located in Woodbridge, VA. This position is responsible for leading the business development department efforts after the capture phase and delivering the company's business development activities that contributes to positive revenue growth. Specifically, after capture activities have been established, this position will manage the departmental processes with direct focus on bid preparation and proposal activities.
The Senior BD Manager supervises the daily activities of the Business Development team. The Senior BD Manager working in conjunction with the Division Director and other Executive Team members supports the development of innovative strategies, business plans, and capture activities for re-compete and future work that is consistent with the overall company strategy. The Senior BD Manager leads the successful execution of the company's business development plans and bid submission activities. The Senior BD Manager works closely with the Sr. Advisor who leads capture activities and opportunity pipeline management.
Essential Duties and Responsibilities
Lead the efforts of the post-capture company-wide Business Development practices and direct the daily activities of BD employees and independent consulting team members.
Lead the end-to-end Proposal Phase Processes. Actively manages proposal planning and development. Lead all response (e.g., RFI, RFQ, RFP, etc.) and proposal development activities to include proposal solutions, draft storyboards, and initial outlines; win themes; pricing support, and content. Oversee strategy and organization of color team reviews. Responsible for quality control on writing standards, and proposal compliance.
Lead the development and organization to maintain all business development intellectual capital, including business past performance qualifications, key proposal content, team member resumes, and business contacts.
Lead new business pricing activities through the development of competitive pricing analysis, research regarding funding profiles, use of price schedules, and develop cost workups in prescribed formats in conjunction with the Capture team, Chief Financial Officer and pricing analyst.
Oversees supporting vendor relationships associated with Business Development functions.
Peer Leadership Collaboration with the Sr. Advisor (Capture Manager)
Development of business strategies and plans to capture new business leads and related activities. Support the development of short- and long-range business forecasts and marketing plans. Performs analytical and research activities in support of business development, strategic planning, and proposal development functions.
Support market research and develop client and competitive profiles; analyze the competitive and bidding landscape (win/loss/bids); and recommends bid-no bid opportunities. Analyzes and researches customer and competitor information and data.
Identify and capture new market relationships with potential new clients and agencies. Identify and build new relationships with prospective business partners, such as: potential prime contractor relationships, potential subcontractor relationships including small, disadvantaged, and veteran-owned business; and counselor and training consultants and networks.
Arrange initial contact with business targets and decision makers in pursuit of company objectives.
Other duties as assigned.
Supervisory Responsibilities
Manages subordinate managers, support consultants, and BD staff of three to five direct reports. The position is responsible for the overall direction, coordination, and evaluation of department activities. Supervisory responsibilities are executed in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
This job requires project leadership of dedicated cross functional matrix staff and temporary employees assembled to support the specific bid activities.
The successful individual will need to exercise influence without authority with and deliver results without having direct control over the resources they need to achieve. Responsibilities include planning, assigning, and directing work; providing feedback to the functional leader responsible for their performance in regard to positive and constructive criticism, addressing complaints and resolving problems.
Required Qualifications:
Minimum of Bachelor's degree in Management, Marketing, Political Science, English or related field with a minimum of 10 years professional experience.
5+ years of Federal government-related business development experience required in the Federal Government Professional Services Marketplace (emphasis on Human Services, not Products)
7+ years of experience in proposal development and management in response to Federal Government RFPs, RFIs (Write and edit proposal content, including executive summaries, technical sections, past performances, and cost proposals)
A deep understanding of the Shipley (or similar) methodology.
Strong understanding of federal acquisition regulations, policies, and contract vehicles, with experience and demonstrated success in direct award process.
3+ years knowledge and operational experience leading business development teams/projects.
Proven track record of success in winning federal contracts in mid-sized/large businesses.
Ability to work well under pressure and make decisions quickly yet seek guidance when appropriate. Demonstrates critical thinking with strong executive level processing and interpersonal skills.
Strong written and oral communication skills, including excellent presentation skills for C-level staff.
Proven ability to conceptualize and write compelling, marketing-oriented proposal narrative as required.
Demonstrated track record of experience leading growth in new markets - whether they be by geography or customer segments.
Experience with industry-specific research tools to assist with information gathering, bid analysis, and decision making. Examples include the Federal Procurement Data System (FPDS), FedBizOps, GovWinIQ, Avascent Analytics, DACIS, IHS Janes, and Bloomberg Government, etc.
Deep experience in Project Management across multi-disciplinary teams in an influencer role to coordinate with various teams, business groups, business units, subject matter experts and partners.
Knowledge of federal and DoD customers and be able to convert this knowledge into new business strategies.
Demonstrated ability to work collaboratively and efficiently under conditions of multiple deadlines and shifting priorities.
Results driven individual with a growth mindset mentality and a willingness to learn and be challenged.
Strong business writing and analytical skills; Proficient in Microsoft Suite: Outlook, Word, PowerPoint, Excel, SharePoint; and Online Help Tools.
Ability to obtain a secret clearance.
Preferred Qualifications:
Operational Experience with Military or Veterans programs; Military experience a plus.
Knowledge and operational experience with military quality of life, family support programs, and/or behavioral health programs OR Human Services Programs at a State Level.
Experience with Military or Veteran Human Capital Services to include Service member support, Resiliency, Healthcare Operations, or Quality of Life/Family services.
Lead teams who are largely virtual or remote.
Experience with enterprise CRM tools (e.g., Microsoft Dynamics) and dashboards (Microsoft PowerBI, Tableau).
Have customer contacts and have the ability to influence decision-makers; be knowledgeable of and able to strategically position Zeiders internally and externally for new and continued growth.
Proposal Management Certifications/Experience (e.g., Shipley, Association of Proposal Management Professionals (APMP) or similar credentials).
Project Management Professional (PMP) Certification.
Other Skills and Abilities
Physical Demands: Works in office areas Sits, stands, bends, lifts, and moves intermittently during working hours. Uses personal computer, telephones, copiers, printers and other office equipment. The employee must occasionally lift and/or move up to 10 pounds. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet. Some travel may be required (
Zeiders Enterprises, Inc. is an Equal Opportunity Employer
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
