Alion Corporation, Distributed Simulation Group (DSG) is searching for a Director of Business Development (BD) for the Applied Technology Operation (ATO) with a track record of success in winning full and open competitive bids for DoD and/or IC opportunities. The BD Director will be responsible for leading and overseeing business pursuits and capture activities including, but not limited to DOD and IC accounts. As the ATO Director of Business Development, you will be responsible for the management and execution of the full Alion BD life cycle process across multiple simultaneous pursuits and proposals. The BD Director will report to the DSG Vice President for Business Development.
The BD Director is responsible for building the ATO pipeline for organic growth by ensuring excellence in the delivery of full life cycle business development activities across the group, including management of bid and proposal (B&P) resources, target identification, capture strategies, proposal management, contract award and customer relations.
The BD Director will collaborate with the Operations Manager to ensure effective use of business development resources across the Operation as well as identifying and responding to key customer relationship needs.
The BD Director will be expected to identify gaps and emerging requirements, perform market and economic analysis, conduct business intelligence, design and execute formal capture plans, and monitor competitor activity. You will develop the overall BD strategy, as well as internal and external partnerships.
The BD Director will manage direct report capture managers as well as matrixed capture managers in achievement of the Operation's and Group's short and long-term business development goals. You will ensure that the Operation maintains a healthy pipeline of opportunities and executes cost-effective win strategies to achieve annual financial objectives.
Specifically, you will be expected to: Present long-term plan(s), resource requirements and capture execution strategies to the leadership of all involved company segments to achieve unified cross-organizational buy-in and support;
Effectively engage government officials and staff, and build solid relationships with key individuals to identify and mature new business opportunities. Must possess established relationships within the DoD/IC market environment;
Develop long-term investment and business strategies to identify and defeat principal competitors in current and projected markets;
Recommend areas for new technology development that will permit the capture of new markets and products;
Develop and implement the Operations BD strategy based on market research and the Group/Operations leadership direction;
Identify, develop, and implement near-term and long-term business strategies that provide the Operation and Group an opportunity to grow revenue;
Monitor status of all division captures and review all capture status and Gate Reviews with the Operations Manager before they are presented to Group and/or Corporate;
Partner with other Group divisions to support overall strategic planning and linking pursuits/capture activities which support the Group/Division business development metrics for awards, submits, and pipeline;
Continuously monitor the market to keep track of competitor developments and their impact on market share;
Participate in Group/BD planning activities, to include pipeline reviews, operating plan development, Capture Status and Gate reviews, black hat sessions, win theme and discriminator sessions and proposal writing and reviews;
Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices;
Serve as capture manager as required conducting all capture activities in accordance with Alion BD processes.
Education and Experience
Bachelor's degree Business Management or a related discipline and 10 plus years of directly related experience in a government/military environment including supervisory/management experience.
10 plus years business development experience managing or assisting in the capture of +$50 million engagements in the federal defense market. Experience selling in a solutions-based and/or services environment is a plus.
Work experience may be adjusted for highly specialized knowledge or uniquely applicable experience.
Active, Reserve or Guard military experience
Extensive knowledge, experience, and success of the entire capture process are required, and solid experience in all contract types (e.g., FFP, T&M, cost plus), as well as non-IDIQ and IDIQ single or multiple award contracts, is expected.
Excellent communication skills and highly effective interpersonal skills are required as well as an ability to inspire confidence and provide business development leadership throughout the group and the company
The ability and willingness to travel both domestically and internationally, as needed, is required.
Ability to obtain a security clearance is required
Knowledge, Skills, Abilities
Must have technical competency with mission-critical networks, C4I and/or AF/Army operational capabilities with at least one substantial single award or multiple award contract win.
Excellent customer focus and negotiation skills.
Extensive experience in the Department of Defense and Intelligence Community markets, with a track record of leading and winning both single- (+$50million) and multiple- ( +$500 ) award contracts
Must be a hands-on collaborative business development leader with a track record of leading strategic capture and proposal efforts
Firm understanding of the Federal Government procurement life-cycle, and participation in multiple government procurements in a business development, capture, or program management capacity.
Women, minorities, individuals with disabilities and veterans are encouraged to apply. Alion will provide a reasonable accommodation to individuals with disabilities and disabled veterans who need assistance to apply. Please visit the Alion Careers site for more information
U.S. Citizenship Required.
Alion Science And Technology