Director Bd/Capture, Fed/Civ Business Sector

ARETUM is seeking a Director of Business Development/Capture for the Federal Civilian business unit who will balance identifying long-term, game changing opportunities and short-term tactical wins, build key customer relationships, develop strategic partnerships, identify funded programs, engage in writing proposals and plans, negotiate and close business deals and maintain extensive knowledge of current market conditions.

A successful candidate understands the missions of the Federal Civilian agencies, their cultures, organizational components, leadership, major programs, and their challenges. The candidate will lead major business development and capture pursuits helping to expand ARETUM’s capabilities within its Project Portfolio Management, Information Technology, Cybersecurity, Financial Management, and Consulting services. This position will focus on Federal agencies such as Department of Interior, Health and Human Services, Department of Treasury, Department of Energy, Department of Commerce, Department of Education and other civilian agencies.

Responsibilities

• Focus on the identification and capture of new business by leveraging customer relationships and personal experience to identify and assess business opportunities that result in measurable revenue growth.
• Manage capture activities for key engagements, identify gaps and emerging requirements, assess and recommend teaming partners, perform market and economic analysis, conduct business intelligence, design and execute formal capture plans, and monitor competitor activity for each capture.
• Conduct Business Development and Capture Management activities for assigned or suggested opportunities.
• Establish and meet new business targets, goals and objectives.
• Develop detailed and actionable strategies and account plans that achieve significant corporate growth targets.
• Identify leads and new business opportunities – leveraging past relationships/accounts.
• Formulate and implement strategies and action plans to develop healthy pipelines and path to attain and maintain sales performance targets.
• Participate in planning, pipeline reviews, solution development, pricing, gate reviews, color team reviews, win theme development, as well as providing proposal writing and reviews as required.
• Negotiate effective non-disclosure and teaming agreements for review and approval using ARETUM Workflow.
• Partner and sometimes lead development of the win strategy and identify resources needed to increase the win probability.
• Work with various corporate divisions and business units to develop any necessary thought leadership, campaigns, or social media activity.
• Deliver excellent customer service/satisfaction and grow client business.
• Coordinate strategy, approach, and deliverables with other key stakeholders in the organization.
• Uphold and protect ARETUM’s reputation of ensuring quality, professional and ethical standards, and compliance with company policies and processes.
• Exhibit technical writing skills, identify winning themes and benefits for customers, and an understanding of price-to-win strategies.
• Ensure capture follow all corporate operations for capture and proposal development such as Gate Review Processes.
• Work with the HR/Recruiting department to create job descriptions, hire competent personnel and oversee employee training programs.
• Ensure all BD/Capture actions are tracked in a detailed manner according to corporate processes.
• Work collaboratively with other enterprise resources to achieve successful execution of growth strategies.

Requirements

• Bachelor’s degree in a related business or technical discipline.
• 5-7+ years’ experience in Federal Government capture & business development, ‘identify, capture, and close’ environment. Must have Federal experience with business development and capture.
• Prior experience and relationships with Federal clients such as Department of Interior, Health and Human Service, Department of Treasury, Department of Energy, Department of Commerce, Department of Education and other civilian agencies.
• Demonstrated success identifying, qualifying, and winning large captures.
• Deep understanding of Federal contracting practices.
• Experience in preparing & delivering presentations to Senior Leadership for Federal customers or peers.
• Successful record of accomplishment of achieving business development and revenue goals.
• Experience navigating gate review processes as a business developer, capture manager, or proposal manager.
• Strong writing and editorial skills; able to support proposal submissions in conjunction with the cross functional teams.
• Experience supporting winning proposals with primary focus on and technical solutions-based opportunities; knowledge of professional services a plus.
• Excellent planning, time management, organization skills; able to manage a high volume of tasks.
• Excellent communications skills, including meeting facilitation and presentation expertise.
• Experience working with standardized sets of proposal development tools, templates, and processes.
• Strong proficiency in Office 365 suite of software.

ARETUM is an equal opportunity employer, committed to diversity and inclusion. All qualified candidates will receive equal consideration for employment without regard to disability, race, color, religious creed, national origin, sexual orientation/gender identity, or age.

ARETUM utilizes e-Verify to check employment authorization.

EEO/AA/F/M/Vet/Disabled.