Job Details
Leidos
Sr Business Development Manager - Environmental Services
Description
Job Description:
The Sr Business Development (BD) Manager is responsible for all BD activities and strategy development to drive growth in the Integrated Missions Operation Group. The position will pursue new opportunities in environmental services to include compliance, remediation, engineering, munitions and related areas. The BD Manager will partner with the Division Management and Functional Management to drive a culture of innovation and capture excellence.
The candidate must thrive in an environment where they are responsible for the management and execution of the full BD life-cycle process across multiple simultaneous pursuits and proposals. In addition to building a qualified pipeline of opportunities, the BD Manager will help shape customer requirements, translate tacit customer needs into actionable features, drive differentiation in Leidos’ solutions and help create a compelling value proposition. Successful candidates will have the ability to conceptualize a vision for winning, to develop strategy and BD capture plans that implement the vision, and, to translate the strategy into win themes. The candidate is expected to be a critical partner with the technology team and solution architects, and coalesce the division’s strategy along with the technology strategy.
Primary Responsibilities
- Grow the opportunity pipeline, to include existing as well as adjacent markets/customers, through diligent and timely identification/qualification of new business opportunities
- Partner with the Leadership to refine the division strategy and shape a balanced portfolio
- Lead and participate in the identification, qualification and pursuit of strategic business opportunities, and opportunities greater than $50M in value
- Assign and optimize BD and capture resources amongst competing priorities
- Drive collaboration across the organization to bring best-in-class solutions to the customer and maximize win probability
- Seek and utilize market intelligence and competitor data to position the division for ensuring success
- Maintain knowledge of overall business trends, threats and opportunities within the environmental sector(s) including remediation, restoration, geotechnical and compliance
- Participate as a thought leader in bid decisions, gate reviews and the development of cost strategies
- Conduct customer visits and articulate current and emerging customer needs and requirements
- Actively participate in capture activities, to include opportunity gate reviews, black hat sessions, collaboration and workshop sessions, proposal reviews and business case development
- Drive the development and submission of white papers and RFI responses to proactively shape strategic opportunities
- Conduct after-action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
- Develop marketing and B&P budgets and execute BD plans within those approved budgets
- Own and conduct monthly detailed pipeline reviews with Senior leadership
Basic Qualifications
- Requires a BA degree and 15+ years of prior relevant experience or Masters with 13+ years of prior relevant experience.
- 5+ years of BD experience in environmental area
- Demonstrated successes in developing a pipeline of opportunities exceeding $1B
- Demonstrated successes in leading $25M+ opportunities from identification through proposal submissions
- Knowledge and experience with USACE, NAVFAC, AFCEC and EPA
- Experience managing budgets of $5M+
- Demonstrated success in leading and growing environmental services business
- Ability to identify, establish and use important customer relationships with senior level officials and program stakeholders with Customers
- Experience developing overall win strategy, shaping deals with customers, developing team strategies, understanding pricing and assisting in developing winning price
- Knowledge of competitors and ability to model competitor behaviors in the market
- Ability to identify key growth areas and develop new business aligned with the company's growth strategy
- Proven ability to collaborate within and across organizational boundaries
- Knowledge of Government contracting and current acquisition trends and customer buying behaviors
- Excellent written and oral communication skills; experience presenting to senior executives, peers, and customers
- Ability to empower and engage people and instill drive and passion into the organization
- Secret level clearance required, TS preferred