Mgmt-Business Dev-Sr Manager - 35910 in Hanover, MD at Alion Science and Technology

Date Posted: 6/12/2021

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Hanover, MD
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    6/12/2021
  • Job ID:
    35910

Job Description

Alion Corporation is seeking an intelligence, surveillance, and reconnaissance and integrated logistics services Senior Manager, Business Development, supporting Combatant Commands (COCOMS) for the ISR­­­­ Intelligence, Reconnaissance, and Surveillance Group. This position will have the responsibility, authority, and accountability to lead and/or support all necessary activities to develop and execute strategies that result in winning bids for the C5ISR Operation.  Ensures that the business development strategy is implemented.  Makes recommendations for change or modification to strategy. This role will require knowledge of and ability to perform all components of the capture management lifecycle, from opportunity identification, competitive analysis, and capture strategy development to bid team building, proposal support, and preparation for contract award.

Position Summary:

Self starter and single point of capture responsibility, authority, and accountability to lead, manage, and integrate all necessary activities to fill a pipeline with high Pwin opportunities under new and existing single/multiple award contract vehicles.  Additionally, produce a discriminating offer design/proposal in response to large, single/multiple award contract bids or IDIQ Task Orders specifically for ISR manned, unmanned or terrestrial platforms and assets supporting a variety of DoD customers, specifically COCOMS.  This role will last throughout the entire lifecycle of an opportunity from identification to final award past all protests and lawsuits.  Requires confident, knowledgeable, and hands on leadership that works collaboratively with all stakeholders, while staying focused on doing whatever it takes to win.

Duties and Responsibilities:

  • Intimate knowledge and strong contacts within COCOMS, specifically, AFRICOM, EUCOM, CENTCOM, and INDO-PACOM and the ISR marketspace across DoD.  Able to craft and drive capabilities to requirements solutions.
  • Lead and manage the business development and capture process while providing support to the Operation and the management for various opportunities that help identify and secure contract actions from start to finish (e.g., qualification, capture, proposal, ENs, ORALs, FIPR, protests, etc.).
  • Develops key business relationships in the government marketplace, with a primary responsibility for identifying and developing opportunities for business expansion.
  • Supports the development of customer or market penetration strategies and individual opportunity win strategies, account plans, technology development plans, and partnering strategies. Acts as liaison with government agencies and offices.
  • Lead and manage all capture stakeholders (individuals, key people, teammates, working groups, etc.) to produce a discriminating offer that is compliant and responsive to RFP requirements and customer issues.
  • Leads teams in order to develop and deliver various professional services solutions to include whitepapers, demonstrations, proposals and other internally developed products used to identify, qualify and capture new business.
  • Identify customer issues/pain points as a result of direct visits and analytical research of open source documentation/media.
  • Formulate teaming strategy, structure, and select teammates based on an analytical assessment of Alion’s strengths/weaknesses against customer issues, SOW/RFP requirements, and competition.  This includes writing teaming agreement attachments that defines teammate’s scope, SOW, and business deal.
  • Select key personnel/management team members that not only meet RFP requirements, but exceeds them in a discriminating manner.  This includes negotiating and writing the offer letters.
  • Be actively engaged, at all levels, in developing the price to win based on an analysis of the incumbents winning price and contract performance history, the customers buying practices and recent awards of similar contracts, and the application of common sense game theory per the competition.
  • Be directly involved in the design of the technical and management solutions so they not only address customer issues and associated win themes in the right way, but also achieve the price to win.
  • Ensure the proposal manager integrates the capture solution components into, and across, the correct proposal volumes/sections to ensure a consistent, cohesive story while addressing RFP requirements.
  • Write a compelling, concise, and graphically communicative executive summary, even if not directly required by the RFP, that makes the customer want to pick us from an analytical and/or emotional basis
  • Attend color team debriefs and make any necessary adjustments to the capture plan, offer design, and/or the proposal while also managing the associated personnel/teammate issues/dynamics.
  • Work with the Alion contract transition and project manager to ensure a smooth and full transference of proposal concept, ideas, and strategies into contract operations.
  • Education and Experience:
  • Bachelor’s degree in Business, Management, Engineering or related technical field. Must possess 10+ yrs. of experience/expertise in U.S. Federal Government support functions and business development capture and proposal management. Current PMP highly desired.  A demonstrated track record of business development and capture/ proposal management.  At minimum the candidate will have 5 or more years of either military, civil service, and/or direct U.S. Federal Government contract (on site) support experience in ISR management.
  • In some cases, educational requirements may be adjusted or waived for comparable work experience.  Work experience may be adjusted for highly specialized knowledge or uniquely applicable experience for positions involving new technology or labor market shortages as reflected by market survey data.
  • This position requires travel up to 25 percent. 

 Knowledge, Skills, Abilities:

  • Must be a self-starter, self-motivated, and entrepreneurial.
  • Expert knowledge of U.S. federal Government services/solutions contracting/buying practices, contract project management and capture and proposal management.
  • The ability to effectively move between leadership styles/needs from collaborative and inclusive to decisive and directive.
  • Proven Business Development and Capture skills across varied DoD customer sets.  Able to develop compelling business cases to capture follow on and new work.
  • Ability to build and lead diverse teams, both large and small, through the storming, norming, conforming, and performing cycle to produce winning proposals
  • Willingness to be hands on and work hard, including research, analysis, and writing.
  • A balanced skill base of analytical capability, creative intuitiveness, and common sense.
  • Excellent oral and written communication skills, esp. at an executive briefing level.
  • US Citizenship and an Active Top Secret security clearance or higher or the ability to obtain one at hire.


Security Clearance: Top Secret/Sensitive Comp Info

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