Business Development Manager (Senior Capture Manager)
Company: APTIM
Location: Richland
Posted on: January 11, 2021
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Job Description:
Job Overview:The candidate must be a self-starter, be
self-motivated, and be entrepreneurial. Must possess
experience/expertise in U.S. Federal Government (including USACE
and DOE procurements) and Commercial Nuclear support functions,
contract project management, business development capture, and
proposal management. Will serve as the single point of capture
responsibility, authority, and accountability to lead, manage, and
integrate all necessary activities to produce a discriminating
offer design/proposal in response to large, single, and
multiple-award contract bids. This role will last throughout the
entire lifecycle of an opportunity, from identification to final
award past all protests and lawsuits. It requires confident,
knowledgeable, and hands-on leadership that works collaboratively
with all stakeholders while staying focused on doing what it takes
to win. If you are a performer with a healthy winning average, we
would like to talk. Very competitive salary, benefits, and win
bonus based on defined, quantitative metrics. Job Requirements:Key
Responsibilities/Accountabilities:? Produce capture efforts,
including associated proposals, capable of winning within the
context of all customer, contract, and corporate performance
parameters and organizational dynamics.? Lead and manage the entire
capture/proposal process from opportunity identification to
contract start (e.g., qualification, capture, proposal, ENs, ORALs,
FIPR, protests, etc.).? Lead and manage all stakeholders
(individuals, key people, teammates, working groups, etc.) to
produce a discriminating offer compliant and responsive to RFP
requirements and customer issues.? Present capture plans, gate
reviews, and proposal plans to the executive team and receive
constructive input to win vs. running the corporate approval
gauntlet.? Identify customer issues/pain points resulting from
direct visits and analytical research of open source
documentation/media.? Must be able to work well in a team
environment with Technical and Management personnel.? Shape RFP
criteria to benefit APTIM.? Formulate teaming strategy, structure,
and select teammates based on an analytical assessment of APTIM's
strengths/weaknesses against customer issues, SOW/RFP requirements,
and competition. This includes writing teaming agreement
attachments that define a teammate's scope, SOW, and business
deal.? Select key personnel/management team members that not only
meet RFP requirements but exceed them in a discriminatory 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.? Direct involvement in designing
the technical, financial, and management solutions to address
customer issues and associated win themes in the right way and
achieve the price to win.? Integrate 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. This may require many iterations and
adjustments as the effort evolves and matures over the
capture/proposal process/timeline.? Make "all things considered"
decisions, based on a net point score tradeoff methodology, that
maximize point score and win P.? Actively listen to 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. Continue to lead and
manage the capture effort to make the making the necessary
adjustments through the discussion, EN, FIPR, and protest phases,
as applicable.? Work with the APTIM contract transition and project
manager to ensure a smooth and full transference of proposal
concepts, ideas, and strategies into contract operations.? Manage
budgets for own area and allocate resources accordingly? Perform
additional duties and responsibilities as necessary to optimize win
P.Basic Qualifications:? A demonstrable track record of capture and
proposal management success.? Directed the capture and production
of Tier 1 government and commercial nuclear proposals ($100M to
$1B+)? Multiple years of experience in U.S. Federal Government
services/solutions and Commercial Nuclear in terms of support
service functions, contract project management, and capture and
proposal management.? Minimum Bachelor's degree in science,
engineering, or technical discipline from an accredited 4-year
college/university.? Expert knowledge of U.S. Federal Government
and Commercial Nuclear services/solutions contracting/buying
practices, contract project management, and capture and proposal
management.? An understanding of the process for baseline planning
for the decommissioning of Government facility(s) and Commercial
Reactors in the U.S. ? The ability to effectively move between
leadership styles/needs from collaborative and inclusive to
decisive and directive.? The ability to lead/manage individuals to
keep them focused on winning in the context of the bigger picture,
vs. a singular functional perspective, and interpersonal dynamics.?
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.? Ability to
build and lead diverse teams, both large and small, through the
storming, norming, conforming, and performing cycle to produce
winning proposals.? The ability to sort through, prioritize and
concisely present a large quantity of data, material, etc., which
is often confusing and contradictory.? The ability to integrate all
customer, contractual, capability, and business aspects of an offer
in a manner that maximizes win P.? Excellent oral and written
communication skills, esp. at an executive briefing level.?
Leadership position(s) in energy, environmental, public service,
engineering and/or program and construction management
professional/industry association committees, boards, etc.
Keywords: APTIM, Richland , Business Development Manager (Senior Capture Manager), Executive , Richland, Washington
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