Leidos Business Development (BD) Manager in GAITHERSBURG, Maryland
The Exploration & Mission Support operation is seeking a Business Development (BD) Manager to pursue and capture Civil IT opportunities. This position is located at the Leidos facility in Gaithersburg, MD, but alternate locations can be entertained.
The successful candidate will be responsible for new business growth in their designated market area, which may be all of Civil IT or a subset of that market. The BD Manager will identify new business opportunities that fit the organization’s strategy, develop and maintain prospective customer relationships, understand customer budgets, problems, issues,and constraints, and develop winning solutions. The candidate will also develop and execute the capture strategy, develop internal and external partnerships, business plans and associated marketing for each opportunity.
The BD Manager will leverage customer relationships and personal experience in assessing potential business opportunities that result in measurable revenue growth, qualify them as meaningful opportunities, and execute captures to win new business. For each opportunity, the BD Manager will be expected to identify capability gaps, emerging requirements, perform market and economic analysis, conduct business intelligence, monitor competitor activity, and develop solution concepts in accordance with requirements that can be executed at reasonable profit.
The BD Manager must thrive in an environment where they are responsible for the execution of business development across multiple simultaneous pursuits and proposals. Performance evaluations will be based on individual success in
continually identifying and winning opportunities.
The BD Manager is expected to exercise sound judgment within broadly defined practices and policies; regularly interact with all levels of management, infrastructure points of contact (POCs), staff, and customers and is expected to display a high degree of tact and diplomacy. Characteristics necessary for success include: business and technical vision; disciplined strategic thinking; analytical presentation and problem solving skills; the ability to gain internal support; and the ability to establish and maintain a solid working relationship with technical staff, managers, and peers. Excellent written and oral communication skills are required.
•Proactively identify new business opportunities.
•Perform market research to qualify new business opportunities, including analysis of customer budgets, capabilities required, current customer preferences, competitive environment assessments, and incumbent strengths and weaknesses.
•Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
•Work with program and management team in call plan development and execution, and provide detailed reports on follow
up activities after plan execution.
•Serve as Capture Manager for selected opportunities, either all the way to award or in the early capture phase.
•Participate as required in the Leidos business development process, including pipeline reviews, opportunity gate reviews, black hat sessions, and proposal reviews.
•Collaborate with Leidos Account Managers, IDIQ PMs, other BD personnel and capture and line management to support cross enterprise objectives and customer engagement.
•Support overall strategic planning and linking pursuits/capture activities which support the business development metrics for awards, submits, and pipeline..
•Interact routinely with various levels of management, functional leads, other staff, and customers.
•Brief business development status to senior management when material changes occur and as required by the Leidos business development process.
•Bachelor's degree with 15+ years of experience in business development efforts supporting a customer's information technology mission. 13+ years of experience in lieu of a degree will be considered.
•A proven track record of successful business development across multiple Civil organizations and program offices at a variety of acquisition sizes.
•Demonstrated working relationships with key government customers and industry partners.
•Experience with Civil government budgets, investments, and acquisition processes.
•Demonstrated working knowledge of the Federal Acquisition Regulations (FAR).
•Ability to use automated tools such as Microsoft Office to present ideas, information, and reports.
•Ability to travel as required, based on negotiated work location, up to 50% per month inclusive of local travel.
•Excellent written and oral communication skills.
•A clearance is not required up front, but should position requirements change, investigation for a Secret security clearance may be required.
•Intimate organizational and mission knowledge and experience with Civil government organizations that procure IT and cyber solutions.
•Demonstrated ability to develop compelling materials for internal opportunity briefings to leadership as well as marketing and capability briefings and related products for customers.
•Ability to gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with line management, technical staff, functional staff, and peers across Leidos.
•Management of a pipeline of opportunities with a value of $500M or greater.
•Deep understanding of teaming and subcontracting to include experience with creating teaming agreements, vendor relationships, service level agreements, and contractor teaming arrangements.
•Working knowledge of NAICS and PSCs for teammate selection and evaluation.
•Experience with pipeline management tools.
This position allows for local telework only, must live in the DC/Metro area
Leidos is a global science and technology solutions leader working to solve the world’s toughest challenges in the defense, intelligence, homeland security, civil, and health markets. The company’s 33,000 employees support vital missions for government and commercial customers. Headquartered in Reston, Virginia, Leidos reported pro forma annual revenues of approximately $10 billion for the fiscal year ended January 1, 2016 after giving effect to the recently completed combination of Leidos with Lockheed Martin's Information Systems & Global Solutions business (IS&GS). For more information, visit www.Leidos.com. The company’s diverse employees support vital missions for government and commercial customers. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status. Leidos will consider qualified applicants with criminal histories for employment in accordance with relevant Laws. Leidos is an equal opportunity employer/disability/vet.