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Business Development and Capture Manager
2 months ago
Position Description:
Hartwood is seeking a dynamic Business Development and Capture Manager to focus on sustaining and leveraging opportunities to drive growth and profitability in the Federal government market. This individual will work remotely to identify a portfolio of qualified leads/new opportunities for Hartwood to pursue and win, develop solutions to expand existing customer relationships and create strategies utilizing identified resources, knowledge and skill to perform market and economic research to qualify new business opportunities, conduct business intelligence including identifying key stakeholders, analyze customer budgets, capabilities required, customer preferences/needs, competitive environment assessments and incumbent strengths and weaknesses. The candidate will develop and implement a business development strategy, scope out new potential bids, manage capture efforts/plans and forecasts, sales plans and present plans to CEO, lead proposal efforts, provide proposal writing support, represent Hartwood on partner/teaming calls and at business development related events.
Essential Duties and Responsibilities:
In collaboration with the CEO, develop and contribute to a business development strategy for one, three and five-year plans; link pursuits/capture activities to support business development metrics for pipeline, proposals, and awards.
Formulate and execute a strategy for monitoring federal government markets and pipeline development for new bid opportunities, to include other activities that proactively identify and generate new business; make recommendations on future positioning and recommendations for modifications when necessary.
Develop a capture plan for multiple, simultaneous bid opportunities; strategically assess bids and outline win strategies, plan and execute any necessary travel for capture; brief capture status to senior leaders at specified milestones in the capture process.
Ensure complete capture process alignment including customer contact, win strategy development, competitive intelligence, and gap analysis.
Develop and execute customer call plans for opportunities, assessing the competitive landscape, and applying knowledge of leading competitors to foster the development and implementation of an effective and differentiated win strategy; provide detailed reports on follow up activities after plan execution.
Lead and coordinate meetings with customers, competitors, clients, and industry teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices; recommend teaming arrangements.
Prepare pre-writes and pre-position before proposal is released, manage and complete internal processes associated with the bid preparation – research and planning, pricing/cost analysis, time frame/timeline, staffing/labor, metrics, internal and external partnerships, and bid presentations.
Participate in planning activities, to include periodic pipeline reviews, operating plan development, bid process development, opportunity gate reviews, go/no-go decisions, win themes and strategies, discriminators, black hat reviews, SWOT and risk analysis, proposal reviews and white hat reviews.
Lead business intelligence collection efforts: track/map existing contracts, US spending trends, congressional budget hearings and use business development resources, tools, and applications to ensure Hartwood is at the forefront of all available opportunities.
Lead proposal development, including technical approach, provide writing support, staffing matrix, partnering strategies and negotiations, and decisions on information gathering and cost development. Provide other support as needed on live proposals.
Conduct outreach, lead partner and recruitment calls to maintain lasting relationships with government and industry partners through daily interactions, across markets, to gain valuable intelligence and insights that positions Hartwood in the competitive landscape as a trusted partner to customers.
Conduct after action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
Collaborate with multiple teams across Hartwood to support organizational objectives and customer engagement. Communicate with technical SMEs, marketing personnel, existing customers, finance, and other Hartwood departments as needed to ensure high quality bids.
Attend conventions, conferences, and trade shows as needed; prepare post-event reports and analysis.
Develop, implement, and maintain procedures that enhance the efficiency of the business development team.
Proactively engage in self-directed professional development.
Perform other related duties as assigned by management.
Required Skills and Experience:
7-10 years’ experience in business development, capture and proposal development, writing, and coordinating bids in the Federal market.
Proven track record of success in winning contracts.
Demonstrated working knowledge of the Federal Acquisition Regulations (FAR).
Experience with DoD budgets, prioritizing investments, and acquisition processes.
Keen ability to thoroughly understand Hartwood’s business capabilities and technical offerings, and target market segments to identify and capture new business resulting in continued revenue growth for the company.
Strong working knowledge and experience with managing a broad portfolio of Indefinite Delivery/Indefinite Quantity (IDIQ) contracts and government contract vehicles with proven ability to use them to secure new business.
Proven ability to articulate compelling, business outcome-focused, value propositions.
Exceptional leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions, to respond to and win business with new and existing customers.
Preferred candidate will have experience with conducting market analysis; tools such as GovWin, FPDS, GovTribe; opportunity boards such as GSA eBuy, SAM.gov, Bidspeed; and understanding of the overall capture process with alignment to Hartwood methodologies.
Strong ability to lead or support complex, technical bids, including developing an in-depth understanding of the potential client’s requirements and preferences.
Ability to perform complex financial analyses and develop pricing strategies that meet the requirements of government contracts while ensuring profitability for the company.
Strategic thinking and planning skills - Demonstrated enthusiasm for the company and its growth potential.
Sharp networking skills; adept at negotiating and establishing teaming arrangements/agreements.
Experience in customer service and marketing; ability to promote the company’s products or services to prospective clients.
Adept at strategic thinking, planning and problem solving; highly organized, with strong attention to details and excellent oral and written communication skills; must be able to read, write and speak English fluently.
Proficient with using a personal computer and computer software applications; Microsoft 365 and web-based applications.
Familiarity with standard concepts practices and procedures within a customer support and business environment.
Familiarity with military rank structure and working effectively with diverse groups.
Flexibility to travel as required.
Required Education:
Bachelor’s Degree in business, marketing, or a related field; advanced degree preferred.
Working Environment:
100% Remote work environment with travel as required.
ABOUT HARTWOOD:
We are TnDA Technologies, Inc. (DBA Hartwood Consulting Group), a Small Business Administration (SBA)-certified 8(a) and Service-Disabled Veteran Owned Small Business (SDVOSB/VOSB), founded in 2007. With over 16 years of successful experience, we specialize in delivering expert business consultation and innovative solutions to the Federal Market. We anticipate challenges and facilitate change to help our clients prepare for the future. We strive to make a difference every day Our people-centered approach, commitment to excellence, and values of integrity, collaboration, and innovation drive our diverse team's passion for what we do.
Our highly certified experts thrive on collaboration, working seamlessly as a team to ensure our customers' success. As a fully remote company, we prioritize work-life balance by minimizing commute time and offering flexibility in the work environment. We provide competitive compensation, paid time off (PTO), and 11 paid holidays, along with a comprehensive benefits package. This package includes generous employer contributions to medical plans, employee health savings accounts, life, and disability insurance, and up to a 4% employer match to 401(k) plans.
Visit www.hartwoodcg.com to learn more.
PRIVACY STATEMENT:
Hartwood Consulting Group expresses its commitment to respecting the privacy of individuals and safeguarding their personal information. The company has implemented an Applicant Privacy Policy, which provides detailed information about how applicant data is collected, used, and disclosed. This policy can typically be found on the Hartwood Consulting Group Career Center. By accessing and/or using the applicant portal provided by Hartwood Consulting Group, individuals indicate their acceptance of the company's Applicant Privacy Policy.
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