Strategic Business Development Director

4 weeks ago

Silver Spring, Maryland, United States 1st Choice, LLC Full time
Job Description

1st Choice, LLC is seeking a highly skilled and strategic Director of Business Development/Capture Management to lead and expand business opportunities across federal, state, and local markets. This role is responsible for new business development, market analysis, opportunity identification, strategy development, and managing the execution of these strategies to drive measurable growth. The Director will oversee the full business development process, from pipeline management to capture execution, while ensuring alignment with organizational goals. The position includes shaping opportunities, establishing teaming arrangements, developing solutions (technical, management, and cost), and overseeing proposal staffing and development. This position will lead, coach, and develop the Account Executives while expanding business opportunities in several markets.

Key Responsibilities:
  • Lead, coach, and develop Account Executives, ensuring their business development efforts, particularly in leveraging the GSA MAS program, are aligned with corporate strategies and capture management processes.
  • Identify, qualify, and develop new business opportunities across federal, state, and local government markets, particularly through the GSA MAS program and government-wide acquisition contracts (GWACs).
  • Leverage the GSA MAS Schedule program to its fullest to meet annual sales targets and drive exponential growth, including opportunities available through state and local purchasing programs.
  • Oversee the proposal development process from opportunity identification to submission, ensuring all proposals are compliant with GSA MAS requirements and aligned with the client's needs, focusing on increasing the company's MAS schedule wins.
  • Develop and execute capture strategies that focus on high-value MAS and GWAC opportunities, including shaping opportunities, positioning for MAS schedule awards, and influencing customer requirements.
  • Proactively engage with potential clients, contracting representatives, and teaming partners to gather intelligence on future opportunities, focusing on programs such as the Cooperative Purchasing Program, Disaster Recovery Purchasing Program, and Public Health Emergencies to expand market access.
  • Work with state and local entities to take advantage of purchasing programs available through the GSA MAS.
  • Collaborate with internal teams, including technical, management, and pricing teams, to ensure proposals for MAS schedule opportunities are comprehensive, competitive, and compliant with state and local purchasing programs.
  • Conduct market research and competitive analysis to identify trends and improve capture strategies for GSA MAS schedules and state/local opportunities.
  • Develop and maintain a robust pipeline of opportunities, managing the full lifecycle of capture efforts to secure high-value contracts, particularly through the GSA MAS and related programs.
  • Lead pipeline reviews, strategy sessions, win theme development, and proposal writing workshops, ensuring proposals reflect best practices and take full advantage of GSA MAS programs and cooperative purchasing opportunities.
  • Oversee proposal development, ensuring compliance with MAS-specific technical, management, and pricing requirements, and ensure timely submission of high-quality, compliant proposals.
  • Provide senior-level leadership during capture and proposal efforts, ensuring high client engagement, with a focus on MAS-related opportunities.
  • Advise senior management on adjustments to services and strategies based on opportunities available through GSA MAS schedules and state and local purchasing programs.
  • Negotiate teaming agreements and contracts, ensuring compliance with federal regulations, procurement policies, and specific requirements of the GSA MAS schedules and associated programs.
Job Requirements:
  • Bachelor's degree in a related field; advanced degree preferred.
  • 10+ years of experience in federal contracting, business development, capture management, and proposal writing, with a strong record of success in securing large contracts, including MAS schedule awards.
  • Deep knowledge of GSA MAS, government-wide acquisition contracts (GWACs), federal acquisition regulations (FAR), and state and local government procurement practices.
  • Proven experience in leveraging the GSA MAS schedules, with specific expertise in growing business through programs like the Cooperative Purchasing Program, Disaster Recovery Purchasing Program, and Public Health Emergencies program.
  • Proven ability to lead business development and capture efforts from opportunity identification to proposal submission, ensuring compliance with MAS schedule requirements and maximizing the Probability of Win (Pwin).
  • Strong leadership and management skills with a track record of coaching and developing high-performing teams.
  • Excellent interpersonal and communication skills, with the ability to build strong relationships with internal teams, clients, and external partners.
  • Proficiency in Microsoft Office tools for creating reports, presentations, and proposals, with experience in managing MAS schedule compliance and documentation.
  • Self-starter with a high level of initiative, able to work independently and manage multiple priorities in a fast-paced environment.
Preferred Qualifications:
  • Bachelor's degree.
  • 7+ years of experience in federal contracting, business development, capture management, and proposal writing, with a proven record of success in securing large contracts across government sectors.
  • Strong knowledge of federal acquisition regulations (FAR), government procurement practices, and proposal compliance requirements.
  • Proven experience leading business development and capture efforts from opportunity identification through proposal submission, including solution development (technical, management, and cost) to ensure a high Probability of Win (Pwin).
  • Expertise in coaching and leading teams, specifically Account Executives, capture managers, and proposal writers, to ensure their performance aligns with corporate goals.
  • Strong leadership skills with a track record of managing and motivating high-performing teams involved in complex proposal writing and capture efforts.
  • Excellent interpersonal and communication skills, with the ability to build strong relationships with internal teams, clients, and external partners.

1st Choice is a professional management consulting firm with more than two decades of experience delivering innovative consulting, technology, and staffing solutions to federal and commercial organizations throughout the United States. We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law

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