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Business Development Manager

2 months ago

Washington, Washington, D.C., United States Kearns & West Full time
Job Summary:

Kearns & West is seeking a dynamic mid-level Business Development career professional experienced in federal (and ideally local and state) government business development and marketing. The position will collaborate with project staff to coordinate and lead high-priority, high-value proposals on behalf of Kearns & West.

Key Responsibilities:
  • Proposal Development: Work across sector, service, and office teams to manage proposal process for high-priority proposals for clients including Environmental Protection Agency, Department of Interior, and Federal Emergency Management Agency, as well as state and local agencies in New York, Oregon, Colorado, and California, owning the entire process.
  • As proposal manager, lead the development of proposals with minimal day-to-day oversight, coordinating the overarching process by establishing and adhering to timelines for technical and cost volumes, troubleshooting solutions to unexpected challenges, ensuring that proposals meet client specifications and deadlines as well as Kearns & West quality standards, finalizing documents, and ensuring the submission of a compliant proposal.
  • Facilitate and oversee the go/no-go bid evaluation process for selected opportunities, guiding teams and leadership through a decision-making process that ensures opportunities align with Kearns & West strategic priorities.
  • Drive the proposal's pre-positioning phase by conducting comprehensive research on the opportunity, competition, client, and other relevant requirements as needed.
  • Lead win strategy conversations with technical teams and ensure the win strategy drives the creation of the proposal, including listening to technical teams and distilling the firm's strengths into clear compelling win themes, creating proposal outlines that are responsive to proposal specifications and integrate win themes, drafting sections of proposals, leading color draft reviews, and editing proposal documents to ensure a competitive proposal.
  • In collaboration with the Business Services Team, craft best-value cost strategies and ensure a unified strategy in both technical and cost proposals.
  • Develop, oversee, and maintain the proposal calendar, in collaboration with project staff proposal leads, and monitor adherence to the defined process and deadlines for technical proposals, rosters/recruiting, proposal budgets, production schedules, and quality standards for proposals.
  • Participate in the review and compilation of lessons learned and after-action-reviews of proposal submission processes for Kearns & West.
Corporate Strategic Responsibilities:
  • Support Senior Director - Business Development and Kearns & West's leadership in developing annual and multi-year business development strategies that leverage Kearns & West's capabilities to identify and win new business opportunities.
  • Within Kearns & West's target technical, client, and geographic priorities, collaborate with the Senior Director - Business Development to identify new business opportunities, ensure up-to-date client knowledge, and manage relationships, potential partners, and consultants, including working collaboratively with designated offices and sector and service teams to develop and implement positioning strategies to strengthen Kearns & West's likelihood of winning new business.
  • Responsible for managing and disseminating business intelligence and positioning information obtained from networks, project teams, for the service and sector lines they are following.
  • Work with Sector and Service team leadership to identify partnering opportunities and form new strategic alliances with implementing partners and other stakeholders to advance project development for Kearns & West.
  • Able to develop, manage, and maintain a pipeline of opportunities.
General Business Development Support:
  • Foster, build, and maintain Kearns & West staff capacity in the US and in the field in development of new or expanded business opportunities for Kearns & West.
  • Coordinating with graphic designers for proposal production and development of visual materials.
  • Assist in the development of and training of project staff on use of cutting-edge tools, processes, procedures, and standards for proposal development.
  • Work with the Senior Director - Business Development to maintain the company's CRM system and Knowledge management systems.
  • Strong ability to quickly adapt to change and demonstrate flexibility to a variety of schedules and hours to meet business needs.
  • Perform other duties as assigned.
Requirements:
  • At least 4+ years' (Senior Associate)/8+ years' (Director) experience managing proposals.
  • 5+ years (Senior Associate)/9+ years' (Director) of related experience within business development and/or project management.
  • Experienced working directly with technical teams to develop, track, and secure revenue.
  • Experience with budget preparation.
  • Experience with U.S. Government procurement policies, procedures, and mechanisms (such as Indefinite Quantity Contracts, Contracts, etc.).
Preferred Skills:
  • Excellent writing and editing skills.
  • Strong planning and time management skills and the ability to multitask with ease, adapting to frequently changing priorities.
  • Ability to manage diverse teams and be a team player.
  • Outstanding oral and written English communication skills.
  • Strong experience using MSWord, Excel, Power Point, Salesforce, and on a daily basis.
  • Strong understanding of the federal budget and contracting process. Experience working on proposals for state and local clients a plus.
  • Strong interpersonal skills that enable one to adapt to different working styles and effectively manage up and across.