Senior Director Business Development Health Division
3 weeks ago
ASRC Federal Holding Company is seeking a Senior Director of Business Development to support our Health Division under the Civilian and Health Operating Group.
Summary: Reporting directly to the Vice President, Business Development for Civilian and Health (C H) Operating group, this position will partner with C H leadership to drive the organization's strategic growth objectives by developing and refining an understanding of customers' most important needs, building/owning a pipeline and creating/leading winning capture strategies.
The position is remote, but travel to client location(s) and ASRC Federal HQ located in Reston, Virginia may be required.
Key Role:
This role is responsible for the identification and qualification of new business opportunities supporting the U.S. Department of Health and Human Services (HHS), with a specific focus on CMS. It will entail establishing and developing customer intimacy, win strategy development, solicitation shaping, and proposal development activities leading to the successful capture of new business and re-compete opportunities. The ideal candidate will have a proven record of success in the establishment of robust opportunity pipelines, managing complex capture projects throughout the entire Federal Acquisition (FAR) lifecycle from inception to award, and expect to regularly 'roll up their sleeves' in authoring persuasive narrative for sources sought, RFI, and proposal responses, as well as white papers and presentations supporting customer visits. Demonstrated experience successfully pursuing large-scale HHS/CMS specific business/projects is a fundamental requirement.
Specific responsibilities include:
- Develop the HHS/CMS new business pipeline, opportunity identification, qualification, shaping, strategy, and positioning activities leading to the successful capture of multiple opportunities. Ideal candidate will have a proven record of success in building, bringing together, and leading a team of business development professionals to be successful in identifying, qualifying, and closing enough deals to support the strategic growth of a $500M+ Operating Group
- Grow the opportunity pipeline, to include existing as well as adjacent markets/customers, through diligent and timely identification/qualification of new business opportunities by leveraging current technologies, customer intimacies, and inter-company collaboration
- Develop and execute strategic and tactical plans for the pursuit and successful capture of key opportunities
- Present, inform and persuade high-level internal and external customers of the company's understanding of customer needs and requirements, business development and capture plans, strategies, and actions.
- Direct and support new business development opportunities to improve the company's business portfolio to include marketing and customer call plans
- Obtain marketing intelligence and competitive data pertaining to potential targeted pursuits, and develop marketing strategies
- Participate in bid decisions, development of cost strategies and phase reviews
- Conduct customer visits and perform research to understand current and emerging customer needs and requirements
- Develop the value proposition and win strategy and shape it to the customer's needs.
- Interface with industry peers and evaluate/recommend teaming arrangements.
- Establish, build, and maintain customer relationships and assess competitor capabilities aligned to specific customers in Federal Health Community.
- Work collaboratively with multiple components of the larger ASRC Federal enterprise, to include other Operating Groups, shared services, the Technology Committee and the ASRC Federal Senior Leadership Team to ensure appropriate policies and procedures are adhered to and bids are adequately resourced and supported
- Support creation and execution of multi-year business development strategies
- Participate in B P planning as well as overhead budgets
Qualifications:
- Bachelor's Degree in a technical or business-related discipline; Master's Degree a plus
- Minimum of 10 years of relevant BD experience
- Demonstrated success as a business development leader with experience in Federal Civilian Health domain in support of a line of business.
- Demonstrated success in leading and winning contracts >$100M
- Ability to identify, establish and use important customer relationships with senior level officials and program stakeholders within Federal Health Community
- Demonstrated experience and results in targeting select markets, identifying, qualifying and winning new business opportunities
- Possess versatile and persuasive written and presentation communication skills
- Ability to establish and maintain productive customer and industry participant networks
- Must have US Citizenship and ability to gain access to customer sites
- Experience with or knowledge of IT services, deployment of cloud, advanced analytics, high performance computing, cyber security and software development
- Experience leading opportunity captures, including: developing overall win strategy; shaping deals with customers; developing teaming strategies, identifying and closing with teammates; understanding pricing and assist in developing winning price
- Demonstrated background in solution selling, developing new markets, with proven leadership from inception to fruition of a strategic campaign
- Ability to develop, document, and execute a plan for achieving awards/growth
- Knowledge of Government contracting, current acquisition trends and customer buying behaviors
- Experience in budget management of B P.
- Proven experience leading large geographically diverse teams; strong coaching and mentoring skills; ability to achieve results through others.
- Familiarity with the capture of 8(a) set aside new business capture and opportunities considered a plus
ASRC Federal and its Subsidiaries are Equal Opportunity / Affirmative Action employers. All qualified applicants will receive consideration for employment without regard to race, gender, color, age, sexual orientation, gender identification, national origin, religion, marital status, ancestry, citizenship, disability, protected veteran status, or any other factor prohibited by applicable law.
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