Federal Civilian BD Director-DOT & FAA

Federal Civilian BD Director-DOT & FAA

Belong. Connect. Grow. with K !

Around here, we define the future.

We are a company of innovators, thinkers, creators, explorers, and dreamers. But we all share one goal: to improve the world responsibly and safely.

The Federal Civilian Business Development Director (BD Lead) position at K  will serve as a front-end Business Development customer focused lead within K 's business development organization focused specifically on DOT and FAA Federal Civilian Agency's mission and technology programs. The BD Lead will be responsible for building relationships with the government, creating a focused pipeline, and winning new business.

The BD Lead will engage with federal civilian customers and follow the K  BD growth and capture processes. The BD Leader will drive large, prime single award opportunities and top pursuits ranging from $50M to $1 billion. The BD lead will focus across many federal agencies, with a primary focus on DOT & FAA, but may also include Assisted Acquisition Services/ GSA, DHS, DOJ, Treasury, and other Fed Civ agencies.

Travel is required to K  facilities and customer locations.

Responsibilities:

• Responsible for the management and execution of the full BD life-cycle process across pursuits and proposals
• Routinely build pipeline and advance winnable opportunities with the average size of $200M+ solicitation pursuits at various stages of the capture lifecycle primarily in the federal civilian mission and technology programs.
• Engage the customer, shape future procurements, design a winning strategy, assist in developing a capture plan that implements the strategy and translates into win themes.
• Ensure the voice of the customer is contained in the content throughout the capture process.
• Plan, lead, execute BD activities to include:
• Participation in industry conferences and meetings to gain latest industry insights and trends, technology advancements (with goal to evolve to a thought leader)
• Advancement of teaming and partnership with other key industry teams and customers
• Leading the development of a healthy pipeline of new winnable opportunities
• Qualify and assess the "win-ability" of new opportunities and move them through the milestone process
• Develop a plan for securing knowledge and understanding of the customer's requirements, challenges, issues, and needs during the capture phase and lead solutioning/planning sessions with the capture team
• Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices
• Lead milestone/gate reviews, black hat sessions, solution sessions, blue teams, and support proposal reviews
• Lead the development and submission of white papers, RFI responses, and other customer engagement activities.
• Apply K  BD best practices to each pursuit, including customer engagement, solution and win theme development
• Brief pipeline and opportunity status to senior management at specified milestones
• Create winning solutions
• Win large new business programs

Basic Qualifications:

• Good understanding of DOT and FAA needs, clients, and the latest advancements and trends for their industry and mission
• Good and current relationships across DOT and FAA industry teams and with the government clients
• Bachelor's Degree and a total of 15+ years of experience that includes 10+ years of industry experience and 5+ years of experience in business development
• Experience winning new business, single award contracts valued over $200M
• Relationship/experience working with developers/OEM's.
• Demonstrated ability to work with senior industry and government leaders and to provide leadership within the workplace
• Pre-existing knowledge and relationships with industry and federal civilian agencies with proven track records of winning single award programs as a prime.
• An ability to win new business and drive profitable financial outcomes
• Proven success in the following discipline(s) within Fed Civ:
  Business development, opportunity identification and qualification, account planning and strategic planning capability
• Demonstrated leadership skills in services-centric…