Business Development/Capture Manager (Active TS/SCI Required)

Fluor Corporation • Reston, VA

39d • $135,000 - $250,000 • Onsite

About The Position

This position provides capture leadership in the Intelligence Business Unit. It is primarily engaged in driving win strategy, teaming selection, staffing and key personnel recommendations, recommending/developing past performance write-ups, and management & technical solution approaches for pursuit opportunities. The position will work with Business Development, Operations, Proposal Operations and Functional Leadership in the identification, qualification, pursuit and shaping, proposal development, award, and follow-through on new awards, MATOC/SATOC task orders, and extensions. Scope The candidate will lead proposals and responses to customer requests including Requests for Proposals, Final Proposal Revisions, Evaluation Notices, Best and Final Offers, proposal clarifications and internal approval processes. This includes communicating detailed information at key corporate control gates, (Bid/No-Bid, Risk Review), which include internal financial and market opportunity tracking . Additionally, this position will contribute to the business line pipeline.

Requirements

• Accredited four (4) year degree or global equivalent in applicable field of study and twelve (12) years of work-related experience or a combination of education and directly related experience equal to sixteen (16) years if non-degreed; some locations may have additional or different qualifications in order to comply with local requirements
• Ability to communicate effectively with audiences that include but are not limited to management, coworkers, clients, vendors, contractors, and other stakeholders
• Job related technical knowledge necessary to complete the job
• Ability to learn and apply knowledge of applicable local, state/province, and federal/national statutes and guidelines
• Ability to attend to detail and work in a time-conscious and time-effective manner
• Must possess a TS/SCI clearance (or Top Secret with ability to get TS/SCI).
• Prepare and present proposals which clearly describe the advantage of utilizing the company as a contractor, with clear understanding of risk frameworks and assessment techniques
• Develop programs to utilize operations personnel to extend our effective sales knowledge with potential new clients
• Ability to work well in a team environment.
• Excellent verbal and written communication.
• Problem solving ability and can work well under pressure.
• Travel about 10-15% anticipated
• Maintain compliance with all applicable policies, procedures, and global standards
• Adhere to and support Fluor's HSE and Sustainability Policies
• Stay current on the major drivers, challenges, and issues facing this industry
• Continually update knowledge of Fluor's strengths and weaknesses (within the industry) as related to competitors' industries serviced

Nice To Haves

• Technical or Business Bachelor's Degree with an advanced degree preferred
• Knowledge of the federal acquisition lifecycle
• Proven record of building and managing teams
• Demonstrated success in leading and winning complex capture efforts valued at $100M+ in prime contract awards
• Proven ability to drive disciplined capture governance and instill process rigor across teams
• Understand and apply key legal and commercial terms and strategies, differentiator identification and development, integrated solutions, early positioning, client evaluation criteria, bid/no bid development, risk identification, mitigation, and selectivity
• Build client relationships that are targeted and support business objectives
• Lead effective proposal preparation and development
• Integrate financial/business acumen, price-to-win, and risk management into capture strategy
• Target business opportunities and key accounts
• Develop differentiated solutions to meet client needs, as well as account planning and management
• Manage interfaces with key contacts
• Utilize selectivity, opportunity targeting, screening and closing
• Excellent oral and written communication skills
• Involve clients in project and strategic objectives, aligning goals
• Maintain contact, gain feedback, and act upon results
• Possess an Active Project Management Professional (PMP) certification from the Project Management Institute

Responsibilities

• Demonstrated understanding of the competitive landscape and established relationships in the Intelligence arena.
• Understanding of contract terms and conditions, proposal pricing, ability to negotiate with teaming partners and ability to drive agreements and subcontracts to closure.
• Ability to develop and manage proposal budgets effectively.
• Handle opportunity pursuits from small quick turn renovations to larger value jobs with values up to $1B over contract life.
• Lead opportunity pursuits from initial screening to contract closure and follows the sales "must have" requirements in all stages of the process
• Monitor data quality and timeliness of information in Fluor's sales enablement software.
• Maintain adherence to Business Development & Strategy Group direction and Fluor Corporate approval matrix and Business Unit approval matrix
• Consult and align with Fluor Corporate functions throughout the sales pursuit
• Develop effective differentiators and negotiation strategies and understand all key commercial and legal issues
• Achieve new award targets set by group leadership while maintaining selectivity and margins and optimizing pursuit cost
• Establish and maintain working relationships within the company that will enhance the ability of the sales organization to effectively serve the customer; update Bid/NoBids that identify strategies to pursue and require risk mitigation measures
• Lead the development of teaming agreements, confidentiality agreements, agency agreements, and other legal documents needed to protect the interests of Fluor
• Maintain contact with prospective clients through sales visits, calls, letters, and other means to assure the company is aware of and considered for planned project work and that any major current issues are highlighted for corrective action to be taken
• Leverage internal and external resources to administer policies and procedures consistently across all business lines, functions, and locations
• Analyze situations, identify, and forecast pertinent problems and evaluate realistic options; and recommend/implement appropriate course of action
• Maintain knowledge of Fluor's principal competitors as related to their locations and their relative strengths, weaknesses, and capacities
• Prepare and present proposals which clearly describe the advantage of utilizing the company as a contractor, with clear understanding of risk frameworks and assessment techniques
• Recruit, develop and retain talent.

Benefits

• Fluor is proud to offer a comprehensive benefits package designed to promote employee health, wellness, and financial security.
• Our offerings include medical, dental and vision plans, EAP, disability coverage, life insurance, AD&D, voluntary benefit plans, 401(k) with a company match, paid time off (personal, bereavement, sick, holidays) for salaried employees, paid sick leave per state requirement for craft employees, parental leave, and training and development courses.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Professional, Scientific, and Technical Services
• Number of Employees: 5,001-10,000 employees