Director, Business Development & Capture – Facilities Operations & Maintenance

Akima, LLC•Herndon, VA

8d•Remote

About The Position

Akima is seeking a dynamic, innovative, and experienced Director, Business Development & Capture – Facilities Operations & Maintenance (O&M) focused on expanding the facilities O&M portfolio of its Facilities Solutions Group (FSG). Reporting to the Vice President of Strategic Capture, the Director will be responsible for formulating and executing growth strategies and developing, qualifying, and successfully capturing a pipeline of Federal facilities O&M opportunities with emphasis on large, complex pursuits ($250M – $1B+). Areas of focus include integrated facilities management; civil engineering and base/facility planning; preventive, predictive, and corrective maintenance and repair; central utility plant and infrastructure operations; mechanical, electrical, plumbing, heating, ventilation, and air-conditioning systems; fire protection and life-safety systems; service-order and work-control management; custodial, grounds, waste-management, and pest-control services; energy and water management; environmental program management and compliance; airfield operations and maintenance; range O&M; maritime port operations; and related installation and mission-support services in CONUS and OCONUS environments. This includes Base Operations Support (BOS), installation support services, and institutional O&M programs. The successful candidate must possess both a broad strategic perspective and a hands-on, action-oriented business development and capture approach with direct ownership of priority captures. The candidate should be experienced in developing new customer and industry relationships, navigating Federal acquisition requirements, and leading major opportunities through award. This role owns portfolio shaping, account penetration, and priority capture execution within targeted customer bases. Responsibilities encompass full opportunity lifecycle management, including participation in the development of long-range growth strategies at the capability level; opportunity identification and qualification; pipeline development and maintenance; customer and partner relationship management; customer-focused solution development; capture and proposal execution; and collaboration with executive leadership to secure pursuit and bid approvals. The Director will also be responsible for developing strong proposals and driving bookings and revenue that meet or exceed assigned growth targets. To join our team of outstanding professionals, apply today!

Requirements

Ten or more years of progressive Federal business development and capture experience, including significant experience supporting Department of Defense and other Federal customers
Demonstrated success identifying, qualifying, capturing, and winning large, complex Federal opportunities, including contracts valued at $100 million or more with at least three relevant contract wins of such magnitude serving in a lead BD and capture role within the last three years
Bachelor’s degree in business, engineering, facilities management, construction management, architecture, operations, or a related field. Relevant military service, training, or directly applicable experience may be considered in lieu of a degree
Strong understanding of relevant facilities and base operations services, such as integrated facilities management; operations, maintenance, and repair of buildings and infrastructure; central utility plant operations; HVAC, electrical, mechanical, and plumbing systems; fire protection and life-safety systems; custodial and grounds maintenance; work control; energy management; and installation-support services
Demonstrated understanding of performance-based facilities management practices, including reliability-centered maintenance, condition-based monitoring, preventive and predictive maintenance, asset-criticality analysis, condition assessment, maintenance planning and scheduling, service-order management, quality control, and performance measurement as applied in large, complex Federal facilities portfolios
A track record of winning relevant, large-scale single-award and multiple-award contracts, such as NAVFAC Base Operations Support contracts; Army installation facilities O&M and base support contracts; Air Force civil engineering and installation-support contracts; joint base and multi-agency campus operations; Department of Energy (DOE) Maintenance and Operations (M&O) contracts; GSA consolidated facilities-management and national O&M contracts; NASA institutional operations and maintenance contracts; OASIS+ facilities task orders; and other comparable agency-specific vehicles and follow-on task orders
Deep, established, and active relationships within the DoD facilities, installation management, civil engineering, public works, or base operations acquisition and operational ecosystem, such as U.S. Army Installation Management Command (IMCOM) and its subordinate directorates, regions, garrisons, and Directorates of Public Works; U.S. Army Corps of Engineers (USACE); U.S. Army Contracting Command (ACC) and Mission and Installation Contracting Command (MICC); Naval Facilities Engineering Systems Command (NAVFAC), including its Facilities Engineering Commands and installation Public Works Departments; Commander, Navy Installations Command (CNIC); Marine Corps Installations Command (MCICOM); Air Force Installation and Mission Support Center (AFIMSC); Air Force Civil Engineer Center (AFCEC); Air Force Installation Contracting Center (AFICC); Department of the Air Force Civil Engineer organizations; or another comparable organization. Demonstrated ability to actively leverage current relationships within the last 12–24 months to identify emerging requirements, shape acquisition strategies, establish customer intimacy, and position differentiated facilities and base operations solutions well in advance of formal solicitations
Established relationships within relevant Federal Civilian facilities organizations, such as the GSA Public Buildings Service, NASA center operations and facilities organizations, Department of Energy and National Nuclear Security Administration facilities organizations, DHS components, or other agencies with large, complex, or mission-critical real-property portfolios, with demonstrated engagement on major facilities programs or O&M vehicles
Demonstrated experience managing the full opportunity lifecycle, from pipeline development and customer engagement through capture, proposal development, award, and transition, including IDIQ/task order environments and complex services contracts with large union represented workforces
Established ability to develop and maintain relationships with senior military, civilian, operational, program, and acquisition stakeholders
Deep knowledge of the Federal acquisition process, Federal Acquisition Regulation, contract vehicles, acquisition trends, and customer buying behaviors, including performance-based service acquisitions, Service Contract Labor Standards, collective bargaining agreements, quality assurance surveillance plans, award-fee and incentive structures, and major facilities contract vehicles and agency-specific acquisition approaches
Knowledge of competitors and the ability to model competitor behaviors in the market and develop counter-positioning strategies
Working knowledge of Federal and DoD Computerized Maintenance Management Systems, Integrated Workplace Management Systems, asset-management platforms, and facilities condition-assessment tools. Examples include IBM Maximo, GSA’s National Computerized Maintenance Management System (NCMMS), Air Force NexGen IT, BUILDER Sustainment Management System, IBM TRIRIGA, Archibus, and related building automation, utility-management, energy-management, geographic-information, and work-control systems
Working knowledge of relevant facilities, safety, quality, environmental, and engineering requirements and standards, including Occupational Safety and Health Administration requirements, National Fire Protection Association standards, Unified Facilities Criteria, American Society of Heating, Refrigerating and Air-Conditioning Engineers standards, environmental compliance requirements, and applicable agency-specific facilities policies and procedures
Ability to lead cross-functional teams and develop effective capture, teaming, solution, staffing, pricing, and win strategies
Strong executive communication, presentation, negotiation, strategic-thinking, and decision-making skills
Ability to manage multiple priorities and pursuits in a fast-paced environment
Active SECRET or higher-level security clearance.
Ability to travel up to 20 percent of the time, or as business requirements dictate

Responsibilities

Develop and execute growth strategies for Akima’s Federal facilities O&M portfolio with priority alignment to targeted customers, including integrated facilities management, infrastructure and utility operations, preventive and corrective maintenance, work-control management, custodial and grounds services, energy management, and related installation-support services with emphasis on Base Operations Support and large, mission-critical institutional O&M programs
Build, qualify, and maintain a pipeline of strategic opportunities generally valued at $250M or more including flagship pursuits, key recompetes, and strategic task orders that align with Akima’s growth priorities and financial objectives
Develop and maintain relationships with senior customer, acquisition, and industry stakeholders well in advance of formal solicitations to identify requirements, gain actionable market intelligence, establish meaningful and high-value teaming, and position Akima for future opportunities
Lead priority capture efforts for multiple concurrent pursuits from qualification through award, including customer engagement, competitive assessments, win strategy, solution development, teaming, staffing, pricing, and proposal readiness across IDIQ/task order and single-award environments
Identify customer priorities, concerns, and evaluation drivers and translate them into differentiated, executable, and competitively priced solutions with clear win themes and discriminators aligned to evaluation criteria
Develop and brief opportunity qualification, pursuit, capture, and bid/no-bid recommendations to executive leadership
Shape acquisition strategies and requirements through customer engagement, market research responses, industry participation, contracting vehicles, and strategic partnerships
Identify and evaluate teammates and support the development and negotiation of teaming agreements, workshare arrangements, joint ventures, and other pursuit-related partnerships, consistent with small business or unrestricted participation strategies as applicable
Collaborate with operations, technical, pricing, contracts, legal, recruiting, and proposal teams to develop compelling and compliant proposals
Lead capture and proposal strategy sessions, and orchestrate and participate in Black Hat and Price-to-Win assessments, executive reviews, color-team reviews, orals preparation, and post-submission activities through award
Manage capture activities, schedules, resources, and expenditures with accountability for capture and proposal budgets (B&P) for assigned deals