Director, Business Development & Capture – Ground based Logistics

Akima, LLC•Herndon, VA

8d•Remote

About The Position

Akima is seeking a dynamic, innovative, and experienced Director, Business Development & Capture – Ground-Based Logistics focused on expanding the logistics support services 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 ground-based logistics opportunities with emphasis on large, complex pursuits ($250M – $1B+). Areas of focus include materiel maintenance; supply chain management; warehousing and distribution; life support and food services; transportation and motor pool operations; contingency response; installist on logistics and theater sustainment missions in austere environments; and related business and mission-support services. The successful candidate must possess both a broad strategic perspective and a hands-on, action-oriented business development and capture approach. 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. Must have the ability to obtain a secret security clearance.

Requirements

Ten or more years of progressive Federal business development and capture experience, including significant experience supporting Department of Defense 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, logistics, supply chain management, engineering, 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 logistics services, such as materiel maintenance, supply chain management, warehousing, transportation, life support, food services, or contingency logistics
A track record of winning relevant, large-scale multiple-award IDIQ contracts, such as LOGCAP, AFCAP, WEXMAC, and Army EAGLE, and follow-on task orders
Deep, established, and active relationships within the DoD logistics, sustainment, transportation, or supply-chain acquisition or operational ecosystem, such as U.S. Army Materiel Command (AMC) and its subordinate organizations, including U.S. Army Sustainment Command (ASC) and U.S. Army Tank-automotive and Armaments Command (TACOM); U.S. Army Contracting Command (ACC); the Defense Logistics Agency (DLA), including DLA Distribution, DLA Troop Support, or DLA Weapons Support; Air Force Sustainment Center (AFSC); Marine Corps Logistics Command (LOGCOM); Naval Supply Systems Command (NAVSUP); Naval Facilities Command (NAVFAC); 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 logistics solutions well in advance of formal solicitations
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
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 major logistics IDIQs and GWACs (e.g., LOGCAP, OASIS+, agency-specific vehicles)
Knowledge of competitors and the ability to model competitor behaviors in the market and develop counter-positioning strategies
Working knowledge of Federal and DoD logistics and Computerized Maintenance Management Systems (CMMS). Examples include: DLA Enterprise Systems, FED LOG – Federal Logistics Data, WebFLIS, DAAS, PIEE, AMPS, ETID, EPMS, APSR, USMC Ground Logistics Systems, AMS TAC, CLC2S, FDES, GCSS MC/LCM, DLA Warehouse Management System (WMS), ELMS – Maintenance & Utilization Module, DLA Warehouse Management System (WMS), MAXIMO, IWIMS, and Archibus.
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
Must have to ability to obain a SECRET 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 ground-based logistics portfolio with priority alignment to targeted customers, including materiel maintenance, supply chain management, warehousing and distribution, transportation and motor pool operations, life support and food services, and contingency response
Build, qualify, and maintain a pipeline of strategic opportunities generally valued at $250M or more that aligns 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
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