Director, Business Development – Federal Construction

Akima, LLC•Herndon, VA

1d•Remote

About The Position

Akima is seeking a dynamic, innovative, and experienced Director, Business Development to support its Construction and Security Solutions Group (CSSG). The Director will formulate and execute growth strategies and secure new, profitable general construction and renovation contracts with the U.S. Federal Government and select state and local agencies. The role covers Akima’s construction offerings, including facility renovation and modernization, secure space development such as SCIF and SAPF, MEP improvements, and specialty infrastructure systems such as intelligent traffic systems and lighting. The successful candidate will establish and advance client relationships, develop portfolio-, account-, and opportunity-level strategies, and lead business development and capture activities across the full opportunity lifecycle. The role focuses on identifying and shaping opportunities aligned with CSSG’s strategic growth areas, building relationships with federal customers and partners, and collaborating with regional program managers, core MEP trade contractors, and A&E Designers of Record. The ideal candidate has established relationships with federal construction clients, preferably in the eastern United States, and a record of securing sole-source projects, competitive 8(a) and small business awards, multiple-award contracts, and task orders. The role requires business acumen, knowledge of federal construction acquisition practices, and the ability to turn customer requirements into differentiated, executable, and profitable solutions. The position reports to CSSG’s Senior Director, Business Development & Capture and is functionally matrixed to Akima’s federal construction General Managers. The role is remote and may require travel up to 40 percent of the time, or as business requirements dictate.

Requirements

Ten or more years of progressive business development experience focused on federal construction and/or facility modernization, including MEP-intensive, secure facility, or specialty infrastructure projects.
Demonstrated federal construction market knowledge, including customers, prime contractors, skilled trades subcontractors, design partners, and target geographies, with a record of productive government and industry relationships.
A track record of winning new business with the U.S. Government, including at least three construction contract wins within the last three years, each valued between $10 million and $25 million.
Proven success identifying and shaping strategically aligned opportunities and advancing a pipeline that delivers top- and bottom-line growth; ability to accurately forecast solicitation schedules, funding cycles, and procurement timelines.
Strong understanding of general construction practices, MEP systems, design processes, project sequencing, and federal project delivery requirements, with the ability to assess technical fit, execution feasibility, and pursuit risks.
Experience engaging MEP subcontractors, specialty trades firms, and A&E design partners, including Designers of Record.
Working knowledge of Design-Build and Design-Bid-Build delivery methods, design maturity assessment, and progressive design-to-budget approaches.
Strong knowledge of the Federal Acquisition Regulation (FAR), the Revolutionary FAR Overhaul, agency supplements, procurement integrity requirements, solicitation and source selection practices, GWACs, agency-level IDIQs, and traditional and nontraditional acquisition pathways; understanding of OTA approaches and their applicability to relevant pursuits.
Strong understanding of ANC 8(a) direct award authorities, including distinctions from other 8(a) procurement requirements and implications for acquisition and capture strategies.
Strong sales planning and organizational skills, ability to tailor solutions to customer needs, manage multiple pursuits, and meet aggressive deadlines.
Bachelor’s degree in a relevant discipline or equivalent professional experience.
Strong work ethic, sound judgment, collaborative attitude, and ability to thrive in an objective-driven environment and work effectively with personnel at all levels.
Excellent oral and written communication skills, including ability to translate technical requirements into customer messaging, proposal narratives, and differentiated win themes.
Proficiency in Microsoft Office Suite, including Word, Excel, and PowerPoint.
Ability to travel up to 40 percent of the time, or as business requirements dictate, with a flexible schedule.

Nice To Haves

Significant experience in the 8(a) and small business federal market, including sole-source and negotiated contracts.
Established relationships with federal construction clients, preferably in the eastern United States.

Responsibilities

Develop and execute growth strategies aligned with CSSG’s strategic business plan, deliver annual sales commitments, and support sustained, profitable growth while ensuring priority pursuits fit the Group’s offerings, delivery capabilities, and operational capacity.
Develop long-term engagement strategies, maintain government and industry relationships, and coordinate account activities and customer engagement across Akima’s construction portfolio.
Identify, evaluate, qualify, and maintain a pipeline of federal construction and renovation opportunities, prioritizing pursuits by strategic fit, customer access, technical feasibility, competitive position, execution capacity, profitability, and probability of win.
Maintain accurate opportunity records covering customer intelligence, technical requirements, competition, teaming, solicitation timing, funding milestones, and capture readiness; use this information to forecast pursuit timing and resource needs.
Lead business development and capture from opportunity identification through award, including stakeholder mapping, customer engagement, competitive assessments, win strategy, teaming, solution shaping, and proposal readiness.
Engage federal customers early to understand mission needs, facility conditions, capital priorities, funding, acquisition timelines, and procurement approaches; develop call plans and coordinate introductions of program executives, operational leaders, and technical experts.
Partner with operations, regional program managers, estimating, engineering, and project management to review scopes and preliminary designs, validate technical fit and execution feasibility, and develop customer-focused solutions addressing MEP requirements, sequencing, logistics, environmental constraints, schedules, risks, and cost objectives.
Apply knowledge of Design-Build and Design-Bid-Build delivery methods to assess design maturity, interpret design intent, shape pursuit strategies, and support progressive design-to-budget approaches.
Position Akima to secure sole-source projects, competitive 8(a) and small business opportunities, multiple-award contracts, and task orders in partnership with operational peers; incorporate ANC 8(a) direct award authorities into capture planning with Contracts.
Support acquisition strategy development through customer engagement and market research, matching Akima’s capabilities, past performance, partners, and contracting vehicles to customer requirements; evaluate traditional and non-traditional pathways, including OTA where appropriate, with Contracts and technical leadership.
Prepare and lead gate reviews; develop and brief bid/no-bid recommendations, capture strategies, technical and execution risk assessments, and business cases; obtain pursuit approvals in accordance with Akima processes.
Develop, monitor, and control bid and proposal budgets in line with opportunity value, capture maturity, and expected returns; drive performance against sales and gross margin sold objectives.
Collaborate with Proposal Operations and construction delivery teams on compelling, compliant proposals that accurately represent the solution, construction approach, execution plan, schedule, and past performance; prepare for interviews and oral presentations and ensure effective handoffs through submission and award.
Identify, engage, and vet skilled trades subcontractors, including core MEP and specialty trades firms, in target markets; with operations and Procurement, assess capabilities, capacity, qualifications, safety, past performance, and competitiveness.
Develop relationships with A&E design partners, including Designers of Record, and engage trade and design partners to validate assumptions, inform execution plans, and strengthen bid strategies.
Identify and evaluate strategic teaming and design partners, support teaming agreement negotiations, and coordinate with Procurement and operational leadership on proposal commitments and contract negotiations.
Maintain actionable intelligence on clients, competitors, contracting vehicles, construction markets, and emerging MEP and technology trends; support planning, identify adjacent markets and offerings, and advise operational leaders on business development.
Lead responses to requests for information and sources sought notices; participate in industry days, pre-solicitation briefings, outreach forums, and government engineering events; and develop follow-up plans that advance relationships and capture readiness.
Lead responses to government market research inquiries, using them to communicate capabilities and inform pursuit strategies.
Represent Akima at industry events, conferences, professional societies, and customer forums to strengthen relationships, increase visibility, and advance growth opportunities.