Director of Business Development (BD)

Haag, a Salas O'Brien Company•,

6h•$125,000 - $135,000•Remote

About The Position

The Director of Business Development (BD) leads and oversees each stage of the proposal development lifecycle, from opportunity identification to post-submission activities. This role is responsible for driving division growth by identifying and pursuing new business opportunities, developing and executing strategic plans, and expanding market presence. The Director will lead or support the full business development lifecycle, from market research and opportunity identification through capture, proposal, and deal closure. This includes overseeing pipelines, guiding teams, and ensuring revenue targets and long-term strategic objectives are met. The role involves submitting prime bids from various Salas O’Brien entities, including subsidiaries, affiliates, Small Business Administration (SBA) approved mentor-protégé joint ventures (JV), and other strategic JV firms. This position requires a proactive, detail-oriented leader with extensive experience in federal government contracting, proposal development, and pursuit management. The successful candidate will manage a team of proposal coordinators and collaborate with cross-functional teams to develop compelling, compliant proposals that support Salas O’Brien’s growth objectives in the federal sector. The Director of Business Development reports to the Division Managing Principal and coordinates with the Capture Director, Engineering Principals, Business Office, Engineering Directors, and Project Managers and Administrators as needed to produce high-quality proposals on time and within budget constraints. The Director will attain an expert-level understanding of existing commercial-off-the-shelf (COTS) BD tools and develop new approaches to effectively target, bid disposition, and track new business pursuits.

Requirements

Degree in business, communications, or related field.
10+ years of experience in federal proposal management, including federal contracting and proposal development process knowledge.
Proven record of supporting opportunity identification, proposal development, and post-submission activities within the federal sector.
Experience managing end-to-end proposal development for complex pursuits, including content creation, teaming partner coordination, and compliance reviews based on Shipley-writing principles.
Strong leadership skills with the ability to manage and mentor proposal coordinators and collaborate effectively with cross-functional teams.
In-depth knowledge of federal procurement channels, solicitation processes, and relevant regulations (e.g., FAR and DFARS).
Excellent writing, editing, and communication skills, with the ability to develop clear, persuasive proposals and articulate complex ideas effectively.
Strong project management skills, including the ability to track multiple proposals, manage schedules, and ensure on-time delivery.
Proven ability to develop and execute win strategies, focusing on value propositions, discriminators, and competitive positioning.
Experience leading and coordinating proposal-related initiatives across an organization.
Ability to work effectively under tight deadlines and manage competing priorities.
Valid, state-issued driver’s license
Must be a US Citizen.

Nice To Haves

Proficient in Adobe products, including InDesign.
Familiarity with proposal tools and systems such as SAM.gov, Deltek Vantagepoint and GovWin, GSA eBuy, Procurement Integrated Enterprise Environment (PIEE), and ProjNet.
Experience in a similar industry (engineering/construction).

Responsibilities

Support Client Managers in identifying new federal business opportunities through market research and monitoring federal procurement channels such as SAM.gov, Deltek GovWin, and GSA eBuy.
Iteratively review requests for proposals (RFP), checking for disqualifying requirements and performing detailed RFP reviews to be the authoritative source for the proposal team on proposal requirements and content that will increase the evaluation score.
Assist in conducting opportunity assessments and evaluating the strategic fit of potential opportunities and probability of success.
Track opportunities from lead vetting to opportunity qualification in Deltek Vantagepoint and ensure timely updates.
Provide support of the Go/No-Go process, providing necessary data and insights to inform decision-making.
Assist in developing pursuit strategies, including key discriminators and market positioning.
Assist the Capture Director and Capture Managers with gap analysis and competitor analysis to evaluate strengths and weaknesses relative to specific opportunities.
Support the development of win themes and strategies to differentiate Salas O’Brien in federal and non-federal markets.
Lead gap analysis as part of proposal management. When gaps emerge, assist the Capture Director and Capture Managers in identifying and securing appropriate partners and subcontractors via teaming agreements.
Lead the division’s proposal development process, including kickoff meetings, storyboarding, content development, and coordinating efforts across multiple teams that typically include personnel reporting to different Salas O’Brien offices.
Coordinate subcontractor involvement in proposal development (data calls), ensuring alignment with Salas O’Brien’s objectives and proposal strategy.
Apply the Shipley writing methodology for complex proposals. Lead formal color reviews (i.e., Pink, Red, Green, and Gold Teams) to ensure proposals are compliant, persuasive, and have a well-developed price-to-win strategy.
Coordinate and oversee the writing and editing of key proposal sections (technical, management, past performance, project approach, quality control) to ensure clarity, cohesiveness, and responsiveness to request for proposal (RFP) requirements. For multi-volume proposal efforts, assign Volume Leads (Book Bosses) and empower them to iteratively develop and deliver compliant, compelling proposal content.
Ensure strict adherence to federal and client solicitation instructions, including compliance with the FAR, DFARS, and other relevant acquisition regulations.
Maintain proposal compliance checklists and procedures, ensuring submittal materials are clear, accurate, and compliant.
Conduct interviews with Subject Matter Experts (SME), Design Managers, Project Managers, and other key personnel to gather content for resumes, project descriptions, and past performance sections.
For past performance references, assign or train project personnel on how to obtain/complete required Contractor Performance Assessment Reporting System (CPARS) and/or Past Performance Questionnaires (PPQ) in the client-required format.
Facilitate pricing reviews (Green Teams) to ensure the cost-to-win strategy is properly developed and conveying in the final proposal.
Assist the Capture Director in preparing cross-functional teams for oral interviews, including mock interviews and team coaching.
Support the post-submission phase by leading responses to government clarifications and post-RFP modifications. Assist with Task Order RFPs as needed.
Lead proposal closeout, including gathering feedback, conducting after action reviews (AAR), and updating pipelines (Vantagepoint and/or JV company spreadsheets) with key outcomes (win/loss status) and next steps.
Participate in pursuit debriefs and document feedback for continuous improvement.
Oversee the knowledge management system for federal proposals, ensuring templates, content, and best practices are easily accessible.
Lead and manage Salas O’Brien’s proposal coordinators, ensuring effective delegation of tasks and overall support of the proposal lifecycle from start to finish.
Guide junior proposal team members and develop their skills through hands-on experience and professional growth opportunities.
Host virtual training events to ensure company-wide understanding of best practices, compliance standards, and enhance the team’s overall proposal skills. Develop and deliver training modules on federal proposal topics, such as professional/technical communication and proposal writing, via occasional lunch and learn sessions.
Continuously improve proposal development processes, incorporating lessons learned and industry best practices to enhance quality and increase win rates.
Maintain a repository of proposal templates, tools, and processes to standardize and streamline future proposal development efforts.