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About the position
CSSI is seeking a leader for the Business Development team to identify, develop, and implement capture strategies for high-value opportunities. The role involves developing and executing capture processes in collaboration with operations executives, including win strategy development, gap analysis, competitive assessments, and building internal and external teams to position for success. The successful candidate will collaborate with technical and subject matter experts, functional leads, and Program Managers to develop winning proposals by securing and aligning resource needs and leveraging resources assigned. Additionally, the role requires the establishment and implementation of customer engagement strategies, including the creation and execution of call plans, intelligence gathering, and assessment of customer requirements. The candidate will also manage the Gate Review process and schedules to ensure efficient capture and proposal activities, ensuring timely delivery of compliant and compelling RFI, sources sought, and proposal responses. The position includes mentoring and training Business Development and Proposal staff on best practices and fostering a collaborative team environment.
Responsibilities
- Lead the Business Development team in identifying, developing, and implementing capture strategies for high-value opportunities.
- Develop and execute capture process in collaboration with operations executives, including win strategy development, gap analysis, competitive assessments, and building internal and external teams.
- Collaborate with technical and subject matter experts, functional leads, and Program Managers to develop winning proposals.
- Develop and execute comprehensive capture plans through all phases of the capture and proposal process.
- Collaborate with stakeholders to define value propositions, develop business cases, and shape early win strategies.
- Establish and implement customer engagement including creation and execution of call plans and intelligence gathering.
- Communicate with diverse parties, internally and externally, at senior levels.
- Manage Gate Review process and schedules for efficient capture and proposal activities.
- Ensure timely delivery of compliant and compelling RFI, sources sought and proposal responses.
- Brief capture status to senior leadership at specified milestones in the capture process.
- Manage and provide input, updates and tracking detail in the corporate CRM tool (Salesforce).
- Mentor and train Business Development and Proposal staff on best practices.
- Foster a collaborative team environment and serve as a role model for effective communication.
- Conduct after-action reviews, document lessons learned and implement continuous improvement strategies.
Requirements
- Bachelor's degree in a related field and 10+ years of related experience with 8+ years leading teams or projects.
- Extensive experience and demonstrated success leading and winning large-scale captures in the aviation industry.
- Deep understanding of the Federal Acquisition Regulations (FAR), Acquisition Management System (AMS), and various contract types.
- Proven ability to develop and execute win strategies, communicate value propositions, and address customer pain points effectively.
- Exceptional verbal and written communication skills with the ability to influence at senior levels.
- Demonstrated success in building and maintaining relationships with government customers and industry partners.
Nice-to-haves
- Leadership skills to develop, organize and execute significant capture activities.
- Proven track record of success in leading and winning captures of large-scale opportunities with DOT and DoD.
- Experience conducting market assessments and competitive analysis on target agencies.
- Ability to influence constructively and interact at the highest levels of the corporate structure.
- Excellent interpersonal, problem solving, and business acumen.
- Ability to lead and motivate geographically dispersed teams.
- Willingness to travel as needed to support capture and business development efforts.
