Federal Civilian BD Director-DOT & FAA

KBR, Inc.•Columbia, MD

1d•$193,000 - $289,500•Hybrid

About The Position

The Federal Civilian Business Development Director (BD Lead) position at KBR will serve as a front-end Business Development customer focused lead within KBR’s business development organization focused specifically on DOT and FAA Federal Civilian Agency’s mission and technology programs. The BD Lead will be responsible for building relationships with the government, creating a focused pipeline, and winning new business. The BD Lead will engage with federal civilian customers and follow the KBR BD growth and capture processes. The BD Leader will drive large, prime single award opportunities and top pursuits ranging from $50M to $1 billion. The BD lead will focus across many federal agencies, with a primary focus on DOT & FAA , but may also include Assisted Acquisition Services/ GSA , DHS, DOJ, Treasury, and other FedCiv agencies. Travel is required to KBR facilities and customer locations.

Requirements

Good understanding of DOT and FAA needs, clients, and the latest advancements and trends for their industry and mission
Good and current relationships across DOT and FAA industry teams and with the government clients
Bachelor’s Degree and a total of 15+ years of experience that includes 10+ years of industry experience and 5+ years of experience in business development
Experience winning new business, single award contracts valued over $200M
Relationship/experience working with developers/OEM’s.
Demonstrated ability to work with senior industry and government leaders and to provide leadership within the workplace
Pre-existing knowledge and relationships with industry and federal civilian agencies with proven track records of winning single award programs as a prime.
An ability to win new business and drive profitable financial outcomes
Proven success in the following discipline(s) within Fed Civ: Business development, opportunity identification and qualification, account planning and strategic planning capability
Demonstrated leadership skills in services-centric organizations to develop, organize and execute significant BD activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions

Responsibilities

Responsible for the management and execution of the full BD life-cycle process across pursuits and proposals
Routinely build pipeline and advance winnable opportunities with the average size of $200M+ solicitation pursuits at various stages of the capture lifecycle primarily in the federal civilian mission and technology programs.
Engage the customer, shape future procurements, design a winning strategy, assist in developing a capture plan that implements the strategy and translates into win themes.
Ensure the voice of the customer is contained in the content throughout the capture process.
Plan, lead, execute BD activities to include: Participation in industry conferences and meetings to gain latest industry insights and trends, technology advancements (with goal to evolve to a thought leader), Advancement of teaming and partnership with other key industry teams and customers, Leading the development of a healthy pipeline of new winnable opportunities, Qualify and assess the “win-ability” of new opportunities and move them through the milestone process, Develop a plan for securing knowledge and understanding of the customer’s requirements, challenges, issues, and needs during the capture phase and lead solutioning/planning sessions with the capture team, Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices, Lead milestone/gate reviews, black hat sessions, solution sessions, blue teams, and support proposal reviews, Lead the development and submission of white papers, RFI responses, and other customer engagement activities.
Apply KBR BD best practices to each pursuit, including customer engagement, solution and win theme development
Brief pipeline and opportunity status to senior management at specified milestones
Create winning solutions
Win large new business programs