Product, Technology and Solutions Growth Lead

KBR•Huntsville, AL

6d•Hybrid

About The Position

KBR Defense and Intel (D&I) Growth Organization is looking to hire a Product, Technology and Solutions Growth Lead who will work in partnership with D&I operations leadership and Account Executive(s) to develop and refine the growth strategy and meet or exceed overall divisional and BU level growth objectives. The ideal candidate will bring an in-depth understanding of end-to-end business development and capture processes. They will also bring existing DoW and Intel customer relationships, a network of industry and DoW decision makers, customer relationships, and an understanding of government contracting. Candidate will have a proven ability to develop and capture new business and a passion for understanding and solving the challenges that face today’s military customers. This position reports directly to the Vice President of D&I Growth and Strategy and is responsible for cross-company collaboration; pipeline development, execution and reporting; and ability to drive growth while meeting and/or exceeding strategic business growth objectives. The ideal candidate brings existing customer and business relationships in the large DoW and Intel markets with a particular emphasis on product development, rapid prototyping, and directed energy. This role will be responsible for developing strategy in collaboration with the operations unit and executing the strategy to meet growth objectives. This role will focus on building customer intimacy, identifying unmet customer needs in and around the DoW and IC, and related government organizations. The division lead is responsible for the effective resourcing of growth personnel to win work and meet or exceed growth objective and win rates. This position is accountable for opportunity progression, milestone discipline, resourcing alignment, and capture execution rigor. Working closely with the Growth VP, Operations VP, Operations Unit Directors, Account Managers, Capture Managers, Proposal Manager, Solution Architects and other functional staff, this role ensures opportunities are shaped early, resourced appropriately, and advanced—or exited—based on informed, timely decisions. Additional responsibilities include pipeline reviews and reporting, strategy development, resourcing, management and overall execution of the divisional growth strategy.

Requirements

Top Secret clearance; SCI eligibility required
Minimum 15 years of experience with demonstrated success in business development and capture of contracts valued greater than $250M
Demonstrated understanding in product sales cycle and ability to grow product sales within an organization across CONUS and OCONUS markets and familiar with both Foreign Military Sales (FMS) as well as Direct Commercial Sales (DCS)
Demonstrated ability to work with senior business and government leaders and to provide leadership within the workplace
Working knowledge and experience within a mature, industry-leading capture organization
An ability to drive profitable financial outcomes on each capture with demonstrated understanding of corporate indirect rates and LOE/BOE development
Proven success in the following discipline(s): Strategy development, Business development, capture management, program management, science and engineering programs, Intel programs, acquisition processes, opportunity identification and qualification
Demonstrated leadership skills in services-centric organizations to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions
Bachelor’s degree in a business, science or science related curriculum

Nice To Haves

Experience supporting DoW and IC
Experience managing and mentoring Capture Managers
Master's degree in business, science, engineering, or a related field
20+ years’ experience supporting DoW with understanding of the full lifecycle of growth related activities

Responsibilities

Working with the Operations Lead and Account Executives, leads development of growth plans to ensure alignment with D&I strategic business goals
Ability to identify key business and technology growth areas and develop new business aligned with the company’s strategic growth plan
Maintain an accurate, defendable Salesforce pipeline, with timely updates and meaningful weekly activity report inputs
Drive collaboration across Growth, Operations, Solution Architecture, Proposal Services, and Functional teams
Manage a team of BD and Capture resources responsible for meeting the divisional growth strategy and growth metrics
Develops internal cross-organizational relationships and drives new growth through collaboration across divisions and with other business units
Mentor and develop Capture Managers, reinforcing consistent capture processes and expectations and ensure team accountability
Lead and support opportunity shaping activities, including customer engagement planning, solutioning, and win strategy development
Assign, balance, and adjust Capture Manager resources across the portfolio to support the PTS pipeline
Ensure opportunities progress through milestones with discipline, enabling early, informed bid/no bid decisions
Support and participate in milestone reviews, color team reviews, and proposal readiness assessments
Act as a senior capture leader, able to step in and directly support or lead key pursuits when required
Partner with Operations leadership to ensure pursuits are executable and transition smoothly from capture to delivery
Manage Keep-it-sold activities to ensure successful protect the base initiative
Develops and maintains strong customer relationships to identify customer objectives, priorities, and requirements that strategically position KBR as an innovative industry thought leader in the military space and intel markets
Develops and maintains strong industry relations with large and small businesses with significant presence in assigned markets
Strong understanding of DoW and IC markets, bringing relevant organizational relationships; a proven ability to identify, establish and use important customer relationships with senior level officials and program stakeholders within the DoW and IC with specific intimacy with the following customers - US Army CPE ISW, CPE STE, Space & Missile Defense Command (SMDC), USSF, Space Systems Center (SSC), USAF Research Labs, OSW/RE, JIAT-401, NIWC, US Army Corp of Engineers, and others.
Knowledge of Government contracting and current acquisition trends and customer buying behaviors; knowledge of competitors and ability to model competitor behavior in the market
Strong team building, and facilitation skills are essential
Exceptional written and oral communication skills with experience presenting at the executive level
Strong interpersonal skills
Proven experience working with geographically dispersed teams