Senior Manager, Business Development

DRT Strategies, Inc.•Arlington, VA

17d•$150,000 - $170,000

About The Position

DRT Strategies delivers expert management consulting and information technology (IT) solutions to large federal agencies, the U.S. Navy, state and local government and commercial clients in health care, technology, and financial services industries. Our acronym, DRT, stands for Driving Resolution Together, which is the core philosophy on which the company was founded. That is, we collaborate with our clients to solve their most pressing challenges - together. We are problem solvers dedicated to client success, combining Fortune 500 experience with small business responsiveness. We have established a reputation with our clients as a forward-thinking consulting firm with demonstrated success in implementing solutions that lead to meaningful results. Our world-class consultants unite people to work collaboratively to achieve project goals and make vision a reality. DRT Strategies is a rapidly growing firm targeting unrestricted, competitive procurements in the federal consulting market. We are seeking an experienced Capture Manager to identify and lead the capture of strategic opportunities, enabling us to win new contracts and expand our customer base. You will play a critical role in achieving our ambitious growth objectives. The Director of Business Development will lead and deliver end-to-end capture activities for high-priority opportunities across DRT’s emerging account space. This role involves developing and executing winning capture strategies, leveraging customer relationships and market intelligence to inform highly competitive proposals. You will collaborate with cross-functional teams and report to the Chief Strategy Officer.

Requirements

Ten (10) or more years of experience in Business Development.
Demonstrable, hands-on success with business development for the NIH, VA, CMS, and/or DHA.
A minimum of five (5) years of successful, hands-on capture management experience with a proven track record of securing new contracts with new customers.
Demonstrated success capturing complex, competitive, high value ($25M-100M+) bid opportunities within the last three years.
Proven ability to establish and maintain strong relationships with a diverse range of customers and partners.
Demonstrated ability to develop and deliver effective written and verbal marketing collateral, text and presentation. Baseline understanding of how to use modern tools to assist in the creative process.
Proven ability to organize and lead highly effective and collaborative capture and proposal teams.
Fundamental knowledge of the workings and practical uses of AI/ML/NLP in the Business Development process.
Direct knowledge of relevant vehicles, stakeholders and projects in these spaces.

Nice To Haves

Completion of government business development and capture training.
Understanding of federal procurement practices/policies, and present
Recognized thought leader in Federal marketplace through notable wins and participation in industry engagement activities and associations
Experience with additional agencies such as DHS HQ, DHS FEMA, and USDA

Responsibilities

Lead the identification, qualification, and strategic capture of new business opportunities, primarily with the National Institute of Health (NIH) and Department of Veteran’s Affairs (VA). Be flexible and experienced enough to accommodate the capture of opportunities outside these market areas, potentially including secondary markets such as the Department of Homeland Security (DHS). This includes driving the end-to-end capture lifecycle: market research, competitive analysis, solution development, teaming strategy, win theme development, oral presentation development and oral presentation execution. You may also manage and/or mentor other team members in these efforts.
Work closely with cross-functional teams (technical, proposal, contracts, and pricing) to develop compelling, compliant, and customer-focused proposals, RFIs, and SSNs. This also involves contributing to proposal content, assisting with pricing strategy, and participating in proposal reviews.
Build your rolodex, and DRT’s. Maintain strong relationships with government clients, industry partners, and internal stakeholders to position DRT for long-term success. Proactively identify and track emerging market trends, services, solutions, tools, and technologies, and conduct thorough research on prospective customers, programs, partners, and competitors to inform capture strategies. Proactively maintain currency of knowledge during this time of great change in federal contracting.
Guide specific opportunities through DRT's Step Review process to ensure the development of winning proposals. Collaborate with the proposal team and delivery leadership to prioritize opportunities and partner with the delivery team and solution architects to understand and define competitive DRT solution offerings. Understand and adapt to the new role that Artificial Intelligence (AI), Machine Learning (ML), Natural Language Processing (NLP) and Automation tools are playing in competitive procurements, both in how procurements are executed and within the solutions delivered to market. Embrace this evolution and help DRT maintain a leadership position in the use of these technologies as part of the Business Development cycle.
Collaborate with DRT leadership on marketing initiatives for new customers and partners. Lead proposal strategy development, including theming and solution definition, based on pre-proposal intelligence. Manage proposal preparation activities, including defining roles and assessing past performance. Direct reports and/or mentees in alignment to corporate strategies and tools. Contribute, as requested, to corporate goal setting related to company growth.