Senior Manager, U.S. Government Business Development

USP•Rockville, MD

11d•Remote

About The Position

The Senior Manager, U.S. Government Business Development will lead and accelerate USP’s strategy to grow federal, state, and local government revenue for the USP Medicine Supply Map (MSM) – USP’s data and analytics platform that maps pharmaceutical supply chain risk and resilience. Based in the Washington, DC metro area, this individual will own the full government capture lifecycle for MSM – from prospecting and positioning through proposal, award, and post-award expansion – across the Department of Health and Human Services (HHS), Department of Defense (DoD), the Intelligence Community (IC), and economic-security agencies. The Senior Manager will translate MSM’s scientific authority into procurement-ready value propositions, build a sustained pipeline measured in eight figures, and serve as USP’s principal commercial contact with federal program managers, contracting officers, and congressional staff. This role will partner closely with USP’s policy, federal practice and government affairs teams to convert mission alignment into multi-year contracts.

Requirements

Bachelor’s degree required; advanced degree (MBA, MPP, MPA, MS) strongly preferred.
4-7 years of demonstrated U.S. Government business development success, with record of personally winning $5M+ in cumulative federal contracts.
Pre-existing relationships or knowledge of organizations across at least two of the following clusters: (a) HHS / ASPR / BARDA / FDA / CDC; (b) DoD (DHA, DLA, DTRA, USTRANSCOM, OSD); (c) Intelligence Community (ODNI, NCSC, CIA, DIA); (d) economic-security and trade agencies (Commerce/BIS, Treasury, USTR).
Hands-on capture and proposal experience, including teaming and subcontracting strategies with primes (e.g., Booz Allen, Leidos, Deloitte, Peraton, MITRE) and direct prime work where appropriate.
Proven ability to translate a technical or scientific data product into procurement-ready value propositions for non-technical government buyers.
Knowledge of US Government procurement.
Pre-existing relationships or knowledge of organizations across at least two of the following clusters: (a) HHS / ASPR / BARDA / FDA / CDC; (b) DoD (DHA, DLA, DTRA, USTRANSCOM, OSD); (c) Intelligence Community (ODNI, NCSC, CIA, DIA); (d) economic-security and trade agencies (Commerce/BIS, Treasury, USTR).
Hands-on capture and proposal experience, including teaming and subcontracting strategies with primes (e.g., Booz Allen, Leidos, Deloitte, Peraton, MITRE) and direct prime work where appropriate.
Proven ability to translate a technical or scientific data product into procurement-ready value propositions for non-technical government buyers.
Knowledge of US Government procurement.

Nice To Haves

advanced degree (MBA, MPP, MPA, MS) strongly preferred.

Responsibilities

Own and execute a multi-year U.S. Government revenue strategy for the USP Medicine Supply Map (MSM), with primary targets across HHS (ASPR, BARDA, FDA, CDC), DoD (DHA, DLA, DTRA, USTRANSCOM), the Intelligence Community (ODNI, NCSC, CIA Directorate of Analysis), and economic-security agencies (Commerce/BIS, Treasury), translating MSM’s scientific value into the language each buyer uses.
Personally generate and qualify a sustained pipeline of $5M+ in addressable federal opportunities annually, with documented progression through capture, proposal, award, and post-award expansion.
Lead end-to-end capture management: opportunity identification, gate reviews, teaming and prime/sub decisions, pricing strategy, color-team reviews, proposal-writing oversight, and orals coaching.
Navigate federal contracting vehicles relevant to MSM, such as GSA Schedules, OASIS+, CIO-SP4, IDIQs, BAAs, OTAs, SBIR/STTR pathways, sole-source justifications, grants, cooperative agreements, and inter-agency agreements. Advise USP on the optimal vehicles to pursue.
Build and maintain trusted relationships with federal program managers, contracting officers, GAO and CRS analysts, and prime-contractor BD counterparts (e.g., Booz Allen, Leidos, Deloitte, Peraton, MITRE).
Partner with USP’s Government Affairs team to align MSM positioning with active and emerging legislation (e.g., MAPS Act, NDAA pharmaceutical supply chain provisions, PAHPA reauthorization, EO 14017) and translate policy momentum into specific procurement actions.
Deliver compelling executive briefings, demos, and capability statements; represent USP at industry days, RFI/RFP responses, and government conferences (e.g., AFCEA, INSA, ACT-IAC, AUSA, HIMSS Government Health, Health Datapalooza).
Establish and report rigorous BD operating metrics (pipeline value, win rate, cycle time, contract value, agency penetration) to leadership on a monthly cadence.
Provide structured market intelligence to MSM product team to inform roadmap, packaging, and go-to-market decisions for federal customers.
Maintain disciplined CRM hygiene (Salesforce or equivalent) and serve as the system of record for USG opportunities, contacts, and competitive intelligence.