Business Development/Capture Manager 4

APPOINTMENT TYPE: Temporary (Temp)

LOCATION: Oak Ridge, TN or Remote (US Based Locations)

SALARY RANGE: $64.76 - $95.27 per hour

PURPOSE:

To enhance ORAU’s market position by contributing to the identification, assessment and implementation of winning strategies that support the competitive endeavors of the company. As an expert, ensure business development and capture management processes are well designed and executed. Major process areas include market research and analysis, capture management, proposal writing and production, and post-proposal activities.

• Assist the Chief Business Development Officer in planning, conducting, and following through on complex and large-scale (>$10M) new business opportunities as well as recompetes. 
  • Work with ORAU senior management to plan and execute targeted positioning and sales projects.
  • Identify and conduct outreach to key decision makers and influencers as pertinent to opportunities.
  • Create, develop, and implement complex marketing and capture plan campaign materials.
  • Provide guidance and creative conceptual ideas to the capture team for materials to support the capture process.
  • Work directly with Communications & Marketing (CM) staff to craft marketing plans and materials to support capture activities.
  • Maintain up to date information on opportunities within Sales Force.
• Conduct extensive corporate market research and analysis.
  • Perform research to identify potential new business opportunities and markets.
  • Analyze and evaluate government policy and funding trends.
  • Conduct economic analysis of potential new ORAU services, technologies, and products.
  • Perform research, compile and analyze information to produce customer and competitive intelligence reports to increase probability of win (Pwin).
  • Prepare and serve as a consultant to senior ORAU managers by developing and delivering Gate Reviews and contributing to Monthly Business Reviews as well as Board meetings on an as needed basis.
• Evaluate customer information and recommend approach strategies.
  • Write, create, conceptualize, and manage major sections of proposals as needed.
  • Support teams of proposal and capture personnel to develop and implement campaign strategies for major corporate capture efforts.
• Contribute to and provide complex technical project management and leadership for proposal teams.
  • Formulate competitive strategy, information gathering, and writing proposals using industry standard proposal processes.
  • Work with team members to compile costs, schedule, and technical elements in the development of proposals in accordance with requests for proposal (RFP) specifications.
  • Contribute to proposal sections for multi-million-dollar programs with multiple subcontractors.
  • Research and analyze historical data from within ORAU and industry.
  • Lead meetings and work processes.
• Manage customer response projects.
  • Recruit and bring together internal and external resources to form teams that conduct studies and analysis, and produce White Papers, Analysis Reports, and other print and Web-based products.
  • Organize and coordinate meetings involving government, university, industry and ORAU, to address issues with potential national policy implications, involving sensitive topics and conflicting interests.
• Be willing to travel for client meetings and conferences. Estimated travel up to 5%.

Bachelor’s degree and 10 years of job-related experience. A master’s degree in Physical Sciences, Chemistry, Biology, Physics, Marketing or Business Administration is preferred. An equivalent combination of education and experience requiring similar knowledge, skills, abilities, and performing duties as described may be substituted for the minimum requirements (master’s degree and 8 years of experience, associate’s degree and 14 years of experience, high school diploma and 18 years of experience).

• 5 years of support for business development in the Federal Market sector.
• Experience developing complex marketing plans and proposals for a variety of types of government contracts is required.
• Experience supporting small opportunities ($1M) as well as large opportunities (>$25M) in value.
• Experience both on the capture side, as well as the proposal side is preferred.
• Ability to independently develop capture plans, market assessments and/or focused area account reviews.
• Skilled in client engagements and assessments of Federal Department and Agency strategic plans and Congressional budget justifications.
• Knowledgeable in Customer Relationship Management (CRM) platforms.
• Must possess in-depth knowledge of both federal acquisition practices and industry best practices for capture planning and management as related to federal contracts, i.e. Shipley.
• Additional desired skill sets include, but not limited to:
  • Mastery of MS Office applications.
  • Professional level writing.
  • Working knowledge of the industry standard competitive marketing and proposal development process.
  • Alternatives for positioning and sales strategy formulation.
  • Writing and designing sales, marketing, and proposal materials.
  • Working with or managing teams to develop campaign strategies, including subcontractor personnel.
  • Managing sales campaign projects.
  • Facilitating and leading business meetings.
  • Conducting Market research and analysis.
  • Opportunity evaluation.
  • Processes for customer/competitor analysis (web-based, FOIA inquiry, informal inquiry, etc.).
  • Leading teams in setting strategies, themes, discriminators, etc.
  • Coordinating multi-author writing work in progress.
  • Qualitative market research and analysis.

*The candidate’s starting salary will be determined upon hire and ORAU will use salary survey data, internal comparators, and the candidate’s qualifications to determine salary.

TOTAL REWARDS

ORAU has a strategic approach to providing total rewards to employees through a fair, equitable, and competitive total compensation package. The goal of our total rewards system is to integrate compensation, benefits, work-life balance, performance, recognition, development, and career opportunities to attract, engage, and retain the talent required to achieve ORAU’s business objectives. The benefit component of our total rewards program supports business goals by offering the following benefits based on employee eligibility:

• Legally required benefits
• Retirement plan access
• Travel Accident Insurance

The ORAU total reward package also promotes work-life balance. Mindful of the need for employees to care for themselves and their families, ORAU offers the following additional work-life benefits based on employee eligibility:

• Paid Time Off (PTO)
• Paid Holidays
• Flexible work schedules or compressed work weeks
• Telework
• Occupational Health and Wellness Programs
• Employee Assistance Program