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Director of Capture and Growth

Company: Jcs Solutions Llc
Location: Annandale
Posted on: January 12, 2022

Job Description:

JCS Solutions LLC (JCS) is seeking an experienced professional to lead our strategic growth and business development initiatives for our Federal Government customers. The candidate will develop the overall BD and capture strategy for the company, responsible for sourcing opportunities to develop a robust opportunity pipeline, understanding customer requirements to create a compelling bid, and grow the business within the Federal market. A successful candidate will be able to leverage customer relationships and past experience to capture new work.

Candidate is responsible for ensuring that the Company maintains a healthy pipeline of opportunities and executes cost-effective win strategies to achieve annual financial objectives.

Responsibilities:

  • Develops, and implements near-term and long-term business strategies that provide the business an opportunity to grow revenue.
  • Proactively identifies and qualifies a robust list of new business development opportunities through the capture process with an acceptable win ratio
  • Formulate sand executes business development strategies and formal capture plans
  • Leads business planning activities, to include pipeline reviews, opportunity gate reviews, black hat sessions, win theme and discriminator workshops, and proposal reviews
  • Qualifies new business opportunities, including analysis of customer budget, capabilities required, customer hot buttons, competitive environment assessments, and incumbent strengths and weaknesses
  • Understands and utilize market trends, mission priorities, and customer goals to envision, shape, and close opportunities
  • Represents the Company at industry and client events
  • Develops and maintains highly effective relationships with the Government executives, Program Managers, contract management offices and industry partners that drive growth
  • Coordinates meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices
  • Supports brand development and market outreach activities
  • Acts as a liaison with Program Managers to identify customer challenges and potential for organic growth of existing task orders
  • Manages communication among and participation by team members to drive business to the Company contract vehicles and maximize win rate
  • Quickly identifies the right teaming partners for each proposal or task order bid
  • Collaborates with internal and external resources to respond to Sources Sought, Request for Information (RFIs), and Request for Proposal or Quote (RFP/RFQ)
  • Conducts after action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions

    Qualifications:
    • Bachelors degree and at least 15 years of related experience working in the Federal Government market and at least 8 years experience in Business Development Management, Program Management/Administration, and/or Capture Management
    • A demonstrated ability to close business deals
    • Extensive network of Government and industry relationships
    • Demonstrated leadership abilities in Business Development and/or Capture Management including: develop, organize and execute significant capture activities, including building industry teams; assessing win probability; and executing customer call plans to shape acquisitions, in order to respond to and win business with new and existing customers
    • Excellent communication skills and strong interpersonal skills
    • Demonstrated ability to lead organizations focused on execution and growth, and build and sustain customer intimacy at the highest levels
    • Proven experience in pursuing and capturing new federal business, including building and leveraging relationships, developing effective teaming and win strategies, and writing winning proposals
    • Working knowledge of GSA Schedules DoD IQIQs and other GWAC vehicles terms and conditions
    • Ability to rapidly identify market landscape and potential incumbent contracts in order to arrive at an informed bid/no bid decision.
    • Flexibility to travel as required

      Preferred Qualifications:
      • Proven reputation of establishing and maintaining credibility, and influencing senior levels of Government customers and Industry partners
      • Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions, in order to respond to and win business with new and existing customers
      • Demonstrated ability to conduct market and industry research analyses
      • Experience with customer relationship manager programs (CRMs) like Salesforce
      • Experience with CIOSP3, OASIS, STARS and other GSA contract vehicles and a working knowledge of requirements to obtain CIOSP4 and STARS III contract vehicle to include but not limited to scoring requirements.
      • Experience selling IT, Cyber, Management Consulting, Health IT and Advanced Analytics to Department of Homeland Security, State Department and Health and Human Services (HHS)
      • Significant experience sole sourcing contracts through 8a, partnerships or vehicles
      • Demonstrated working knowledge of the Federal Acquisition Regulations (FAR) and Defense Federal Acquisition Regulations (DFAR) and Agency forecasts.

        About JCS Solutions LLC

        JCS Solutions LLC is an IT Government Contracting company dedicated to providing the highest quality of services and solutions. Our employees enjoy a work culture that promotes innovation, and we've been certified as a Great Place to Work!

        JCS Solutions LLC benefits include 401k retirement plans, paid time off, health insurance, dental insurance, vision insurance, life insurance, long term disability, short term disability, and opportunities for professional development.

        It is JCSs policy to promote equal employment opportunities. All qualified applicants will receive consideration for employment without regard to sex, race, ethnicity, age, national origin, citizenship, religion, physical or mental disability, medical condition, genetic information, pregnancy, family structure, marital status, ancestry, domestic partner status, sexual orientation, gender identity or expression, veteran or military status, or any other basis prohibited by law.

        If you require additional accommodation, please contact us at HR@jcssolutions.com or (703) 972-9115.

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Keywords: Jcs Solutions Llc, Annandale , Director of Capture and Growth, Executive , Annandale, Virginia

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