Job Summary:
Identify and win executable business in the defense and civilian industry by successfully executing business development life cycle processes from opportunity identification through qualifying, capture, and proposal phases. Develop and convey Pursuit, Positioning, and bid Strategy recommendations to business leadership during regular capture reviews. Leverage senior-level community relationships within the defense and civilian industry and government clients. Use expertise with capture and business development processes to identify addressable markets and sell technical solutions and technical services work.
Analyze industry partners, and support negotiations with them, to build teams supporting large complex procurements. Support multiple captures and technical bids while leading one or more efforts.Identify and assess clients’ requirements and buying patterns, firm competitiveness, key risk drivers, opportunity return on investment, and conflict of interest concerns. Support market-based budget, competitor, program, and client assessments. Support strategic planning efforts to expand client-based opportunity portfolios and pipeline. Support successful management of key stakeholder relationships and keep the business leadership team informed and engaged in advancing strategic partnerships with clients and industry partners.
Basic Qualifications:
- 3+ years of experience supporting opportunity capture
- 2+ years of experience with direct management and leadership of capture efforts for defense or civilian contracting market
- Experience with bid strategy development, win plans, competitive assessments, and solution-based win arguments
- Bachelor's degree
Additional Qualifications:
- Experience with successful execution of multiple capture efforts, including planning, teaming, proposals, market assessments, and price-to-win analyses
- Experience coordinating with Proposal Manager for proposal execution, development, and submission
- Experience with government market information services
- Experience in any of the following: GSA, DHS, TSA, CISA, S&T, DOJ, FBI, DoD, MDA, Space Force, Combatant Commands markets.
- Ability to lead an opportunity capture and support multiple capture efforts simultaneously
- Ability to develop expertise in the business development life cycle and solution selling methodologies
- Ability to communicate multi-step and interdependent activities effectively to capture teams and ensure efficient execution of captured efforts
- Ability to effectively communicate and interface with senior leadership, mentor junior staff and peers on business development and capture processes and develop job aids for business development functions
- Ability support pipeline development, market segmentation, capture process development, and other related enterprise sales functions
Hive Group is an Equal Employment Opportunity / Affirmative Action employer dedicated to making all employment decisions without regard to race, color, sex (including gender and transgender status), age, religion, national origin, disability, marital status, veteran status, registered domestic partner or civil union status, gender identity, medical condition, genetic information, sexual orientation, or any other protected status in accordance with applicable federal, state, and local laws. Hive Group hires and promotes individuals solely on the basis of their qualifications for the job to be filled.
