Director, Business Development – Capture Manager

Company: Crowley

Location: Jacksonville

Closing Date: 28/10/2024

Salary: £125 - £150 Per Annum

Hours: Full Time

Type: Permanent

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Job Requirements / Description

Job Description - Director, Business Development – Capture Manager (USA0003A7)

SUMMARY: Responsible for the development and execution of business development strategies that lead to successful identification, pursuit, capture, and qualification of opportunity pipeline.

GENERAL RESPONSIBILITIES:

Responsible for evaluating, developing, and pursuing new business opportunities and market initiatives within TRANSCOM, DOE, SPR, NSF and other federal agencies.
Develop relationships with government decision makers to drive awareness about Crowley’s capabilities and shape new opportunities.
Nurture and develop strong partnerships with businesses for team opportunities.
Lead technical solution development activities and advise on the technical strategy, to include identifying and engaging with potential team partners.
Work with BD to develop capture plans (i.e. defining the path to winning the opportunity).
Establish relationships with potential customers as well as maintaining current customer relationships to market new service options within a defined geographical scope.
Lead the proposal development, teaming strategy, price to win, and overall win strategy/value proposition.
Develop and refine value propositions and win themes based on customer interactions, competitive intelligence, and core competencies.
Coordinate with solution architects, proposal resources, partners, and consultants to drive progress on active captures.
Work with pricing to develop a price-to-win strategy that ensures program and financial risks are mitigated.
Conduct special studies for top management in areas such as operational effectiveness, capacity utilization, and growth potential.
Attend industry and networking events.

EDUCATION: Bachelor's degree in business, transportation, marketing or related field; or a combination of post high school and equal experience may be substituted for education.

EXPERIENCE: 8 to 10 years of logistics, sales and/or marketing experience in a leadership capacity. Possess strong understanding of Federal government contracts requirements (Federal Acquisition Regulations, legal compliance) gained via 5+ years of federal government contract pursuits/wins. Proven skills in all areas of capture, including assessing win probability and value for opportunity targets, capture strategy and planning, building winning teams and solutions, pricing to win, and capture process schedule adherence. Must have demonstrated successful capture on multiple deals > $10M+. Must have experience leading the development of and executing program opportunities. Proven ability to shape and win contracts. Strong strategic thinking and decision-making skills, to maximize probability of win and define competitive positioning, win strategy, themes, and discriminators. Excellent written and verbal communication skills.

TECHNICAL PROFICIENCY: Proficient in Microsoft Office products, including Excel, Outlook and Word.

COMPETENCIES: Ability to communicate effectively verbally and in writing. Ability to establish and maintain effective working relationships. Ability to prioritize, organize and perform multiple work assignments simultaneously. Ability to perform accurately in a detail-oriented environment. Ability to evaluate process effectiveness and develop change or alternatives. Ability to develop and implement a successful marketing plan/strategy. Ability to identify trends and predict their impact on the organization. Ability to train and supervise employees. Ability to manage employee and client relationships to achieve specific goals for generating and maintaining sales of products and services. Knowledge of contract negotiation and administration as well as the ability to execute contracts in compliance with corporate guidelines. Knowledge of data analysis techniques and methodology. Knowledge of marketing research techniques and tools.

JOB SCOPE: Position impacts a single business unit/segment.

WORKING CONDITIONS: Normal office environment with little exposure to excessive noise, dust, temperature and the like. Extended use of a computer keyboard, viewing of a computer monitor and the ability to sit for long periods of time.