VP of Business Development Operations - Military veterans preferred

2021-06-08
SAIC (www.saic.com)
Other

/yr

  full-time   employee


Reston
Virginia
20190
United States

Description

The Defense and Civilian Sector (DCS) Vice President of Business Development Operations is responsible for all growth-related operations support functions in the DCS which generates approximately $4.6B in annual revenue from defense, federal, state and local and commercial customers. This position reports directly to the DCS Senior Vice President of Business Development. In this role, the VP participates as an integral member of the DCS sales leadership team, with responsibility for helping formulate strategy, promote business development, ensure effective captures, and drive development of high quality proposals. This individual has dotted line responsibility for approximately 70-80 BD and capture professionals of varying levels of experience, so he or she must be a superior manager as well as teacher and mentor.

Key Responsibilities:

  • Provide the necessary leadership, guidance, and operations support required to enable a team of BD / capture professionals partnering with practice leaders and personnel, to drive to exceed financial targets for revenue, profit, submits, book-to-bill, win rate and qualified pipeline of 15X of revenue.
  • Assist in the development of DCS strategic planning, investment planning, annual operating plan development, growth strategy development, roadmaps that encompass the full range of SAIC capabilities and marketing communications strategies.  This includes hands-on market research, analysis, and preparation of presentation materials.
  • Implement standards and metrics for development and management of a robust pipeline of opportunities, to include qualification and proposal development. Work directly with Business Unit VP BDs to inculcate best practices and ensure corporate standards are followed. 
  • Collaborate with the DCS leadership team in the implementation of key business development initiatives.

Duties may include leadership and support of the following:

  • CMG Bi-weekly Operations Sales Reviews
  • DCS BDIP Administration/Investment Funding allocation/monitoring
  • Account Plan maturity
  • Opportunity prioritization
  • Pipeline velocity and maturity
  • Strategic Deal Review coordination
  • CRM Sales platform maturity and training              
  • DCS BDIP Administration
  • Further developing winning culture initiatives

Additional responsibilities will focus on continuing to drive BD and Capture performance quality and efficiency within the Sector to increase bid efficiencies and overall new business win rates. 

  • Sales Talent Management/Workforce Development
    • Standardize BD/CM job descriptions, competencies, career path
    • Define and assess core competencies tied to roles and responsibilities and job descriptions
    • Competency assessment of existing BD/CM professionals, including business results
  • Improve sales staff effectiveness through cohesive BD workforce development program, such as
    • 360 Peer Assessments to track competency strengths and gaps
    • BD Training Refresh – assist in the development of competency-based training curriculum
  • Ensuring all BD/CM staff have signed BDIP MOUs and Sales Targets for BD to align Account Growth goals to sales team
    • Track sales target achievement throughout the year and associated bonuses
    • Coordinate with SGI VP BD on Sales Leader Board and Sales Leadership Circle
  • Building a Culture of Growth for all key contributors including BD, CM, SA, PM’s, support functions
    • BD/CM Onboarding
    • BD/CM Training
    • BDIP Redesign as needed
    • Continue to drive Sales Maturity initiatives
  • Support driving early pipeline management, including improved maturity of pipeline through earlier customer engagement and opportunity qualification, leading to increased opportunities in shaping deals and improving win rates
    • Independent 3rd party assessments
    • Black Hats
    • PTW
    • Competititive Intelligence
    • Color Reviews
    • 30-60-90 STG
    • Win/Loss Analysis
    • Solution Portfolio Sales, Solution, Execution kits

Qualifications

Required Qualifications:

  • Bachelor's degree or higher in relevant business, technical, or professional field of study
  • 15+ years of relevant experience in growth-related activities which include strategic planning, business development, capture, and proposal development. Proven track record of success in capturing and winning new business. Familiar with best practices in these named areas.
  • 10+ years of relevant experience working with defense, federal, state and local and commercial, with a strong preference for experience across multiple DCS customer agencies.
  • 10+ years managing personnel, in either a formal line relationship or as the lead for complex projects such as captures and proposals. Proven track record in mentoring and teaching BD, capture, and proposal skills.
  • Proven ability to perform customer engagement, capture, and proposal preparation for large (>$250M) proposals.
  • Proven ability to engage with and successfully influence customers and industry peers.
  • Superior ability to set priorities and manage time, prepare written documents and presentations, and make oral presentations.
  • Knowledge of Federal business acquisition process and the Federal Acquisition Regulation (FAR).
  • Proficient with the use of business software, including Microsoft Office Suite and at least one Customer Relations Management tool (e.g. Deltek CRM, Salesforce).
  • Ability to travel up to 20%

Personal Characteristics:

  • Strong demonstrated leadership abilities and experience.
  • Capability to execute on vision, drive business results, and strategic growth in a highly competitive environment.
  • Demonstrated capability to lead organizations focused on execution and growth, and build and sustain customer intimacy at the highest levels. A personal style which encompasses a consultative approach to customer relationship management.
  • Strong executive presence and communication skills.
  • Demonstrated ability to collaborate with peers, other functions, and across internal business organizations
  • Sound business judgment and strong operational acumen
  • Possess ability and skills necessary to motivate at all levels of the organization. He/she will have a personal style that generates high levels of confidence and inspires teamwork and customer focus. In addition, he/she must have a style that fosters a "can-do" attitude and a sense of trust and integrity. Must demonstrate a natural tendency to treat people with respect and adherence to a high standard of strong personal integrity. Must be direct and transparent.
  • High sense of urgency, positive outlook.
  • Ability to identify, attract, and retain high quality people of diverse backgrounds who bring along other high quality people to build an exceptional organization.
  • Strong interpersonal skills including ability to actively listen, read audiences, and quickly identify key issues and areas of need.
  • Excellent writing and public speaking skills, including strong presentation and proposal writing capabilities, and ability to actively assist capture and proposal teams in the completion of compliant and compelling proposals that perfectly address the needs of the customer
  • This key individual will be hands-on, action-oriented, and client-focused to drive for results and deliver on new business growth goals and win rates
  • Able to thrive in multi-functional interactive team environments
  • Able to work well under pressure, multi-task, and deliver on multiple priorities.
  • Driven, astute, attentive to detail, credible and dedicated to strategizing and producing work of the highest caliber
  • Confidence and experience dealing with senior executives; ability to work effectively in fast-paced, time sensitive, and often multi-tasking environment.

Desired Qualifications:

  • Advanced degree preferred: MBA, or relevant Master’s Degree
  • Prior experience as a senior Growth Executive, with >$500M annual revenue portfolio and leadership/management of >10+ BD/capture professionals
  • Experience as a mentor or coach working directly with line, capture, and proposal staff on large opportunities, with preference for significant experience as a proposal writing instructor or coach.