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Fluor Corporation · 2 days ago

Business Development/Capture Manager (Active TS/SCI Required)

Reston, VA

Full-time

Onsite

Senior Level, Lead/Staff

$135K/yr - $250K/yr

12+ years exp

Fluor Corporation is a leading government contractor committed to fostering a collaborative work environment. The Business Development/Capture Manager will provide capture leadership in the Intelligence Business Unit, driving win strategy and managing proposal development for new awards and task orders.

Building MaintenanceBuilding MaterialConstruction

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Demonstrated understanding of the competitive landscape and established relationships in the Intelligence arena

Understanding of contract terms and conditions, proposal pricing, ability to negotiate with teaming partners and ability to drive agreements and subcontracts to closure

Ability to develop and manage proposal budgets effectively

Handle opportunity pursuits from small quick turn renovations to larger value jobs with values up to $1B over contract life

Lead opportunity pursuits from initial screening to contract closure and follows the sales “must have” requirements in all stages of the process

Monitor data quality and timeliness of information in Fluor’s sales enablement software

Maintain adherence to Business Development & Strategy Group direction and Fluor Corporate approval matrix and Business Unit approval matrix

Consult and align with Fluor Corporate functions throughout the sales pursuit

Develop effective differentiators and negotiation strategies and understand all key commercial and legal issues

Achieve new award targets set by group leadership while maintaining selectivity and margins and optimizing pursuit cost

Establish and maintain working relationships within the company that will enhance the ability of the sales organization to effectively serve the customer; update Bid/NoBids that identify strategies to pursue and require risk mitigation measures

Lead the development of teaming agreements, confidentiality agreements, agency agreements, and other legal documents needed to protect the interests of Fluor

Maintain contact with prospective clients through sales visits, calls, letters, and other means to assure the company is aware of and considered for planned project work and that any major current issues are highlighted for corrective action to be taken

Leverage internal and external resources to administer policies and procedures consistently across all business lines, functions, and locations

Analyze situations, identify, and forecast pertinent problems and evaluate realistic options; and recommend/implement appropriate course of action

Maintain knowledge of Fluor’s principal competitors as related to their locations and their relative strengths, weaknesses, and capacities

Prepare and present proposals which clearly describe the advantage of utilizing the company as a contractor, with clear understanding of risk frameworks and assessment techniques

Recruit, develop and retain talent

Qualification

TS/SCI clearanceProposal developmentCapture strategyClient relationship managementFederal acquisition lifecycleProject Management Professional (PMP)Negotiation skillsTeam leadershipCommunication skillsProblem solving

Required

Accredited four (4) year degree or global equivalent in applicable field of study and twelve (12) years of work-related experience or a combination of education and directly related experience equal to sixteen (16) years if non-degreed; some locations may have additional or different qualifications in order to comply with local requirements

Ability to communicate effectively with audiences that include but are not limited to management, coworkers, clients, vendors, contractors, and other stakeholders

Job related technical knowledge necessary to complete the job

Ability to learn and apply knowledge of applicable local, state/province, and federal/national statutes and guidelines

Ability to attend to detail and work in a time-conscious and time-effective manner

Must possess a TS/SCI clearance (or Top Secret with ability to get TS/SCI)

Prepare and present proposals which clearly describe the advantage of utilizing the company as a contractor, with clear understanding of risk frameworks and assessment techniques

Ability to work well in a team environment

Excellent verbal and written communication

Problem solving ability and can work well under pressure

Travel about 10-15% anticipated

Maintain compliance with all applicable policies, procedures, and global standards

Adhere to and support Fluor's HSE and Sustainability Policies

Stay current on the major drivers, challenges, and issues facing this industry

Continually update knowledge of Fluor's strengths and weaknesses (within the industry) as related to competitors' industries serviced

Preferred

Technical or Business Bachelor's Degree with an advanced degree preferred

Knowledge of the federal acquisition lifecycle

Proven record of building and managing teams

Demonstrated success in leading and winning complex capture efforts valued at $100M+ in prime contract awards

Proven ability to drive disciplined capture governance and instill process rigor across teams

Understand and apply key legal and commercial terms and strategies, differentiator identification and development, integrated solutions, early positioning, client evaluation criteria, bid/no bid development, risk identification, mitigation, and selectivity

Build client relationships that are targeted and support business objectives

Lead effective proposal preparation and development

Integrate financial/business acumen, price-to-win, and risk management into capture strategy

Target business opportunities and key accounts

Develop differentiated solutions to meet client needs, as well as account planning and management

Manage interfaces with key contacts

Utilize selectivity, opportunity targeting, screening and closing

Excellent oral and written communication skills

Involve clients in project and strategic objectives, aligning goals

Maintain contact, gain feedback, and act upon results

Possess an Active Project Management Professional (PMP) certification from the Project Management Institute