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TFE, Inc. is currently seeking candidates for the following position:
Business Development Capture Manager
Location: Oak Ridge, TN
Pay Range: Commensurate with Experience
Per Diem: No
The following explains the job responsibilities and expectations for all employees who are classified in this job description. This job description is not intended to include an exhaustive list of all responsibilities, duties and skills required. Additional responsibilities may be assigned by the Company.
The Business Development Capture Manager is responsible for winning new business through prospecting, identification, qualification, selling, shaping, positioning, teaming, and solutioning for opportunities with federal agencies and their contractors. The position will be responsible for moving selected opportunities through the business development process, interfacing with the proposal process, collaborating with solution architects, marketing, and working with operations, with accountability for new business bookings, revenue, and profits.
Manage the capture process; Identify opportunities; Qualify opportunities; Develop and execute Capture Plan; Present opportunities to executives at gate reviews; Develop win strategy, including price to win, teaming to win, solution differentiation, and win themes; Manage capture budget or bid and proposal budget; Move opportunities from capture phase to proposal phase; Build relationships: Maintain and Expand Customer Relationships: Provide customers with sound consultations on acquisition strategy through white papers and one on one; Build capture and proposal teams utilizing all teammates; Identify customer programs, and procurement organizations: Understand customer budgets and mission need; Gather and analyze data; Gather competitive and customer intelligence; Perform program/opportunity assessments: Gain clear understanding of customer requirements; Identify/validate customer issues, wants, needs, and hot buttons; Determine Source Selection Authority and key decision makers; Perform Competitor Assessments; Determine key competitors, validate data and build comparison chart; Assess Strengths, Weaknesses, Opportunities and Threats (SWOT); Determine critical gaps and discriminators.
1.Strong verbal and written communication skills as well as exemplary presentation skills
2.Excellent computer skills, with a strong emphasis on Word, Excel, Power Point and Project
3.Strong aptitude for problem solving, decision making, and active learning skills
4.Knowledge of federal contractor procurement environment and acquisition strategy related to services and products
1.BA/BS from a four-year accredited school with a preferred degree in business, marketing or engineering
2.Accreditation or Certification in Proposal Development (preferred)
3.10+ years of business development experience, capture management, proposal management and/or technical sales experience with Federal agency, DOE preferred.
4.In-depth working knowledge of industry leading Business Development Lifecycle process such as Shipley, APMP or similar process
5.Demonstrated ability to build, develop and lead successful business development team capable of pursuing and closing high-value opportunities
6.Ability to travel to customer sites/conferences
7.Strong Listening Skills, ability to listen to the customer, clarify for understanding in order to identify the opportunity
8.Problem Solving Skills, ability to resolve complex problems by utilizing all available resources
9.Strong Business Acumen, ability to assess customer strategy, create customized solutions and build synergistic relationships
10.Critical Thinking, the ability to understand and clarify customer goals, examine assumptions, discern hidden values and recommend value added solution.
11.Financial Acumen, ability to use and balance information about business drivers and trends such as revenue, costs, customer needs, and short and long-term needs to guide activities
12.Customer Focus, ability to understand what the customer is saying, shape need into a value proposition, and develop a strategic capture plan
13.Interpersonal Savvy, the ability to hear and understand the unspoken as well as the partially spoken thoughts, feelings, and concerns of others. Must be able to relate well to all kinds of people, even those with whom you may have difficulty working
14.Strategic Agility, the ability to continuously adjust and adapt strategic direction in core business, as a function of strategic ambitions and changing circumstances, and create not just new product and services, but also new business models and innovative ways to create value for a company.
15.Demonstrated experience meeting sales and delivered revenue quotas
16.Self-starter: hands-on, results oriented
Interested candidates should apply online at tfeinc.net/careers
TFE is an Equal Employment Opportunity/Affirmative Action Employer