Business Development & Capture Manager

FWG Solutions is a rapidly growing systems integrator and premier small business provider of technology services to government and commercial clients. We are a trusted provider of cybersecurity, logistics, advanced engineering and operational support services to the United States Department of Defense (DoD), Intelligence Community and Federal Civilian agencies. We are a quality driven organization that leverages its ISO 20000-1:2011, ISO 27001:2013 and CMMI quality standards, certifications and service delivery expertise to support all of our clients.
The Business Development and Capture Manager will identify and capture sales opportunities across FWG’s Federal Civilian markets. This role will be responsible for creating, qualifying, and developing corresponding client relationships that span the entire services lifecycle. The BD & Capture Manager will work with the VP of Federal Civilian to capture market specific opportunities.
ESSENTIAL DUTIES & RESPONSIBILITIES• Develop a strong understanding of potential customer needs and expectations through direct contact to establish trusted relationships with executives, stakeholders, influencers, and decision makers• Facilitate prospective customers’ understanding of FWG’s capabilities and help shape their perceptions of how FWG’s service and solution offerings will meet their needs• Proactively develop new leads and contacts via direct prospecting into targeted accounts and build a high quality and quantity pipeline (Not a “pipedream”) that will yield short, mid, and long-term growth• Support business development activities according to strategic account plans• Establish a consultative relationship with each customer during the sales process• Respond to RFP’s, write, and deliver proposals and gathers estimates from technical counterparts• Work in coordination with corresponding project teams to help facilitate healthy, long-term client relationships and account growth• Continuously communicate with the teams to ensure that the client’s and FWG’s end goals are met• Pro-actively seek communication and networking opportunities within the client organization• Travel when required to cultivate new opportunities and maintain existing client relationships• Continuously maintain sales documentation and data surrounding engagement status and client satisfaction e.g., CRM, wiki, and other internal tracking tools• Work to identify and facilitate follow-on engagements, as needed• Influence pre- and post-sale solutions to deliver the greatest level of value to client based on understanding of client’s needs, budget, and business environment• Track and monitor activities on FWG existing Federal Civilian contracts• Help facilitate and lead Monthly Reviews (Gate and Capture)• Assist in leading Business Winning Analysis sessions for Capture purposes• Develop competitive assessments and competitor analysis• Collect, analyze, and interpret data to derive qualified recommendations and assessments, competitive strategies, and approaches. Including identifying potential teaming partners.• Assist our growth / business development teams with pipeline development, market intelligence and sensing, capture fulfillment, and customer engagement• Coordinate contract deliverables (CDRLs), development of Monthly/Quarterly Reports (ensuring such deliverables are submitted accurately and on time), and support Request for Proposal (RFP) responses for all Federal Civilian contracts• Other duties, as related to the business functions of FWG Solutions, as assigned REQUIREMENTS & QUALIFICATIONSEducation:• Bachelor’s Degree in a related field preferred
Licenses & Certifications:• Security Clearance or ability to obtain one (preference given to those already cleared)
Experience:• Minimum of three to five plus (3 to 5+) years of relevant in a business development and capture role dealing with multiple captures• Experience and working knowledge of US Government contracting, capture management and Federal Civilian fulfillment and management operations• Experience presenting and communicating with clients and various members of senior leadership• Knowledge of Shipley capture management best practices• Knowledge of Govwin, BGov, FPDS, SAM, and other government opportunity/spending databases
Skills & Abilities:• Excellent written and verbal communication skills• Superior organizational skills and attention to detail• Proven ability to work independently as well as on a team• Superior interpersonal and relationship building abilities• Strong collaboration, communication and presenting skills• Ability to develop and establish collaborative relationships with internal and external teams and organizations• High level of proficiency in Microsoft products and CMS systems• Ability to work on a variety of tasks with multiple, quick-turnaround deadlines
Other Requirements:• Remote office environment, work is administrative in natureThis