Vice President - BD, FEDERAL AVIATION

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Job Description:

Parsons is looking for a Senior dynamic BD/Capture/Strategy executive to join our sales team and lead our continued growth in the Federal Aviation Sector. The landscape for these customers is rapidly changing and more competitive than ever before. Geopolitical shifts, climate changes, new emerging contaminants, market consolidations, and regulatory changes create both opportunities and threats to our customers.  We have a team of Technology gurus, Engineers, Construction managers and Project Managers that excel at working with our customers to understand the unique nature of their project requirements, and expertly deliver solutions designed to meet their needs. This position can be located anywhere in the US (virtual office) but with preference in the Washington DC Mid-Atlantic region, with an expected up to 50% travel within the US to cultivate new and ongoing business endeavors. 

Our Federal Engineered Systems Global Business Unit is a world-class leader in delivering Engineering and Technology enhancing solutions to Federal DoD and Civilian clients.  With a history of disruption beginning in 1944, we apply our distinct perspective to help our customers confront the issues of tomorrow in every domain - land, sea, air, space, and cyber. We have provided successful program, system integration, engineering, modernization, environmental, and construction management support for the Federal Aviation Administration (FAA), US Army Corps of Engineers (USACE), Army, Navy, and Air Force on Aviation related programs worldwide. Parsons’ numerous programs and long history give us unparalleled experience in program integration, staff support, technology insertion, and on-site support.

SPECIFIC RESPONSIBILITIES:

• Develop go to market strategy for new clients and put together pursuit strategies in partnership with operations and management

• Develop/deliver annual sales and capture plans consistent with growth objectives

• Identify and develop technical conference participation in alignment with market growth strategy

• Establish and maintain client relationships in support of new and ongoing sales

• Cradle to grave ownership of opportunities and the Business Acquisition Process (BAP) including pursuit identification, customer engagement, partner engagement/identification, proposal solutioning / strategic response development, and ensure final successful proposal delivery to clients

• Follow up on ongoing sales to ensure we are delivering on our promises

• Develop and oversee the creation of high-quality marketing materials and winning proposals

• Own opportunity from identifying lead through contract close

• Effectively negotiate contracts and teaming agreements to close sales

• Keep abreast of market and industry trends to understand price to win and adjacent growth opportunities

• Maintain a CRM database of key client contact information, competitor capabilities and commercial competitiveness

• Understand our competitors’ capabilities and devises plans to position the company to be successful in pursuits aligned with our capabilities

• Performs other responsibilities associated with this position as may be appropriate.

REQUIRED EDUCATION/EXPERIENCE:

• BS degree in Engineering, Construction Management or Business (or equivalent)

• 15+ years of experience in a business development capacity in the Federal Aviation market, with specific recent experience and knowledge FAA, USACE, DoD, and other federal Agencies and to be able to foster team collaboration and bring new differentiated solutions to those clients.

• Successful Track Record of winning contract that deliver services in multiple contract types and procurements (Fixed price, Cost Plus, SF – 330, etc…)

• Proven results with the development and execution of a federal business development plan

• Strong client relationships and ability to interface at all levels within client organizations

• Capable of developing comprehensive client account strategies to produce winning results

• Understanding of current market trends and differentiated solutions in this space.

• Sal