Managing Director - Business Development & Capture

Overview

The Work

The Senior Managing Director (MD) - Business Development & Capture – is responsible for achieving the sales goals of the Cayuse Government Business Unit, primarily through developing and capturing business with the Federal government, this includes developing sales plans based on company goals that will promote profitable sales growth and customer satisfaction for the organization. In addition to overseeing, the BD & Capture functions for Cayuse Government Operations the MD will manage a team of business development professionals dedicated to winning new and repeat business from new and existing clients and working closely with Program Managers and Client Account Leads as they pursue new growth opportunities.  The MD will also pursue business development on his/her own, working to bring in new clients and revenue on an annual basis.

This position performs all duties and responsibilities in accordance with the Mission, Vision, and Core Values of Cayuse.

Responsibilities

Key Responsibilities

• Work closely with the Managing Director – Proposal Management to assist with managing qualified opportunities through Cayuse’s modified Shipley processes.  Ensuring BD personnel participate actively from opportunity ideation through contract award.
• Define the Business Unit’s approach to sales, defining targets, business development and capture, and developing the annual plan/budget to attain growth as outlined by the BU Executive Managing Director, as committed to the CEO and Board of Directors.
• Understands the importance of attaining government contracting vehicles (GWACs and other IDIQs) and in approaches to maximizing their value to Cayuse.
• Manages a team of Business Development Directors whose primary responsibility is to achieve new sales from targeted clients and approved opportunities each year.  Leads the acquisition of new talent of Business Development personnel to continue meeting Cayuse’s strategic goals for the Business Unit.
• Works closely with our Regional Managing Directors, Client Account Leads and the Program Managers to assist them in growing existing contract revenue or new revenue from existing clients.
• Implements a sales/capture process that strengthens Cayuse’s go-to-market capabilities and improves our overall win rate.
• Leverages existing relationships and develops new relationships in the government mission and programs space to identify and qualify business opportunities, researching and analyzing capture options.
• Plan and execute proven capture strategies and develop plans and techniques that will convince potential clients to do business with the company.
• As a member of the Bid/No Bid team, makes informed decisions about whether Cayuse pursues an opportunity
• Establishes trusting, honest broker relationships with clients by providing support, information, and guidance, researching and recommending solutions to their challenges and opportunities.
• Identifies and qualifies potential teaming partners and business relationships that result in the development of winning proposals and successful delivery.
• Understand and translate buyer requirements into mission relevant solutions.
• Works closely with Client Account Leads/PMs to manage all client interaction throughout the sales/capture cycle.
• Assist in helping the Capture and Pricing teams with understanding client requirements and inputs required to create project work plans and cost estimates.
• Align solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions.
• Take an active role in Bid/No Bid discussions, proposal strategies, drafting proposal content, and quality reviews of proposals.

• Other duties as assigned.

Qualifications

Qualifications – Here’s What You Need

• Requires a bachelor’s degree in business administration, Marketing, or related field, MBA a plus.
• Minimum 15 years of successful government capture, business development, and marketing experience in Federal Government client environments, including intimate knowledge of and relationships with one or more Agencies/Departments, DOD Unified Commands or Programs.
• Veteran status a plus.
• Advanced sales/capture and marketing skills, including proven experience marketing or selling services and products to government buyers while communicating past performance and capabilities which differentiate Cayuse from other small businesses.
• Current or former security clearance; ability to obtain clearance.

• Demonstrated experience in an SBA Tribal 8(a) business environment, including benefits to clients of the program and its participants.