Vice President - Business Development & Growth
CALIBRE Systems, Inc., an employee-owned management consulting and digital transformation company, is looking for a Vice President, Business Development & Growth to lead our Growth / Business Development team at our headquarters in Alexandria, VA.
CALIBRE delivers enduring solutions that solve management, technology, and program challenges in the areas of enterprise information management; facility and land management; finance, logistics, and cost management; and training and education.
As a key member of the Corporate Leadership Team, the Vice President, Business Development & Growth will be responsible for aligning business, technical, and customer service functions toward a common goal of increasing CALIBRE’s growth and profitability. The candidate will apply proven leadership and business development skills to lead the Growth Organization and collaborate with Operational Divisions in pipeline identification, qualification and management, opportunity development, capture management, and proposal processes. This key position is responsible for market coverage in all Defense, Federal / Civil, National Security and Commercial market segments.
Responsibilities / Duties:
- Reporting directly to the President & Chief Executive Officer (CEO), the VP will be the central focal point for all Growth initiatives across CALIBRE.
- Stay ahead of and engage at every step in the acquisition lifecycle ranging from pipeline development to bid / no bid decisions to demonstrations of company products and services to customers.
- Serve as a trusted advisor to the President & CEO and recommend business growth and win strategies.
- Build and maintain a five-year pipeline of new opportunities in the varying portfolio of size range with a focus on not only task orders, but also on prime IDIQ and Best-in-Class contract vehicles.
- Implement and manage capture processes to win new business and achieve aggressive sales goals.
- Oversee the Directors of Capture, Business Development, Proposal Management, and Pricing teams.
- Champion new ideas and initiatives and transform new business opportunities into reality by fostering innovation in client-focused solutions.
- Implement and execute Corporate Growth Business plans and Account Plans to align with CALIBRE’s Strategic Plan.
- Strategically monitor the business environment and identify opportunities for growth and cross-selling.
- Identify opportunities aligned to the corporate strategy to reach new clients or drive organic growth within existing client portfolio.
- Build and maintain a collaborative working relationship across Divisions, and proactively share information to ensure a common vision and successful business outcomes.
- Lead and assist technical, capture, and proposal team members to work together seamlessly to support new business growth throughout the acquisition lifecycle.
Required Skills:
- Must have thorough knowledge of federal acquisition / procurement and contract management practices, to include understanding of the Federal Acquisition Regulations (FAR).
- Capable of translating business strategy into achievable and measurable goals.
- Energetic, executive presence with sound business judgment and high initiative; brings credibility internally and externally.
- Experience with, or the ability to acquire, and rapidly apply knowledge of CALIBRE’s operations and core competencies to permit the development of integrated business solutions and the CALIBRE business base.
- Extensive network of Government and industry relationships.
- Demonstrated capability to lead organizations focused on execution and growth and build and sustain client intimacy at the highest levels.
- Able to work effectively under stress and tight timelines, processing information quickly and accurately, have superb attention to detail, and strong grasp of process.
- Ability to represent CALIBRE as a top-level executive at industry conferences, panels, and external forums.
- Demonstrated collaborative team leadership and team building characteristics. The ideal candidate is a coach/player who can empower, collaborate, and delegate when and where necessary, while remaining personally accountable for the overall capture and bid effort.
- Knowledge and understanding of CALIBRE’s technology, tools, and solutions offerings for value-added resale, and how hardware/software can aid in solution development for IT modernization and other federal CIO initiatives. (Desired)
Required Experience:
- Bachelor’s degree from an accredited institution is required, Master’s Degree preferred. In lieu of a degree, 15 or more years of relevant experience may suffice.
- A minimum of 15+ years of business development and capture management experience demonstrating development of Capture Plans for key pursuits with an extensive understanding of solutioning, competitive assessments, risk review triggers and processes, pricing, price-to-win, recruiting/staffing, teaming arrangements/workshare, and proposal development.
- Demonstrated expertise in the lifecycle of Growth functions within a company, including (but not limited to): sales, marketing, capture, proposal development, pricing, and the Shipley model of business development.
- Must have proven record of success in the Federal Government contracting space, including experience with Government Wide Acquisition Vehicles (GWAC) such as GSA Consolidated MAS, HCaTS, and GSA OASIS.
- Experience analyzing data to gain market and competitor insight, converting insight into business opportunities that drive positive financial results.
- DoD Secret Clearance or equivalent is required.
- Top Secret Clearance-eligible.
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