Overview
Founded in 1973, Inter-Con Security Systems, Inc. is a leading global security company, providing a full range of physical security services to government and commercial customers on four continents. Inter-Con specializes in providing customized security services to clients whose needs exceed the capabilities of traditional guard firms. Clients include the Departments of State, Justice, Homeland Security, Energy, and Defense, as well as Fortune 500 companies, major public utilities, and ultra-high net worth individuals.
Inter-Con employs over 35,000 security personnel world-wide, trained and managed by a team of professionals with unsurpassed military, law enforcement, and security experience. Inter-Con remains 100% family owned and managed and operates as the industry leader in the field of customized, high-requirement security solutions.
Inter-Con is Everywhere Security Matters.
Job Description:
Reporting to our Chief Executive Officer, the successful candidate will have primary responsibility for the capture process including cultivating key client relationships, maintaining a thorough knowledge of assigned client organizations and decision-making processes, determining key issues, effectively presenting corporate capabilities to prospective clients, developing teaming strategies and negotiating teaming agreements. This person will qualify new and follow-on business opportunities, verify that the opportunities have a high probability of continuing as biddable procurements and are likely to survive the budgetary and procurement authority approval process. We seek the architect, a person with the proven ability to design a service and to get across the finish line with the client! Along with strong capture management, our client seeks exceptional oral presentation and writing skills. We are seeking a polished candidate.
This position principally requires technical depth, the ability to formulate technical and business concepts, an in-depth knowledge of how governmental agencies and commercial enterprises operate, the ability to interface with clients on a consultative level, and the ability to proactively develop and lead complex win strategies throughout the pursuit life cycle.
Primary Responsibilities:
- Maintain positive, professional relationships with existing and potential clients.
- Must be client-driven and solution oriented, forming a competitive team and coordinating the integration of subject matter experts and functions required to position the team and maximize the probability of winning.
- Prepare capture staffing plan and overall resource basis of estimate.
- Develop and implement client contact plans across all levels of clients.
- Identify client’s key issues, concerns and “hot buttons” through direct client contact leveraging Business Development and Program resources.
- Lead the Capture and Proposal Business Decision Gate reviews for all pursuits assigned.
- Ensure effective and efficient implementation of proven best practices for activities such as strategy reviews, proposal planning, proposal development/reviews, and proposal production.
- Lead win strategy, competitive assessment, and pricing strategy workshops and prepares/completes strategic action plans, ROIs, risk assessments.
- Leverage central knowledge management resources, such as the competitive intelligence database.
- Ensure winning technical, management, price, and past performance approaches are developed by the capture team.
- Conduct thorough draft/final RFP analyses and develop questions for client.
- Oversee entire proposal/orals process to ensure well-written, compliant, and competitive volumes/slides incorporating win themes, discriminators, and program insights.
- Coordinate with Proposal Managers to ensure resources are effectively planned/deployed.
- Ensure timely selection and participation in the pursuit process of key personnel for program implementation and management.
- Develop and execute proposals, solutions, plans of action, marketing plans, and marketing materials.
- Oversee Company’s electronic marketing efforts including supervision of Web site design and maintenance.
- Identify and participate in marketing events, such as trade shows and seminars that support growth objectives.
- Develop marketing collateral that supports specific core capabilities and marketing objectives.
- Perform business development services, including networking and research to increase business.
- Research public domain material to develop leads, contacts, and capture plans.
- Accountable for new business results, developing and maintaining client/potential client and partner relationships, and identifying and pursuing multiple opportunities.
- Maintain up-to-date knowledge of the Company’s capabilities to successfully meet client requirements.
- Conduct routine travel (approx. 25% of work time) for meetings with prospective and current clients.
- Develop strategic relationships and maintain industry knowledge through active involvement in ASIS, ISMA, NMSDC, USHCC, among others.
- Leverage Inter-Con's CRM to track client engagement activities.
- Participate in special projects as required.
Qualifications:
- BA/BS preferred.
- Seven (7) or more years of successful business development experience with a proven track record of wins.
- Ability to work in a complex environment with the highest levels of senior corporate management.
- Security industry background is preferred.
- Presents well-organized and persuasive information, synthesizing complex ideas, and communicating them clearly to others.
- Skilled in the art of professional services business development, giving and getting accurate information.
- Proven ability to sell in competitive markets with sharp negotiating, presentation, capture management, and closing skills.
- Demonstrated experience and results in developing and maturing a balanced (prime, sub, strategic and tactical) portfolio of new business opportunities.
- Demonstrated hands-on experience in all aspects pursuing, qualifying and shaping (independently, as well as part of an integrated pursuit team) major program opportunities, including, but not limited: opportunity identification; mission/business/technical needs analysis; political environment analysis; competitive analysis; development of teaming strategies and team formation; win strategy and win theme development; and leadership throughout the pursuit life cycle.
- Thinks creatively and encourages others to take reasoned risks to achieve value-added results.
- Develops working relationships with clients and individuals in other business units by understanding their perspectives and issues.
- Able to work with direction while promoting an open flow of information so that all concerned are well informed.
- Organizes time effectively and determines the right resources needed to effectively perform job assignments.
- Demonstrates a proven ability to exceed client expectations.
- Expert proficiency with Microsoft Office and Salesforce.
- Must be willing and able to travel domestically.
Duties, responsibilities and activities may change at any time with or without notice.
Inter-Con Security Systems, Inc. is an affirmative action employer who provides equal employment opportunities to minorities, females, veterans, and disabled individuals, as well as other protected groups.
Job Type: Full-time
Pay: $185,000.00 - $200,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Schedule:
- 8 hour shift
- Monday to Friday
- On call
Supplemental Pay:
Work Location: In person
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