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Business Development Manager/Capture Manager

at Aptim

Posted: 9/25/2019
Job Reference #: 5000459420206

Job Description

Requisition Number


Job Title

Business Development Manager/Capture Manager

Job Description


APTIM has an opening for a Business Development Manager/Account Manager for State & Local accounts. The successful candidate will develop and manage strategic and tactical relationships with clients and teaming partners, lead captures on business development (sales) pursuits, be able to close new work, and increase business line sales. Excellent written and oral communication skills are required.

Key Responsibilities/Accountabilities:

  • The Business Development Manager will be responsible for leading new business opportunities (including contracts and task orders) from the early identification phase of the opportunity through the final submittal, spanning Sources Sought, Requests for Information (RFIs) or Requests for Proposal (RFPs). This will include the development of capture plans; win themes, budget development and budget execution.
  • The BDM will support the data integrity, fidelity, and maintenance of all BD opportunities in the business opportunity database.
  • The BDM will support cross selling across APTIM.
  • The BDM will coordinate and serve as the key liaison with other business line functions in support of opportunities and captures to include Proposal group, Estimating, Project Controls, Finance, and Engineering, Operations, Contracts and Subcontracting teams. This position requires close working relationship and coordination with the business line.
  • The BDM will support and/or be the lead Account Manager for State & Local agencies and will lead the research for expansion into new geographies including:
    • California
    • Colorado
    • Kansas
    • Louisiana
    • And others
    • The BDM/Capture Manager must understand and have experience in State and Local capture/proposal processes. Critical attributes include exceptional communication, teamwork, flexibility, ability to motivate, and a "do-whatever-it-takes" attitude. The ideal candidate will work as part of a larger business development team to coordinate and help develop winning solutions to client RFPs. This includes interaction with Business Development & Strategy Leads, Project Managers, Business Unit Leaders, and Technical Professionals. The BDM/Capture Manager, working with a Proposal Manager, must be able to coordinate the proposal team and to translate the capture strategy into a winning proposal.
    • Other responsibilities or duties as assigned.

Basic Qualifications:

  • 5+ years' experience within Sales or Business Development for State & Local entities with a track record of winning business in the government sector.
  • Experience in developing strategies for complex operational, customer, or technical problems
  • Capability to manage professional employees; may manage business support, technical or production staff
  • Bachelor's degree (minimum) in science, engineering or technical discipline
  • Professional competency in oral and written communications
  • Must be result oriented and hands-on
  • In-depth expertise in own discipline and knowledge of the related disciplines
  • Ability to determine client needs, develop win themes and proposal to meet or exceed client expectations. Experience in shaping RFP criteria to benefit APTIM is necessary.
  • Experience managing budgets for own area and allocating resources accordingly

Desired/Preferred Qualifications:

  • 10+ years of recent experience in Engineering, Construction, Contracting, Environmental compliance/remediation (radiological, decontamination, decommissioning, etc.
  • Advanced (e.g., Master's) Degree in in science, engineering or technical discipline.
  • Professional license (e.g,. PE, PG, PMP)
Leadership position(s) in energy, environmental, public service, engineering and/or program and construction management professional/industry association committees, boards, etc.