The Role
Leads end-to-end business development and capture activities for federal opportunities, primarily with the Defense Health Agency and Military Health System. Develops capture strategies, competitive analyses, teaming plans, win themes, solutions, and proposal presentations. Builds government and industry relationships, guides proposal teams, researches markets and competitors, supports pricing and marketing strategy, and mentors team members while applying AI, ML, NLP, and automation to business development.
Summary Generated by Built In
Overview
DRT Strategies delivers expert management consulting and information technology (IT) solutions to large federal agencies, the U.S. Navy, state and local government and commercial clients in health care, technology, and financial services industries.
Our acronym, DRT, stands for Driving Resolution Together, which is the core philosophy on which the company was founded. That is, we collaborate with our clients to solve their most pressing challenges - together.
We are problem solvers dedicated to client success, combining Fortune 500 experience with small business responsiveness. We have established a reputation with our clients as a forward-thinking consulting firm with demonstrated success in implementing solutions that lead to meaningful results. Our world-class consultants unite people to work collaboratively to achieve project goals and make vision a reality.
Project Description:
DRT Strategies is a rapidly growing firm targeting unrestricted, competitive procurements in the federal consulting market. We are seeking an experienced Director of Business Development to identify and lead the capture of strategic opportunities, enabling us to win new contracts and expand our customer base. You will play a critical role in achieving our ambitious growth objectives.
Job Summary:
The Director of Business Development will lead and deliver end-to-end capture activities for high-priority opportunities across DRT’s emerging account space. This role involves developing and executing winning capture strategies, leveraging customer relationships and market intelligence to inform highly competitive proposals with the Defense Health Agency (DHA) and the Military Health System (MHS). You will collaborate with cross-functional teams and report to the Chief Strategy Officer.
Responsibilities:
DRT Strategies delivers expert management consulting and information technology (IT) solutions to large federal agencies, the U.S. Navy, state and local government and commercial clients in health care, technology, and financial services industries.
Our acronym, DRT, stands for Driving Resolution Together, which is the core philosophy on which the company was founded. That is, we collaborate with our clients to solve their most pressing challenges - together.
We are problem solvers dedicated to client success, combining Fortune 500 experience with small business responsiveness. We have established a reputation with our clients as a forward-thinking consulting firm with demonstrated success in implementing solutions that lead to meaningful results. Our world-class consultants unite people to work collaboratively to achieve project goals and make vision a reality.
Project Description:
DRT Strategies is a rapidly growing firm targeting unrestricted, competitive procurements in the federal consulting market. We are seeking an experienced Director of Business Development to identify and lead the capture of strategic opportunities, enabling us to win new contracts and expand our customer base. You will play a critical role in achieving our ambitious growth objectives.
Job Summary:
The Director of Business Development will lead and deliver end-to-end capture activities for high-priority opportunities across DRT’s emerging account space. This role involves developing and executing winning capture strategies, leveraging customer relationships and market intelligence to inform highly competitive proposals with the Defense Health Agency (DHA) and the Military Health System (MHS). You will collaborate with cross-functional teams and report to the Chief Strategy Officer.
Responsibilities:
- Strategic Opportunity Management: Lead the identification, qualification, and strategic capture of new business opportunities, primarily with the DHA and MHS. Be flexible and experienced enough to accommodate the capture of opportunities outside these market areas, potentially including secondary markets such as the Department of Veteran Affairs (VA). This includes driving the end-to-end capture lifecycle: market research, competitive analysis, solution development, teaming strategy, win theme development, oral presentation development and oral presentation execution. You may also manage and/or mentor other team members in these efforts.
- Collaborative Proposal Development: Work closely with cross-functional teams (technical, proposal, contracts, and pricing) to develop compelling, compliant, and customer-focused proposals, RFIs, and SSNs. This also involves contributing to proposal content, assisting with pricing strategy, and participating in proposal reviews.
- Relationship Building and Market Intelligence: Build your rolodex, and DRT’s. Maintain strong relationships with government clients, industry partners, and internal stakeholders to position DRT for long-term success. Proactively identify and track emerging market trends, services, solutions, tools, and technologies, and conduct thorough research on prospective customers, programs, partners, and competitors to inform capture strategies. Proactively maintain currency of knowledge during this time of great change in federal contracting.
- Capture Process Leadership: Guide specific opportunities through DRT's Step Review process to ensure the development of winning proposals. Collaborate with the proposal team and delivery leadership to prioritize opportunities and partner with the delivery team and solution architects to understand and define competitive DRT solution offerings. Understand and adapt to the new role that Artificial Intelligence (AI), Machine Learning (ML), Natural Language Processing (NLP) and Automation tools are playing in competitive procurements, both in how procurements are executed and within the solutions delivered to market. Embrace this evolution and help DRT maintain a leadership position in the use of these technologies as part of the Business Development cycle.
- Marketing and Strategy Contribution: Collaborate with DRT leadership on marketing initiatives for new customers and partners. Lead proposal strategy development, including theming and solution definition, based on pre-proposal intelligence. Manage proposal preparation activities, including defining roles and assessing past performance. Direct reports and/or mentees in alignment to corporate strategies and tools. Contribute, as requested, to corporate goal setting related to company growth.
- Eight or more years of experience in Business Development.
- Demonstrable, hands-on success with business development for the DHA and/or MHS. Direct knowledge of relevant vehicles, stakeholders and projects in these spaces.
- A minimum of five (5) years of successful, hands-on capture management experience with a proven track record of securing new contracts with new customers.
- Demonstrated success capturing complex, competitive, high value ($25M-100M+) bid opportunities within the last three years.
- Proven ability to establish and maintain strong relationships with a diverse range of customers and partners.
- Demonstrated ability to develop and deliver effective written and verbal marketing collateral, text and presentation. Baseline understanding of how to use modern tools to assist in the creative process.
- Proven ability to organize and lead highly effective and collaborative capture and proposal teams.
- Fundamental knowledge of the workings and practical uses of AI/ML/NLP in the Business Development process.
- Completion of government business development and capture training.
- Understanding of federal procurement practices/policies, and present
- Recognized thought leader in Federal marketplace through notable wins and participation in industry engagement activities and associations
- Bachelor's Degree
- $150,000-170,000K
- Salary commensurate with experience.
Skills Required
- Eight or more years of business development experience
- Hands-on business development success with the Defense Health Agency and/or Military Health System
- Direct knowledge of relevant vehicles, stakeholders, and projects in DHA and/or MHS markets
- At least five years of successful hands-on capture management experience
- Proven record of securing new contracts with new customers
- Experience capturing complex, competitive, high-value $25 million-$100 million or greater opportunities within the last three years
- Ability to establish and maintain relationships with customers and partners
- Ability to develop and deliver effective written and verbal marketing collateral, text, and presentations
- Baseline understanding of modern tools supporting the creative process
- Ability to organize and lead collaborative capture and proposal teams
- Fundamental knowledge of practical AI, ML, and NLP uses in business development
- Completion of government business development and capture training
- Understanding of federal procurement practices and policies
- Recognition as a federal marketplace thought leader through notable wins and industry engagement
- Bachelor's degree
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The Company
What We Do
DRT Strategies, Inc. (DRT) is an award-winning technology innovator and leading digital transformation partner to large federal agencies and commercial clients for nearly 20 years. The company is a ServiceNow™ Partner - Specialist, Amazon Web Services (AWS) Consulting Partner, UiPath Partner, SAFe Bronze Partner, Esri Bronze Partner, and holds ISO 9001:2015, ISO/IEC 20000-1:2018, and ISO/IEC 27001:2013 certifications and has achieved CMMI-DEV Level 3. DRT is headquartered in Arlington, Virginia, with offices in Atlanta, Georgia. More information on the company can be found at www.drtstrategies.com.
