Institute for Building Technology and Safety

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Program Director, Capture Management

Program Director, Capture Management

Job ID 
2017-1383
# of Openings 
1
Job Locations 
US-VA-Ashburn
Posted Date 
10/18/2017
Category 
Marketing

More information about this job

Overview

Bring your passion, expertise, and experience to IBTS, where we appreciate and are committed to our employees. We offer outstanding benefits, growth opportunities and work hard to maintain a culture that values our employees. 

The Institute for Building Technology and Safety (IBTS) is a 501(c) (3) non-profit organization that was established to provide unbiased professional building code compliance services, while enhancing the communities in which we work. At IBTS, our mission is to deliver quality services to meet the challenges of governance at all levels while enhancing public safety, economic development, and the general welfare of the community. Our services include Building and Community Development, Energy and Sustainability Services, Disaster Planning and Recovery, Quality Assurance, as well as Compliance and Risk Monitoring.

 

IBTS is an Equal Opportunity/Affirmative Action Employer that is committed to hiring a diverse and talented workforce.  EOE/Disability/Veteran.  S3 Residence encouraged to apply.


IBTS is headquartered in Ashburn, VA, with additional offices in Louisiana, Missouri, New York, Oklahoma, Texas and Washington, DC.

We are committed to building a community of experts with diverse backgrounds, disciplines, and perspectives who are passionate about our mission.

Responsibilities

Overview

 

IBTS has an immediate opening for a highly talented, visionary, business savvy, entrepreneurial Capture Management Director to manage the pipeline of new opportunities at various stages, lead the go and no-go decisions on major proposals, oversee development and submission of compliant, winning proposals, manage all activities leading to final negotiations, supervise proposal managers and consultants, and coordinate participation by teaming partners, etc.  

 

The Capture Management Director will be responsible for schedules, managing development effort/business development costs, proposal reviews for technical and cost proposals, approvals by the Executive Team and coordination with the legal and controller’s offices

 

The incumbent will be expected to create or modify processes, organize training and capture lessons learned. The Development Program Director will be expected to establish links between marketing and strategic initiatives with the development and R&D initiatives.  

 

IBTS currently has five external-facing divisions, each of which serves specific market or industry segments. Each division has their own capture managers, subject matter experts, and client relationship managers who are responsible for developing themes and value propositions, arranging teaming partners, providing information on competition, writing parts of the proposals, and participating in review sessions.

 

The successful candidate will lead the business development team to enhance the performance of the team, inspire team performance to manage and drive sales growth and strategies including supporting product innovation initiatives. 

 

  • Development Planning
    • Create business development program strategies and plans that are consistent with the company's overall strategic plans, objectives and goals. 
    • Manage proposal development processes including compliance, scopes of work, “win” themes, and fee estimates. 
    • Direct creation and organization of all business development assets, including specialized software programs, templates, standard formats, and libraries of business development information. 
    • Work with Chief Marketing & Development Officer to develop and continually refine company-wide development plan.
  • Client Management
    • Collaboration with Marketing Program Director and Market Research Team to develop and manage CRM and lead generation approaches through CRM.
    • Build and maintain internal and external client relationships including representing IBTS at the highest levels with clients, industry organizations, and business partners.
    • Collaborate with Market Research Team to support the customer satisfaction program.
  • Promotional Activities
    • Identify, build and maintain relationships with external vendors and suppliers.
    • In consultation with Chief Marketing & Development Officer, engage consulting or training support from capture, proposal, sales, or other specialized firms. 
  • Management 
    • Lead establishment of best practices for development policies and procedures including planning and implementation of IBTS’ sales efforts.
    • Measure the effectiveness of development efforts from beginning to end.
    • Work with the Chief Marketing & Development Officer to create, track and perform within a development budget.
    • Lead efforts for talent acquisition, talent retention/management and development of all development personnel. Direct supervision of proposal managers and technical writers.  Direct supervision of cross-business capture managers and co-supervision of client-facing division capture managers with respective division directors.
    • Identify and lead the implementation of training for development, marketing and technical staff on development-related issues including capture, sales, and proposals.
    • Submit periodic reports and participate in quarterly assessment of the development efforts by each division, make recommendations for executive actions.
  • Coordination with Division Directors and Executives
    • Coordinate key issues (pipeline, capture, proposal schedule, writers, themes, cost, teaming partners, etc.) with the division directors and the capture managers.
    • Coordinate with the legal, finance, human capital directors for proposals and all subsequent steps leading to final negotiations and contract.
    • Coordinate with the IBTS Executive Team for their input on major contracts, gold team reviews and approvals, advising them of the risks and making risk mitigation recommendations.
    • Coordinate with teaming partners and consultants.
    • Coordinate development budgets for proposals and capture, submit requests for approval by the CMDO for staff, resources, technology solutions, training, etc.

Qualifications

  • Bachelor’s degree or equivalent 14 years’ experience in a related field. 
  • 10+ years’ experience in similar leadership and director-level positions with proven business development, program management, regulatory compliance, and thought leadership outcomes. 
  • 10+ years’ experience in business development in the IBTS services areas, developing a strong pipeline of related business opportunities, and successful pursuit of new service agreements.
  • 5-8+ years’ experience managing direct reports at a senior leadership level.
  • Ability to take an enterprise level view and align and engage staff to the vision, translate the vision into a plan and inspire synergy.
  • Experience acting as a catalyst for organizational change and leading others to translate vision into action.
  • Ability to develop the capacity of others to perform and contribute to the organization by providing ongoing feedback and opportunities to learn through formal and informal methods.
  • Demonstrated ability to inspire and foster team commitment, spirit, pride, and trust. Facilitates cooperation and motivates team members to accomplish group goals.
  • Enhancer of the image of the organization with high degree of professionalism, integrity, and ethics.
  • Have a thorough understanding of construction industry terminology and procedures.
  • Excellent knowledge of public-sector capture and proposal fundamentals at the federal, state, and local level.

 

 

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