Senior Business Development Manager - Defense & Space

Since 1898, we have helped customers complete more than 25,000 projects in 160 countries on all seven continents that have created jobs, grown economies, improved the resiliency of the world's infrastructure, increased access to energy, resources, and vital services, and made the world a safer, cleaner place.

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The Senior Business Development Manager (BD Manager) is responsible for identifying, evaluating, and recommending prospective new work within US Government contracting markets, inclusive of areas around Defense, Space, and other strategic engagements with US and allied governments, including strategic market development and development and execution of new market penetration strategies. Coordinates with functional departments in formulating strategy and leads proposal preparation and negotiations with customer to ensure Bechtel NS&E business objectives are met. Establishes and maintains customer relationships and strategic teaming partner relationships.

Serves as lead strategist of market sector/region.Directs departmental efforts and activities in maintaining and improving relationships with customers and building relations with prospective customers. Assists business development representatives or is responsible for:

• Building and maintaining personal relationships with appropriate middle and senior management executives in customer organizations and strategic teaming partners.
• Develop and maintain knowledge base of customers' present and future plans for growth, projects, and programmatic and technical requirements.
• Demonstrating through the use of personal knowledge, supplemented by other Bechtel personnel, how Bechtel can help meet the customers' requirements and expectations.
• Directs and actively participates in planning the business development/capture strategy for specific prospects. Keeps aware of the business development activity and strategy of competitors, including their pricing trends and approaches. Follows up on jobs won and lost to determine the reasons why Bechtel was or was not selected.
• Lead research of current and future markets for present and future opportunities. Develop recommendations for new market penetration strategies.
• Supervises the preparation and coordination of proposals, including developing and managing proposal win plans and budgets.
• Develops teaming and pricing strategies and leads proposal and pricing reviews with functional and senior managers.
• Apprises functional management on as needed basis of prospect status; coordinates proposal and prospect staffing needs; and initiates follow through and obtains management approval at appropriate level per legal instructions and corporate policies.
• Develops strategy and leads proposal presentations and fee negotiations with customers.
• Directs the preparation and ensures corporate approval of contracts for awarded projects/studies.
• Oversees the conduct of research of current and possible future strategic markets. Recommends new services and new industry markets that the company should actively pursue.

• Requires bachelor's or master's degree (or international equivalent) and 15+ years of relevant experience or 19+ years of relevant work experience.
• Ability to obtain and maintain a TS/SC clearance.

• Skill in oral and written communication with demonstrated ability in making presentations to customers and management.
• Experience in management, supervision, and personnel administration functions, including selection and training of personnel.
• Knowledge in preparation of capture plans, pre-positioning, target, pursuit, and capture of strategic target.
• Knowledge of federal business development for budget and contracting processes for bidding and contracting.
• Significant experience in US Department of Defense business development and related work (preferred).
• Significant experience in US Government contracting execution (preferred).
• Knowledge of and experience in company operations (preferred).
• Thorough knowledge of company capabilities and services to other customers (preferred).
• Comprehensive experience in sales and knowledge of current industry technology (preferred).
• Demonstrated ability to plan and organize resources (preferred).
• Knowledge of Bechtel corporate policies and directives related to proposal and contract formulation (preferred).

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