Join our Talent Network
Skip to main content

Business Development & Capture Director

Location: Tyson's Corner, VA, United States
Date Posted: Feb 20, 2024

Save Job Saved

Description

RESULTS. INNOVATION. VALUES. ACCOUNTABILITY. 

That’s RIVA.  Our employee-first approach has manifested a culture that attracts the best and brightest.  By investing in people firsts, and providing a flexible work environment, our employees have higher moral, higher productivity rates, and lower turnover. At RIVA, people are our #1 priority. 

As a RIVA Business Development & Capture Director you will contribute primarily to the growth of key core accounts, with focus on Federal Civilian departments and agencies (i.e. Department of Commerce (DOC)).  Your book of business may also include other Federal agencies with Federal Civilian, Federal Health, and National Security as RIVA continues to expand its customer base.  You will work with RIVA’s Operational Teams, Solutions/Technical Team, Bid and Proposal organization, Talent Acquisition, and Marketing, to Identify, Develop, and Manage a robust pipeline of new business opportunities to meet aggressive growth targets.  You will develop strategies and pursuit plans for your assigned accounts while building out and executing on frequent and well-planned customer engagements to increase opportunity pWin. In this role, you will become embedded in the customer and GovCon community, aware of their pressing challenges, trends, competition, desired solutions, budgets, and have deep, existing relationships within your assigned accounts. 
 
This role will also be eligible for RIVA’s 2024 commission plan. 

Key Responsibilities include:

  • Know and grow your assigned account(s)
    • Form an aggressive strategy to identify and qualify new business opportunities within all assigned accounts and customers.
    • Develop detailed and actionable strategies and account plans that achieve significant corporate growth targets.
    • Maintain and expand productive relationships with Government decision-makers, project and program managers, and contracting officers.
    • Build the necessary relationships with current and potential government customers to build positive awareness of RIVA’s capabilities, past performance, and strengths.
    • With support from RIVA Market Intelligence team, continuously monitor your account’s market to keep track of competitor developments and their impact on market share.
    • Represent yourself and RIVA while leading in your customer and partner accounts.
    • Meet your assigned quotes for growth.

 

  • Follow and Advocate RIVA’s Strategy and Bid and Proposal Processes
    • Participate in planning, pipeline reviews, solution development, pricing, gate reviews, color team reviews, win theme development, as well as providing proposal writing and reviews as required.
    • Develop and execute strategic and tactical capture plans for the pursuit and successful capture of assigned opportunities.
    • For each opportunity, develop and execute a capture plan to drive through gate reviews to a win.
    • Build and execute a complete call plan that includes customer, competitor, and teammate engagement.
    • Maintain a healthy pipeline of opportunities, keep records on all major milestones up to date in Salesforce and other tools.
    • Present detailed opportunity progress at bid decisions or capture reviews while helping develop cost strategies.
    • Negotiate effective non-disclosure and teaming agreements for review and approval using RIVA Workflow
    • Participate as a core resource for responding to Sources Sought and Request for Information (RFIs).
    • Participate in the appropriate role for all Requests for Proposal or Quote (RFP/RFQ) responses, led by RIVA’s Bid and Proposal Team

 

  • Collaborate effectively across the entire RIVA organization.
    • Meet regularly with the delivery Portfolio Managers to identify account challenges and work with them to find and win organic growth through mods, increased scope, and innovation.
    • Collaborate with RIVA Solutions Team to effectively align our offerings to customer needs.
    • Collaborate with Talent Acquisition to develop incumbent data and capture strategies, while producing Key Personnel and Project intel.
    • For your opportunities, lead and manage a capture team and maximize customer engagement and interaction.
    • As needed, work with Marketing Team on visibility and to DOC and other Federal Government communities.
    • Coordinate with Operations (Pricing, Solutions and Technical Teams, Contracts) for all aspects of the deals you are leading.
    • Follow Corporate Processes related to Teaming Agreements and NDAs.

Education and Experience:

  • Bachelor’s Degree in a technical or business-related discipline
  • Minimum of 5 years of relevant BD/Capture experience in GovCon IT Solution Services Selling across multiple Federal Civilian, Federal Health, or National Security sectors. Department of Commerce business experience (incl. PTO, NOAA) is preferred.
  • Track record of winning complex, Prime, Full and Open opportunities
  • Understanding of government and industry peers/stakeholders, deep understanding of specific agencies may be a plus.
  • Demonstratable deep organizational relationships within multiple Federal Agencies and in our industry communities
  • Track record of success in leading and winning multiple contracts - $25M+
  • Ability to identify, establish and leverage customer relationships with senior level staff and other program and technical stakeholders within the Federally Government
  • Experience leading capture teams, to include leading a technical team to develop technical or data solutions, formulate capture and win themes; establish and execute call plans; shape deals with targeted accounts; develop teaming strategies, identify and close on necessary teaming agreements; understanding price essentials and contribute to developing winning price, participate in guiding proposal efforts to win work
  • Demonstrated background in solution selling, developing new markets, with proven leadership from building the strategy to driving an opportunity to a win.
  • Ability to develop, document, and execute a plan for achieving awards/growth using an enterprise CRM system, like Salesforce.
  • Knowledge of key competitors and ability to assess competitor behavior.
  • Excellent written and verbal communication skills and ability to presenting to top level government customers.

RIVA Solutions is an Equal Opportunity/Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, national origin, disability, veteran status, or any protect class.  If you need a reasonable accommodation to search for a job opening or to submit an online application, please email [email protected].  Only messages left for this purpose will be returned. 

Share: mail

Similar Jobs