THE CENTECH GROUP

Win Administrator (Business Development Specialist)

US-VA-Falls Church
Job ID
2058

Overview

THE CENTECH GROUP, Inc. (CENTECH®) is seeking a Win Administrator (Business Development Specialist) at our corporate offices in Falls Church, Virginia.  The person in this position will support the movement of opportunities successfully through their entire life cycle. This person will have primary responsibility is creating and executing a win strategy for an opportunity that is consistent and supportive of the goals and financial well-being of CENTECH.

Responsibilities

  • Responsible to have a minimum of five (5) opportunities which you are supporting a win manager to qualify each opportunity
  • Support managers in analyzing Requests for Proposals (RFPs) and produce an accurate response to company's RFP qualification criteria policy
  • Responsible to fully comply with qualification requirements on win strategy
  • Support managers in the development of a resource matrix based upon RFPs and Performance Work Statements (PWSs), specifically addressing technical author qualifications criteria
  • In accordance with opportunity qualifications policy, support managers in conducting gap analysis of RFP requirements
  • From the results of the gap analysis identify technical areas which will be assigned to sub-contractors and develop criteria to be used to select the best qualified sub-contractor
  • Verify RFP past performance requirements:
    • Manage the selection of candidate past performances
    • Identify company missing PWS qualifications
    • Develop and distribute the gap analysis
  • Identify sub-contractor nominees
    • Create qualified subcontractor selection criteria based on gap analysis
    • Structure winning team qualifications based on customer knowledge, analysis of RFP/PWS performance requirements
    • Develop and implement Subcontracting Strategy Plan through gap analysis results
    • Implement the subcontracting strategy approved by senior management during the step review process from the results of the gap analysis
    • Support senior management in finalizing teaming agreements to include drafting the subcontractor Statement of Work (SOW)
  • Support managers in the development and submit for chief executive officer (CEO) approval the terms and conditions on teaming agreements which after CEO approval teaming agreements will be completed and negotiated by the contracts director.
    • Develop and execute detailed Capture Strategy Plan for major opportunities within the pipeline
    • Draft and continually update the Capture Plan
    • Proactively drive the opportunity from pursuit decision to submission of a responsive, compliant, customer-based solution that is priced to win
    • Manage effective collaboration with internal teams and external partners to maintain schedule commitments, resolve conflicts, identify risks, and sustain an efficient proposal life cycle
    • Conduct and contribute to step, pricing, teaming, and capture reviews
    • Perform corporate Business Growth processes, documenting and properly storing all required artifacts to enhance company growth strategy and professional culture
    • Prepare documentation in support of bid decision process, providing reviews and updates
    • Drive development of, and contribute to completion of critical bid artifacts, as required for proposal development; ensure integrity of win strategy through a supporting role in color reviews
  • Support managers in creating the subject matter expert (SME) technical expertise requirements needed to write the proposal technical response based upon the technical RFP requirements
    • Analyze all government provided information to determine the level of detail expected in the RFP technical and management response requirements
    • Document level of expertise and experience necessary to qualify staff member as a SME structure writing assignments at sub-paragraph level based on RFP Sections L and M, and PWS requirements. Submit the SME qualifications document to senior management
    • Validate candidate SMEs against specific qualifications for the paragraph/section response by means of interview, examination or previous written assignments
    • Assign writers with clear instructions to compliance with RFP requirements, allocated length, schedule and inclusion of win themes, discriminators and added value offerings
    • Conduct weekly review of the quality of the technical and management sections during development. Make timely adjustments to ensure compliance.
  • Support the color review manager to ensure color reviews are conducted with qualified, technical experts who you have qualified as experts in the technical areas in the RFP
    • Develop the color reviewer technical experience criteria based upon the PWS
    • Identify and/or approve all internal or external review participants
    • Oversee complete compliance with the color review process
    • Complete a color reviewer technical experience criteria for all contributors
  • Develop the initial draft of your personal contributions to the win strategy, emphasizing company strengths determined through the RFP analysis, which will be used as the baseline for deliberations with our managers and managers of the subcontracting companies
    • Define win strategy criteria based upon RFP and information acquired in qualification phase
    • Lead win strategy sessions with senior management, including the development of major themes. Produce the Win Strategy Plan from strategy sessions and submit to senior management
    • Translate strategy requirements into defined actions and assignments for successful execution
    • Responsible for the quality of entire proposal content, incorporation of win themes/discriminators/added value offerings, and full adherence to win strategy
    • Track and validate strategy throughout life cycle, documenting all steps and metrics leading to a winning proposal to finalize the proposal offerings on win themes, win discriminators, and added value offerings  
  • Supporting the development of and provide approved win themes, discriminators and added value offerings documentation to technical and management writers along with direction and guidance for inclusion to their sections
    • Ensure all approved win themes and win discriminators are effectively presented in the appropriate sections of the final proposal response
  • Support the development of the staffing strategy to meet the requirements of the RFP and to develop the pricing strategy
    • Develop the standards for an effective and compliant staffing strategy from the RFP and PWS
    • Collaborate with qualified technical SMEs to determine optimal staffing approach
    • Develop competitive Staffing Strategy Plan and present to senior management for approval
    • Ensure that key personnel presented in the proposal exceed RFP requirements
    • Maximize company’s staffing posture for each opportunity
  • Proposal Pricing Responsibility:
    • In collaboration with chief financial officer (CFO), contracts director and proposal manager, develop price-to-win goals, and provide input for competitive direct/indirect rates
    • Develop Cost Strategy Plan and ensure CFO, contracts director and proposal manager each sign off on it
    • Review cost/price issues as well as oversee cost strategy development implementation. Bring to senior management attention, in a timely and effective manner, all concerns with the pricing section for their action
    • Certify to CEO that cost proposal is in full compliance with RFP and company costing procedures
  • Required weekly reports to the CEO
  • Other duties include supporting win managers such as:
    • Support managers on the development, coordination and document approved document control procedures and plans
    • Research federal databases to identify contract opportunities
    • Research resulting in identifying sub-contractors in accordance to the research criteria provided by win managers.
    • Research resulting in identifying operations managers and business growth manager's candidates according to criteria provided by management,
    • Support managers in the Development of  the annual trade show participation schedule, focusing on the objectives of attending the show and forecasting and coordinating marketing collateral and attendees required for each trade show
    • Support managers and ensure the Business Growth Team maintains up-to-date, accurate, and complete information for the status of each opportunity in company Capture Management System
    • Provide oversight for the step review decision making process

Qualifications

  • Recent five years (5) of verifiable and successful experience as a full-time professional capture manager in the federal marketplace
  • Bachelor's degree required
  • Thorough understanding of federal government business cycles, bid, and RFP processes. federal civilian/U.S. Department of Defense (DoD)/Intelligence experience required
  • Excellent organizational, communication, writing and most importantly, interpretation skills
  • Track record of developing and maintaining various pipelines
  • Competitive work ethic to pursue new lines of business, customers and partners 

THE CENTECH GROUP, Inc. is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law. EOE M/F/Disabled/Veteran

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