Business Development Manager

Jobtailor; McLean (VA); On-site; USD 140,000 - 195,000; Full time

Job summary

Jobtailor in McLean, VA is seeking a seasoned Business Development professional to lead capture efforts with DoD customers, especially the U.S. Air Force.

You will shape acquisition strategies, develop strategic account plans, and guide proposal teams for large, multi-year opportunities. Ideal candidates bring deep DoD experience, senior leadership relationships, and the ability to translate customer mission needs into actionable capture plans.

Qualifications

• 8 years relevant experience with Bachelors in related field or 6 years with Masters in related field.
• Established relationships and access to senior U.S. Air Force leadership, acquisition officials, program offices, and technical stakeholders.
• Experience supporting U.S. Air Force customers.
• Ability to develop and maintain strategic account plans for Air Force customers.

Responsibilities

• Lead, manage, and integrate activities to identify and win DoD growth opportunities.
• Focus on U.S. Air Force customers and leverage senior customer relationships.
• Guide proposal teams in developing offer designs and proposals for large contracts and IDIQ task orders.
• Connect customer requirements to HII capabilities and resolve customer needs.
• Perform market and economic analysis and business intelligence.
• Design and execute formal capture plans.
• Maintain opportunity records and capture activities in Salesforce.

Skills

Business Development

Capture Management

Proposal Writing

Strategic Planning

Relationship Building

Education

Bachelor's degree in related field

Tools

Salesforce

Microsoft Office

CRM Tools

Job description

• Report to the Vice President of Business Development
• Lead, manage, and integrate activities to identify and win DoD growth opportunities
• Focus on U.S. Air Force customers and leverage senior customer relationships
• Identify customer requirements, shape acquisition strategies, influence opportunities, and position HII solutions for growth
• Engage senior customer leadership and acquisition teams
• Guide HII proposal teams in developing offer designs and proposals for large single-award contracts and IDIQ task orders
• Connect operational needs to HII capabilities and resolve customer requirements
• Perform market and economic analysis and business intelligence
• Design and execute formal capture plans
• Support marketing efforts and monitor market and competitor activity
• Manage the full lifecycle of opportunities from exploratory phase through qualification
• Monitor the operations pipeline, establish business development priorities, and allocate resources
• Oversee pursuits and capture activities to achieve business development goals
• Refine strategic plans and develop pipelines to increase market share and revenue
• Coordinate meetings with customers, competitors, and teammates to develop market insight
• Participate in pipeline reviews, operating plan development, proposal development, solutioning sessions, gate reviews, black hat sessions, win-theme and discriminator workshops, proposal writing, and reviews
• Maintain opportunity records and capture activities in Salesforce

Requirements

• 8 years relevant experience with Bachelors in related field or 6 years relevant experience with Masters in related field
• Established relationships and demonstrated access to senior U.S. Air Force leadership, acquisition officials, program offices, and technical stakeholders
• Experience supporting U.S. Air Force customers
• Ability to develop and maintain strategic account plans for Air Force customers
• Understanding of customer priorities, budgets, mission gaps, acquisition strategies, and contracting timelines
• Ability to identify, shape, and capture new business opportunities
• Ability to translate customer mission requirements into actionable business development, solutioning, and capture strategies
• Experience executing all phases of large, multi-year capture efforts
• Experience with strategic planning, shaping, competitive analysis, teaming, proposal development, and transition to execution
• Experience with contract types including FFP, T&M, cost plus, OTA, CSO, and IDIQ contracts
• Hands-on experience developing winning proposals, including research, analysis, and writing
• Experience leveraging internal and external experts
• Relationships with large and small DoD businesses, including teaming contacts
• Technical expertise on DoD capability development
• Ability to communicate multi-step and interdependent activities effectively to capture teams
• Proficiency with Microsoft Office and customer relationship management tools
• Willingness to travel as required (25%)
• Current or ability to obtain TS clearance is desired
• DoD acquisition program experience is preferred
• Located in Northern VA is preferred

Core Competencies

Demonstrates expertise in business development and capture management within the U.S. Air Force sector, focusing on strategic account planning, proposal development, and relationship management with senior leadership. Proven ability to identify and shape new business opportunities while executing comprehensive capture strategies.

Highest-signal resume keywords

• Business Development Strategy
• Proposal Development
• U.S. Air Force Customer Engagement
• Market Analysis
• DoD Acquisition Experience

Hard Skills

• Capture Management
• Strategic Planning
• Competitive Analysis
• Proposal Writing
• Contract Types (FFP, T&M, Cost Plus, OTA, CSO, IDIQ)
• Market Intelligence
• Opportunity Lifecycle Management
• Account Planning
• Solutioning Strategies
• Economic Analysis

Soft Skills

• Effective Communication
• Relationship Building
• Team Leadership
• Problem Solving
• Resource Allocation

Certifications & Qualifications

• TS Clearance (Desired)

Industry Keywords

• DoD Growth Opportunities
• Acquisition Strategies
• Senior Customer Relationships
• Market Share Growth
• Business Development Goals

Tools & Technologies

• Salesforce
• Microsoft Office
• Customer Relationship Management Tools