A highly experienced, multitasking business development, sales and operations leader with expertise in the areas of market research/competitive intelligence, business development and capture management strategies, proposals, new business funds and funnel management in the DoD/Fed Civil markets. Possesses a proven track record of utilizing strong leadership, interpersonal, and collaboration skills to achieve success as a proposal manager and cost volume and color review team lead, in executing multimillion-dollar and quick-turn task order proposals securing billions of dollars in company contract awards. Leverages both strategic and tactical thinking in new business identification, customer and competitive assessment, and capture strategy to grow and maintain a strong, healthy funnel. Strong analytical background used to develop relevant business intelligence products to support Black Hats, Baseline Solutions and Win strategies to increase PWin.
BD/Capture Life Cycle
Vice President, 09/2016
to Current DirectViz Solutions, LLC DVS – Chantilly,
IDIQ Vehicle Manager (Alliant SB, DLA JETS, SeaportE etc.) and BD/Capture Lead.
Managed JV partnerships, established and maintained Industry partnerships.
Reviewed/assessed RFQs, RFPs and RFIs; recommended bid/no bid.
Led Proposal and RFI responses, wrote, edited and reviewed proposal and RFI responses.
Identified and pursued new business leads, identified teaming partners to pursue large opportunities.
Developed NDA's and TA's to form strategic teaming arrangements in pursuit of active captures.
Developed capture plans, attended Industry Day for teaming partnerships.
Developed and briefed weekly status of near term opportunities to at weekly Leadership meetings.
Updated/maintained opportunities for weekly pipeline review with Leadership.
Mentored proposal analysts to improve overall proposal and RFI responses.
Customer markets include: DISA, DoD, USSOCOM, NAVAIR, USACE, USACIoE, Department of Interior, Department of Commerce, Department of HUD and other federal/DoD agencies.
Business Development Operations Manager, 01/2014
to 01/2016 Parsons – Centreville,
As the Acting BD Director for legacy Secure Mission Solutions (SMS), led the transition of SMS BD opportunities/personnel into Parsons.
Worked closely with Parsons BD leadership to take the best of SMS processes and incorporate into Parsons BD processes and procedures.
Worked closely with BD/Capture leads in pre-capture, RFI and proposal activities until submission.
Managed gate review, pipeline and B&P budgets for the Division.
Reported quarterly forecasts, pipeline and B&P status and gaps.
Led weekly pipeline reviews with BD/Capture Leads.
Parsons acquired Secure Mission Solutions in April 2014.
Customer markets included
Business Development Operations Manager, 07/2013
to 04/2014 Secure Mission Solutions, LLC SMS – Fairfax,
Responsible for establishing BD battle rhythm setting up process for gate reviews, bid/no bid, pipeline reviews, pipeline forecast. planning and reporting.
Managed IDIQ vehicles, led strategic proposals and Proposal Manager, Cost Volume and/or Review Team Lead.
Worked closely with BD/Capture Leads in pre-RFP activities, RFIs, competitive intel and developing capture and win strategies.
Company acquired by Parsons in 2014.
Business Development Operations Manager, 01/2008
to 01/2013 General Dynamics - Advanced Information Solutions GDAIS – Fairfax,
Responsible for overall business development operations across the full spectrum of the BD/Capture life cycle to include mentoring, coaching BD, Capture and Proposal teams on process, strategies, teaming and gap analysis, understanding both customer and competitive landscape.
Extensive market research, competitive intelligence skills utilizing various methodologies, tools and resources to support strategic planning, capture and proposal strategies.
Collecting and synthesizing data down to specific relevant information that translates and supports Black hats, Blue teams and capture strategies.
Tools and resources include
Proposal Manager, 01/2003
to 01/2008 General Dynamics – Fairfax,
Developed outline, author assignments, compliance matrix and proposal schedule to incorporate color reviews and final delivery.
Established daily stand-ups with the team to identify, track actions and manage progress on each volume.
Led win themes and storyboarding sessions, worked with Volume leads to ensure resources and volumes were progressing to schedule.
Wrote and edited sections in each volume; incorporated color review edits after each review.
Resulted in $57M award on a key recompete for the LOB.
Capture Manager/Proposal Manager on several smaller, but strategic opportunities in support of Department of Homeland Security quick turn proposals, resulting in $20M in contract awards.
Submitted and awarded $75.9M in task order awards.
GDAIS, Engineering, Development and Integration Solutions (EDIS) Strategic Business Unit, Fairfax, VA - Manager of Business Development Operations and Training, Held responsibilities for business development reporting, sales funnel hygiene, analysis, business development metrics, key pursuits and top ten, gate review process for a $600M strategic business unit (SBU).
Developed SBU level gate review process guidance for capture teams and management to understand purpose and expectations of new policies and procedures established.
Provided training, mentoring and guidance to new business development personnel on corporate processes and related sales and competitive tools.
Maintained daily situational awareness on customer and competitive environment and shared key information to executive management to support better bid/no bid decisions.
Conducted extensive market and competitive research to support capture strategies, strategic planning, and mergers and acquisition activity.
Served as a subject matter expert on new tools, policies, and gate review templates during the integration of Veridian into General Dynamics.
Wrote, edited, and provided feedback on documentation to support the creation, development and implementation of new standardized business development, capture management and proposal development processes and policies.
Participated on the WINGD Configuration Control Board (CCB) responsible for developing system and user requirements, training materials and enhancements of the company WINGD sales funnel reporting tool.
Marketing Knowledge Manager, 01/1997
to 01/2003 VERIDIAN INCORPORATED – Alexandria,
Led the development and implementation of the Marketing Knowledge Center (MKC) a web based portal comprised of
Marketing Manager, 01/1983
to 01/1997 VEDA INCORPORATED – Alexandria,
Managed the development of marketing collateral materials for brochures, capabilities briefings, and tradeshows.
Oversaw all corporate business development reporting, metrics, and trend analysis, including opportunity tracking, win and loss, competitive analysis and business development-related budget and financials.
Managed all ad hoc business development data calls in support of mergers and acquisitions, board of directors, and executive management needs.
Coordinated development and content of company website.
Facilitated business development and proposal capability-related data calls throughout organization to support strategic initiatives, planning, and quarterly management briefings.
Associate of Science: 1979 Longwood College - Farmville,
Associate of Science: 1992 Northern Virginia Community College - Alexandria,
VA Systems Analyst
Associate of Science: 2003 University of Phoenix GDAIS University - Business Management
Associate of Science: 2012 GDAIS University - Face2Face Communications
Professional Training: 2012 Green Team, GDAIS University GDAIS University - Basis of Estimating Training
Storyboarding and Graphics: Professional Training,
2012 GDAIS University - Sells Proposal Process Management
Professional Training: 2009 Teaming Agreements, GDAIS University GDAIS University - Integrated Marketing
Professional Training: 2009 GDAIS University -
Professional Training: 2009 Pricing Strategies, GDAIS University -
Professional Training: 2009 Guidelines for Profit & Fee, GDAIS University GDAIS University - Organizational Conflict of Interest
Finance for Non-Financial Managers, GDAIS University,: 2009 GDAIS University - How to Read a Government Contract
Business Development and Capture Management, Sales Force Systems and General Dynamics,: 2004 Shipley Associates -
Project Management Level II Certification, Center for Systems Management Incorporated and Veridian Institute,: 2003 Veridian -
Strategic Selling, Miller Heiman Associates,: 2002 Miller Heiman Associates -
Conceptual Selling, Miller Heiman Associates,: 2000 Miller Heiman -
Business Development for Project Managers, Advantage Consultants,: 2000 Advantage Consultants -
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Companies Worked For:
DirectViz Solutions, LLC DVS
Secure Mission Solutions, LLC SMS
General Dynamics - Advanced Information Solutions GDAIS
Northern Virginia Community College
University of Phoenix GDAIS University
Green Team, GDAIS University GDAIS University
Teaming Agreements, GDAIS University GDAIS University
Pricing Strategies, GDAIS University
Guidelines for Profit & Fee, GDAIS University GDAIS University
Miller Heiman Associates
Job Titles Held:
Business Development Operations Manager
Marketing Knowledge Manager
Associate of Science : 1979 Associate of Science : 1992 Associate of Science : 2003 Associate of Science : 2012 Professional Training : 2012 Storyboarding and Graphics : Professional Training , 2012 Professional Training : 2009 Professional Training : 2009 Professional Training : 2009 Professional Training : 2009 Finance for Non-Financial Managers, GDAIS University, : 2009 Business Development and Capture Management, Sales Force Systems and General Dynamics, : 2004 Project Management Level II Certification, Center for Systems Management Incorporated and Veridian Institute, : 2003 Strategic Selling, Miller Heiman Associates, : 2002 Conceptual Selling, Miller Heiman Associates, : 2000 Business Development for Project Managers, Advantage Consultants, : 2000 Writing Winning Proposals, Shipley Associates, : 2000 Understanding Federal Acquisition Regulations, National Contracts Management Association, : 1999 Understanding Federal Contracting, National Contracts Management Association : 1999
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