Job Description:
The BD Director, Sales and Capture will provide for sales and capture support for the Logistics business area within Honeywell Technology Solutions, Inc. (HTSI). Principal responsibilities will be the establishment of a robust sales opportunity pipeline, creation/execution of a customer management plan, and capture execution. The position will work in the HTSI Business Development organization, reporting to the Sr. Director, Sales and Capture, Logistics.
Sales responsibilities include identification and vetting through the HTSI Business Acquisition Process (BAP) opportunities for the assigned business area. This vetting includes emphasis areas such as: incumbent strengths/weaknesses (if applicable), competitive landscape, customer landscape, customer contact plan, and assessment of PWS against HTSI strengths.
Capture responsibilities include influencing request for proposal (RFP) requirements, developing prime/subcontractor options and teaming strategies, developing value propositions and win themes, and creating pricing strategies. Requires frequent interaction with other members of the BD team, to include but not limited to Strategy and Business Intelligence, and other functional areas such as operations, contracts, pricing, human resources, legal, and safety. Leads the entire capture process, including reviews with executive leadership and various tollgate presentations. Responsibility ends at contract award.
Networks with government and industry leaders and builds relationships to facilitate expanded sales opportunities. Takes on role as leading expert on customer set in the Aviation Support Logistics business area.
Coordinates and supports build-up of HTSI annual strategic plan.
Maintains salesforce.com sales management tool.
Leads “lessons learned” analyses following award jointly with BD Proposal Ops.
Qualifications
Bachelor's degree in a technical field or management field with 8 years’ experience.
Preference is 15+ years direct experience in the areas of sales and / or capture of government service contracts. Years of experience in pure sales / capture can be substituted with program management / operations roles provided these efforts demonstrated significant task order execution or on-contract-growth.
Additional Qualifications
Prefer candidates that have familiarity with the breadth of HTSI logistics programs and customer sets (principally including Aviation Sustainment both commercially and governmental to include; USAF/ACC AMIC (Acquisition Management and Integration Center), Special Operations Command, Counter Narcotics and Terrorism Program Office, Aviation and Missile Command).
In-depth understanding of Cost Reimbursable and Fixed Price service contracts is required.
In-depth understanding of the elements of pricing in service bids is required.
Experience with Indefinite Delivery / Indefinite Quantity (IDIQ) Task order contractual vehicles is required.
Familiarity and relationships with partners in industry to help facilitate teaming decisions is required.
Strong interpersonal, communication, and presentation skills.
DoD SECRET clearance or higher not required, but is a plus.
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