Sr Leader Business Development - Programs & Operations

VSE HQ Alexandria, 6348 Walker Lane, Alexandria, Virginia, United States of America Req #166
Thursday, November 19, 2020


The Sr. Leader for Business Development, Global Maritime Services will be responsible for leading the capture of large opportunities supporting DoD and the Federal market space. We support the Department of Defense, federal civilian agencies and international customers. This individual will support Global Maritime Services broad portfolio of MATOC/IDIQ’s plus pursuit of major engineering, logistics, maintenance service opportunities from our headquarters office in Alexandria, VA. This position will be focused on executing on our Federal and Defense Service (FDS) strategic vision by leading and generating new business opportunities.


Responsibilities include, but are not limited to:

  • Understand Federal and Defense Services (FDS) current opportunity pipeline and the current programs we as an organization manage

  • Grow and qualify the opportunity pipeline, to include existing as well as adjacent markets/customers, through diligent and timely identification/qualification of new business opportunities by leveraging current technologies, customer intimacies, and inter and intra-company collaboration

  • Develops and maintain a sustainable, multi-year new business pipeline that assists with meeting VSE corporate growth goals and strategies

  • Encourages positive working relationships among all team members

  • Lead and participate in the identification, qualification and pursuit of strategic business opportunities

  • Thorough understanding and key relationships within the Navy (NAVSEA, NSWC, and field activities)

  • Play a key role in the development and execution of the long-term strategic plan for Global Maritime Services and ultimately Federal and Defense Services (FDS).

  • Conduct customer visits and perform research to understand current and emerging customer needs and requirements

  • Engage directly with prospects and clients, seeking new and expanded business relationships

  • Establish, build, and maintain customer relationships and assess competitor capabilities aligned to specific customers across a diverse business portfolio

  • Act as a Capture Manager for pursuits ranging from $20M to $1B providing engineering and technical services.

  • Develop internal cross-organizational relationships and drive new growth through collaboration with the other divisions

  • Obtain market intelligence and competitive data pertaining to potential targeted pursuits, and develop marketing strategies that maximize the value of that intelligence

  • Conduct competitive intelligence activities, gap analysis, and provide support to special programs and evaluations as necessary and directed

  • Participate as a thought leader in bid decisions, step reviews and the development of cost strategies

  • Provide sound business judgment, innovation in approaching business challenges and the ability to translate a strategic plan into operating results

  • Utilize industry best practices to increase the probability of win through development of strategies and themes to support competitive proposal submissions that meet and/or exceed customer’s expectations

  • Experience qualifying strategic programs consistent with strategic direction/plan, discriminators,competitive differentiation/unique feature and business value

  • Other duties as assigned


  • Bachelor’s in relevant business, technical, or professional field of study or commensurate experience

  • 10 years of relevant experience. - 10 years of growth experience or related business experience in DoD with focus in defense (Navy related), government services and/or other professional services executing all aspects of business development, program capture, planning, and execution

  • Proven capability to capture pursuits ranging from $20M to $1B providing O&M, BOS, and/or facilities maintenance services

  • Keen understanding and key relationships within the DoD and Federal Sector (required); marketing intelligence– access to decision makers, understands strong customer support

  • Experience qualifying strategic programs consistent with strategic direction/plan, discriminators, competitive differentiation/unique feature and business value

  • Established relationships with domestic customers, associated primes, and appropriate government organizations

  • Demonstrated success in leading and growing DoD services business

  • Can provide at least on example of leading opportunity captures >$50 million including: developing overall win strategy, shaping deals with customers, developing team strategies, understanding pricing and assisting in developing winning price

  • Proven ability to identify, establish and use important customer relationships with senior level officials and program stakeholders with clients

  • Ability to identify key growth areas and develop new business aligned with the FDS and overall company's growth strategy

  • Knowledge of Government procurement, contracting, and current acquisition trends and customer buying behaviors

  • Confidence and experience dealing with senior executives; ability to work effectively in fast-paced, time sensitive, and often multi-tasking environment

  • Thorough knowledge of entirety of BD lifecycle and the Shipley method

  • Travel required up to 50% of the time

  • The selected applicant will be subject to a background check and drug testing


  • Prior operations experience a plus!

  • Over 10 years of relevant experience

  • Current OEM, LB, SB and Native-American Business relationships

  • Excellent written and oral communication skills; experience presenting to senior executives, peers, and customers

  • Knowledge of competitors and ability to model competitor behaviors in the market

  • Proven experience working with geographically diverse teams; strong coaching and mentoring skills. Ability to achieve results through others. Possess the skills and ability to empower and engage people and instill drive and passion into the organization


Think Analytically, Effective Communication, Effective Written Communication, Observe/Examine Details, Remember Details, Concentrate on Tasks, Adjust to Changes


Regular Attendance, Maintain Work Schedule, Stay Organized, Operate Equipment


Stand, Sit, Walk, Push or Pull, Balance, Bend, Stoop, Kneel, Crouch, Reach, See, Repetitive Motion, Eye/Hand Coordination, Fine Manipulation, Lifting Up to 25 Pounds, Carrying Up to 25 Pounds


Dust/Dirt, Mechanical Hazards, Sharp Objects/Tools, Noise

VSE is an Equal Opportunity/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, gender, age, national origin, disability, Protected Veteran status, sexual orientation, or any other characteristic protected by federal, state or local law.

Other details

  • Job Family Operations
  • Pay Type Salary
  • VSE HQ Alexandria, 6348 Walker Lane, Alexandria, Virginia, United States of America