BUSINESS DEVELOPMENT MANAGER

The Business Development Manager identifies, qualifies, captures, and closes new business for Phoenix Defense in the modeling and simulation (M&S), command and control (C2), and training and engineering services markets. This position carries personal accountability for a defined segment of the qualified pipeline - from first customer contact through award and transition to delivery - and serves as capture manager on assigned pursuits. It is a closing role rather than a pipeline-administration role.

The position sits within the Business Development & Capture functional area of the Revenue Operations Group, which is responsible for top-line revenue growth at acceptable margin through a disciplined, data-driven, repeatable capture process. The Group operates on mission command: the incumbent is given intent, an assigned account and campaign, and the latitude to act, and is expected to exercise disciplined initiative supported by evidence rather than wait for direction.

To be successful, the individual will possess defense industry business development experience with a verifiable record of pursuits personally advanced from qualification to award, credibility with government training and acquisition customers, and the ability to articulate where Phoenix Defense capability wins and where it does not. Experience working the Huntsville / Redstone Arsenal customer base is strongly desired. This position reports to the Lead, Business Development & Capture.

Essential Duties / Responsibilities:

Qualification

• Build and execute a disciplined customer call plan against assigned accounts - requirement owners, program managers, contracting officers, resource sponsors, and user representatives - and record what was learned from each engagement.
• Convert leads into qualified opportunities with a named customer, identified requirement owner, funding line, anticipated contract vehicle, and period of performance.
• Recommend early no-bid decisions on pursuits that do not meet qualification criteria, with the supporting rationale.

Shaping

• Engage requirement owners in advance of the request for proposal, while requirements are still being developed and influence remains available.
• Feed customer-derived capability needs to Campaign Management and Independent Research and Development (IR&D), and pull matured capability and demonstrations forward into active pursuits.
• Employ demonstrations, white papers, and conference engagements as shaping activities against a stated objective.

Capture

• Serve as capture manager on assigned pursuits, including capture plan, competitive assessment, teaming strategy, price-to-win inputs, discriminator development, and gate reviews through bid decision.
• Establish and negotiate teaming posture - prime, subcontractor, or partner - based on competitive assessment.
• Develop and defend probability of win estimates; forecast calibration is a measured performance indicator.

Proposal and Close

• Drive proposal content as the customer-facing author of the win strategy, working with Proposal Management through Pink, Red, and Gold Team reviews to compliant, on-time submission.
• Support orals, negotiations, and post-submission customer engagement through award.
• Execute transition of awarded work to the delivery organization with full customer context, and remain engaged through the initial period of performance.

Pipeline, Reporting, and Operating Cadence

• Maintain pipeline and opportunity data integrity in the customer relationship management (CRM) system.
• Conduct market and competitor research; maintain opportunity roadmaps and market research databases (SAM.gov, FPDS, GovWin, Federal Compass) supporting current and future opportunities.
• Present bid/no-bid recommendations and pursuit health at the monthly Investment Execution Review (IER) with supporting evidence.
• Support business development inputs to the annual operating plan (AOP) forecast.

Minimum Qualifications:

• Bachelor's degree preferred; equivalent professional or military experience in lieu of a degree accepted.
• Six to twelve (6 - 12) years of professional experience, of which four (4) years in defense business development, capture, or account management with personal accountability for qualifying, bidding, and winning work is required.
• Verifiable record of pursuits personally advanced from qualification through award required; candidates should be prepared to discuss two such pursuits in detail, including requirement owner, competitive set, discriminators, price position, and risks encountered.
• Working knowledge of the modeling and simulation, command and control, or training and engineering services market, including the government organizations that buy within it (e.g., PEO STRI, PM TRASYS, NAWCTSD, AFAMS, National Guard Bureau J7, Combat Training Centers, and service schoolhouses), required.
• Experience competing task orders under a large services or training indefinite-delivery/indefinite-quantity vehicle desired; familiarity with vehicles such as STOC III, RS3, TSA IV, SCARS, SeaPort-NxG, ITES-3S, and OASIS+ desired.
• Prior assignment, employment, or sustained business development experience in the Huntsville / Redstone Arsenal ecosystem - AMCOM, PEO Aviation, PEO Missiles & Space, DEVCOM Aviation & Missile Center, SMDC, Army Materiel Command, Army Contracting Command - Redstone, and the security assistance community - strongly desired.
• Practical command of capture planning, competitive assessment, price-to-win concepts, teaming negotiation, and proposal development required; familiarity with a recognized capture methodology desired.
• Experience with Department of Defense proposals and a working understanding of the Federal Acquisition Regulation required.
• Working knowledge of the federal procurement process and market research tools including SAM.gov, FPDS, GovWin, or FederalCompass.com required.
• Ability to articulate competitive positioning against systems and providers active in this market - including BISim/VBS4, Cole Engineering (CESI)/OneArc, BSI/MACE, FAAC, Ternion/FLAMES, and MVRsimulation - and to address the effect of non-traditional entrants such as Anduril and Palantir on customer expectations, desired.
• Sufficient technical literacy in simulation interoperability standards and federated exercise architecture to translate between engineering staff and customers desired; this position does not require an engineering degree.
• Demonstrated ability to produce concise, sourced written staff products that lead with the conclusion; written communication is an assessed requirement for this position.
• Prior uniformed service or government civilian experience in an operations, training, or acquisition role desired. Foreign military sales, coalition exercise, or NATO interoperability experience desired.
• Excellent presentation, verbal communication, interpersonal, problem-solving, and business acumen skills required.
• Ability to manage several pursuits independently and concurrently under changing priorities, and to work effectively in a high-volume environment, required.
• Proficiency in Microsoft Office products required.
• United States citizenship and an active SECRET security clearance required; eligibility for Top Secret preferred. Continued employment is contingent upon maintaining eligibility.
• Ability to travel approximately 30 - 40 percent, weighted toward Huntsville, the National Capital Region, and Army training installations, with periodic international travel, required.
• Master's degree in a business, engineering, or national security discipline desired.

JOB CONTEXT / PHYSICAL DEMANDS:

This position is performed primarily in a professional office environment and requires the ability to perform the essential functions of the role. Reasonable accommodations will be provided to qualified individuals with disabilities in accordance with applicable federal, state, and local laws.

EEOC Statement:

Phoenix Logistics LLC is an Equal Opportunity Employer. The Company does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, age, disability, genetic information, protected veteran status, or any other characteristic protected by applicable law. As a federal contractor, the Company takes affirmative action to employ and advance qualified individuals with disabilities and protected veterans.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities