PURPOSE: To enhance ORAU’s market position by contributing to the development of new processes and techniques that supports the competitive endeavors of the company. As an expert, ensure business development and capture management processes are well designed and executed. Major process areas include market research and analysis, capture management, proposal writing and production, and post-proposal activities.
ESSENTIAL JOB FUNCTIONS:
Assist the Vice President of Business Development (VPBD) in planning, conducting, and following through on complex and large-scale (>$10M) new business opportunities. Work with ORAU senior management to plan and execute targeted positioning and sales projects. Create, develop, and implement complex marketing and capture plan campaign materials. Provide guidance and creative conceptual ideas to the capture team for materials to support the capture process. Work directly with CM staff to craft marketing plan and materials to support capture activities.
Conduct extensive corporate market research and analysis. Perform research to identify potential new business opportunities and markets. Analyze and evaluate government policy and funding trends. Conduct economic analysis of potential new ORAU services, technologies, and products. Perform research, compile and analyze information to produce customer and competitive intelligence reports. Prepare and serve as consultant to senior ORAU managers.
Evaluate customer information and recommend approach strategies. Write, create, conceptualize, and manage major sections of proposals. Manage teams of proposal and capture personnel to develop and implement campaign strategies for major corporate capture efforts.
Manage customer response projects. Recruit and bring together internal and external resources to form teams that conduct studies and analysis, and produce White Papers, Analysis Reports, and other print and Web-based products. Organize and coordinate meetings involving government, university, industry and ORAU, to address issues with potential national policy implications, involving sensitive topics and conflicting interests.
Contribute to and provide complex technical project management and leadership for proposal teams, including formulating competitive strategy, information gathering, and writing proposals using industry standard proposal processes. Work with team members to compile cost, schedule, and technical elements in the development of proposals in accordance with requests for proposal (RFP) specifications. Write proposal sections for multi-million dollar programs with multiple subcontractors. Research and analyze historical data from within ORAU and industry. Lead meetings and work processes.
JOB REQUIREMENTS: Master’s degree in business, scientific, technical, education or related field and 8 years of job related experience. An equivalent combination of education and experience performing duties as described may be substituted for the minimum requirements.
Experience developing complex marketing plans and proposals for a variety of types of government contracts required. Must have marketing/sales experience involving government contracts (not commercial sales), with proven record.
Experience in the following areas required:
Campaign strategy development, design, and implementation
Conceptual graphic design of complex concepts
Proposal writing experience on complex technical sections
Project/work process management
Must have professional level editing and writing experience. Must have experience with professional, sophisticated conceptual graphic design and implementation of campaign strategy. Must have working knowledge of the industry standard competitive marketing and proposal development process. Must be prepared to analyze and recommend alternatives for any activity within the competitive procurement process such as alternatives for positioning and sales strategy formulation; writing and designing sales, marketing, and proposal material; working with or managing teams to develop campaign strategies, including subcontractor personnel; managing sales campaign projects; facilitating and leading business meetings; conducting market research analysis; opportunity evaluation; processes for competitor and customer analysis (web-based, FOIA inquiry, informal inquiry, etc.); leading teams in setting strategies, themes, etc.; coordinating multi-author writing work in progress; document and web page design and lay-out; qualitative market research and analysis; and, quality management.
Telecommuting is allowed.
Internal Number: 02112
About Oak Ridge Associated Universities
As a consortium of major Ph.D.–granting academic institutions, Oak Ridge Associated Universities (ORAU) cultivates collaborative partnerships that enhance the scientific research and education enterprise of our nation.
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