Director of Business Development - Department of Health & Human Services (FDA/ NIH...)

About the role

The Director of Business Development is tasked with establishing, enhancing, and promoting trusted relationships with Tria’s target customers, particularly with the National Institutes of Health (NIH) and Department of Health and Human Services (HHS).

Responsibilities

• Define and execute the NIH and HHS business development strategy aligned with corporate growth objectives.
• Convert strategic plans into tactical plans to execute approved strategies.
• Lead analysis of NIH and HHS market trends, customer budgets, and competitive positioning to identify high-value pursuits.
• Translate corporate capabilities and domain expertise into targeted market positioning and differentiated value propositions.
• Provide guidance and leadership on the company's strategy-to-action plans, assisting in achieving key milestones and driving growth.
• Act as a customer advocate by identifying mission needs and representing the customer's perspective.
• Establish and sustain senior-level relationships with government customers, primes, and subcontractors.
• Serve as a key representative at industry forums, conferences, and associations to expand the company’s brand visibility and influence.
• Create and prosecute a pipeline that supports the achievement of the financial goals of a Tria business unit.
• Guide customer call plans to shape procurements and position the company as a trusted partner.
• Oversee and manage the opportunity pipeline in CRM tools, ensuring accuracy, prioritization, and alignment with growth strategy.
• Drive qualification reviews and go/no-go decisions based on rigorous evaluation of opportunity fit, competitiveness, and ROI.
• Ensure measurable progress across pursuits, with a strong emphasis on increasing PWin.
• Contribute significantly to capture strategy development, including win themes, competitive assessments, solution development, and teaming strategies.
• Oversee development of customer-facing materials such as white papers, capability briefings, and executive presentations.
• Conduct market research, including analyzing customer preferences, competitive analysis, and evaluating the strengths and weaknesses of incumbent contractors.
• Partner with proposal, pricing, and technical teams to ensure compliance, competitiveness, and compelling value delivery.
• Provide executive reviews and approvals of key proposals, ensuring alignment with strategy and customer needs.
• Drive pre-RFP positioning and shape customer requirements to enhance competitiveness.
• Foster a collaborative culture across capture, proposal, technical, and delivery teams to advance shared growth objectives.
• Mentor and develop junior business development and capture staff, building organizational depth and succession readiness.
• Provide regular executive-level reporting on pipeline health, pursuit status, and business development metrics.

Qualifications

• Demonstrable track record of winning pursuits with the NIH and HHS.
• 10+ years of progressive experience in federal business development, capture, or related roles, with demonstrated success winning large contracts.
• Relevant Subject Matter Expert (SME) in NIH and HHS and related communities.
• Deep knowledge of federal procurement practices, FAR/DFAR regulations, and major contracting vehicles (e.g., GWACs, IDIQs, GSA Schedules).
• Established network of relationships with senior federal decision-makers and industry partners.
• Demonstrable ability quickly gain and build new and relevant relationships and to leverage pre-existing network of clients or contacts with the express purpose of advancing a pipeline.
• Prior experience of collaboration efforts outside the organization.
• Poise, exceptional executive presence, and highly articulate.
• Proven ability to positively influence change at different levels of the organization.
• Proficiency in USASpending, Acquisition.gov, GovWin, SAM.gov, Salesforce (or similar CRM tools), and federal market research platforms.