General Manager

Description

Eastern Shawnee Companies, LLC (ESC) is a board-governed holding company representing a collection of tribally owned small businesses providing professional and construction services. ESC is a wholly owned subsidiary of the Eastern Shawnee Tribe of Oklahoma (ESTO), committed to enhancing tribal sovereignty and economic growth.

About the role

The General Manager reports into the Overland Park, KS, office and is primarily focused on selling and winning new business. This role involves driving revenue growth, developing growth strategies, and leading the full sales life cycle from qualification through award. The General Manager also oversees capture planning, proposal strategy, and executive-level relationship management, collaborating with the Director of Business Development Operations.

Responsibilities

• Drive revenue growth by actively selling and winning new business.
• Develop growth strategies, including target agencies, service lines, and contract vehicles.
• Own pipeline quality and ensure alignment with company growth objectives.
• Oversee the full sales life cycle, from qualification through award.
• Identify and qualify high-value opportunities.
• Lead and facilitate go/no-go decisions in collaboration with the Director of Business Development Operations.
• Create win strategies for major pursuits and ensure the organization is positioned competitively.
• Build and maintain senior-level relationships with agency executives, key decision-makers, and strategic partners.
• Lead capture planning, ensuring teaming, intelligence gathering, and solution development activities are executed.
• Direct the strategy and messaging for proposals; the Proposal Manager, reporting to the Director of BD Operations, builds the proposal based on the General Manager’s direction.
• Collaborate with the Director of BD Operations, who coordinates the operational and support resources required for capture and proposal execution.
• Partner with the COO on negotiations and final pricing decisions.
• Transition awarded contracts to Operations with complete background, client dynamics, requirements, and anticipated risks; formal transition occurs after the kickoff call.
• Maintain ownership of strategy, qualification, win planning, and executive relationships until award, with Operations assuming ownership afterward.

Requirements

• Minimum Qualifications:
• Bachelor’s degree in business, management, public administration, or a related field.
• 15+ years of experience owning the full business development or sales life cycle in a government contracting environment.
• 10+ years working with the 8(a) program.
• 10+ years working for a tribally-owned company.
• Demonstrated ability to build growth strategies and manage pipeline health.
• Experience leading capture planning and supporting complex proposal efforts.
• Strong experience engaging senior-level government clients and partners.
• Preferred Qualifications:
• Advanced degree in business or a related field.
• Experience overseeing multiple verticals or business units.
• Deep familiarity with federal procurement processes, contract vehicles, and agency missions.
• Experience partnering with operations, pricing, and executive leadership in competitive pursuits.
• Knowledge of proposal development processes and compliance factors, with the ability to set winning strategies.
• Ability to collaborate cross-functionally and lead teams through influence.
• Excellent communication, relationship-building, and executive engagement skills.

Skills and Abilities

• Strong strategic planning and growth assessment capabilities.
• Ability to evaluate opportunity qualification and lead structured go/no-go decisions.
• Skilled in capture execution, including teaming, solutioning, and intelligence gathering.
• Knowledge of proposal development processes and compliance factors, with the ability to set winning strategies.
• Ability to collaborate cross-functionally and lead teams through influence.
• Excellent communication, relationship-building, and executive engagement skills.

Who We Are

We deliver for the tribe. We respect people. We make it great. We do what’s right.

Benefits

• Competitive benefits including medical, dental, vision, individualized savings plans, accident insurance, cancer insurance, life insurance, paid parental leave, generous paid time off and holidays.

EEO

ESC provides equal employment opportunities to all employees and prohibits discrimination and harassment of any type to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, pregnancy or any other characteristic protected by federal, state, or local law.