Product, Technology and Solutions Growth Lead

About the role

The Product, Technology and Solutions Growth Lead will work in partnership with D&I operations leadership and Account Executives to develop and refine the growth strategy and meet or exceed overall divisional and BU level growth objectives.

Responsibilities

• Work with the Operations Lead and Account Executives to lead the development of growth plans to ensure alignment with D&I strategic business goals.
• Identify key business and technology growth areas and develop new business aligned with the company’s strategic growth plan.
• Maintain an accurate, defendable Salesforce pipeline, with timely updates and meaningful weekly activity report inputs.
• Drive collaboration across Growth, Operations, Solution Architecture, Proposal Services, and Functional teams.
• Manage a team of BD and Capture resources responsible for meeting the divisional growth strategy and growth metrics.
• Develop internal cross-organizational relationships and drive new growth through collaboration across divisions and with other business units.
• Mentor and develop Capture Managers, reinforcing consistent capture processes and expectations and ensuring team accountability.
• Lead and support opportunity shaping activities, including customer engagement planning, solutioning, and win strategy development.
• Assign, balance, and adjust Capture Manager resources across the portfolio to support the PTS pipeline.
• Ensure opportunities progress through milestones with discipline, enabling early, informed bid/no bid decisions.
• Support and participate in milestone reviews, color team reviews, and proposal readiness assessments.
• Act as a senior capture leader, able to step in and directly support or lead key pursuits when required.
• Partner with Operations leadership to ensure pursuits are executable and transition smoothly from capture to delivery.
• Manage Keep-it-sold activities to ensure successful protect the base initiative.
• Develop and maintain strong customer relationships to identify customer objectives, priorities, and requirements that strategically position KBR as an innovative industry thought leader in the military space and intel markets.
• Develop and maintain strong industry relations with large and small businesses with significant presence in assigned markets.
• Strong understanding of DoW and IC markets, bringing relevant organizational relationships; a proven ability to identify, establish and use important customer relationships with senior level officials and program stakeholders within the DoW and IC with specific intimacy with the following customers - US Army CPE ISW, CPE STE, Space & Missile Defense Command (SMDC), USSF, Space Systems Center (SSC), USAF Research Labs, OSW/RE, JIAT-401, NIWC, US Army Corp of Engineers, and others.
• Knowledge of Government contracting and current acquisition trends and customer buying behaviors; knowledge of competitors and ability to model competitor behavior in the market.
• Strong team building, and facilitation skills are essential.
• Exceptional written and oral communication skills with experience presenting at the executive level.
• Proven experience working with geographically dispersed teams.

Requirements

Top Secret clearance; SCI eligibility required.

Minimum 15 years of experience with demonstrated success in business development and capture of contracts valued greater than $250M.

Demonstrated understanding in product sales cycle and ability to grow product sales within an organization across CONUS and OCONUS markets and familiar with both Foreign Military Sales (FMS) as well as Direct Commercial Sales (DCS).

Demonstrated ability to work with senior business and government leaders and to provide leadership within the workplace.

Working knowledge and experience within a mature, industry-leading capture organization.

An ability to drive profitable financial outcomes on each capture with demonstrated understanding of corporate indirect rates and LOE/BOE development.

Proven success in the following discipline(s): Strategy development, Business development, capture management, program management, science and engineering programs, Intel programs, acquisition processes, opportunity identification and qualification.

Demonstrated leadership skills in services-centric organizations to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions.

Bachelor’s degree in a business, science or science related curriculum.

Qualifications

• Master's degree in business, science, engineering, or a related field.
• 20+ years’ experience supporting DoW with understanding of the full lifecycle of growth related activities.

Skills

• Strategic thinking and planning.
• Business development and capture management.
• Collaboration and teamwork.
• Customer relationship management.
• Government contracting and acquisition processes.
• Opportunity identification and qualification.
• Leadership and mentorship.
• Communication and presentation skills.
• Geographical and team management.

Benefits

KBR offers a selection of competitive lifestyle benefits which could include 401K plan with company match, medical, dental, vision, life insurance, AD&D, flexible spending account, disability, paid time off, or flexible work schedule. We support career advancement through professional training and development.