JOB OVERVIEW

The Managing Director is responsible for generating strategic, high-quality business opportunities and achieving assigned sales and growth objectives within an assigned practice. Each Managing Director leads growth efforts by identifying, pursuing, and shaping opportunities that align with company strengths and long-term strategy. This role requires disciplined pipeline management, proactive relationship development, and leadership of capture strategies that position the company competitively. Collaboration with executive leadership and fellow Managing Directors is essential to maintaining a cohesive and high-performance business development culture.

ESSENTIAL DUTIES AND RESPONSIBLITIES

Pipeline Generation

· Aggressively generate meaningful, high-quality opportunities aligned to the assigned practice.

· Identify and qualify leads through proactive outreach, solicitation monitoring, and targeted agency engagement.

· Track agency procurement forecasts and monitor market activity within assigned priority areas.

· Conduct preliminary opportunity research, including incumbent identification and competitive landscape analysis.

· Support go/no-go assessments by providing early intelligence, scope understanding, and initial positioning insights.

· Build and maintain a disciplined, accurate pipeline, ensuring opportunities reflect strategic fit rather than volume alone.

· Support direct-award positioning strategies through targeted outreach to federal agencies.

Relationship Development

· Establish, grow, and maintain strategic relationships with clients.

· Conduct recurring engagement with priority agencies, decision-makers, and key influencers.

· Deliver capability briefings, outreach presentations, and customized client discussions.

· Develop, maintain, and strengthen assigned strategic partnerships and teaming relationships, while coordinating with executive leadership on the establishment of new ongoing partner relationships.

· Attend industry events and ensure timely, actionable follow-up.

· Prioritize meaningful interactions that advance positioning, strengthen trust, and generate actionable insight.

Company Alignment

· Focus business development activities on priority agencies, districts, and markets consistent with company strategy and annual plan goals.

· Lead capture efforts by researching opportunities, shaping scopes, and engaging decision-makers to influence requirements.

· Identify high-value opportunities that enhance organizational positioning and long-term competitiveness.

· Lead and align practice-specific activities and collaborate cross-functionally to achieve shared goals.

CRM & Reporting Discipline

· Maintain accurate, timely CRM data including opportunity status, value, client interactions, and milestone tracking.

· Upload relevant intelligence notes, meeting summaries, and actionable insights gathered from client engagements.

· Ensure CRM information supports executive decision-making, forecasting, and operational readiness.

Communication & Collaboration

· Participate in weekly business development calls and internal coordination meetings.

· Provide clear, timely, and strategic pipeline updates to leadership.

· Maintain professional communication with clients, teaming partners, and internal stakeholders.

· Collaborate effectively with and actively support other Managing Directors to promote teamwork, shared resources, and unified business development efforts, such as making introductions, sharing market intelligence, identifying cross-selling opportunities.

· Transition awarded opportunities smoothly to internal operations, ensuring complete handoff documentation and context.

Retain ownership of opportunities through the proposal phase, actively guiding strategy, contributing to proposal development, and working closely with the Proposal Manager, who leads the tactical execution of the proposal process.

 

QUALIFICATIONS

Minimum Qualifications:

· Bachelor’s degree in business, engineering, environmental, marketing, or other practice related field.

· 10+ years of federal business development or capture management experience.

· Demonstrated success in federal contract acquisition.

· Experience conducting outreach and building relationships with federal agencies.

Preferred Qualifications:

· Established federal network relevant to assigned practice.

· Experience in multi-practice or multi-director business development environments.

· Knowledge of federal procurement systems and acquisition regulations.

Knowledge, Skills and Abilities:

· Strong understanding of federal contracting and the FAR.

· Ability to identify high-value opportunities aligned with company strengths.

· Excellent interpersonal, communication, and relationship-building skills.

· Skilled in disciplined pipeline management, capture strategy, and proposal support.

· High degree of professionalism, organization, and data accuracy.

WORK CONDITIONS

Work Environment and Physical Abilities:

· Hybrid work environment including office, remote, and client-site interactions.

· Ability to travel to federal agencies, partner locations, and industry events.

· Ability to sit or stand for extended periods for meetings or computer-based work.

· Frequent use of standard office and communication technology.

· Ability to manage multiple priorities and deadlines in a fast-paced environment.