Job Summary

The Business Development and Proposals (BD) Manager leads and oversees each stage of proposal development lifecycle, from opportunity identification to post-submission activities. Maintains responsibility for driving division growth by identifying and pursuing new business opportunities, developing and executing strategic plans, and expanding market presence. Leads or support the full business development lifecycle, from market research and opportunity identification through capture, proposal, and deal closure. Oversees pipelines, guides teams, and ensures revenue targets and long-term strategic objectives are met. Submits a prime bid from one of multiple Salas O'Brien entities, including Salas O'Brien, Inc., acquired Salas O'Brien entities (subsidiaries and affiliates), Small Business Administration (SBA) approved mentor-protégé joint ventures (JV), and other strategic JV firms.

This role requires a proactive, detail-oriented leader with extensive experience in federal government contracting, proposal development, and pursuit management. A successful candidate manages a team of proposal coordinators and collaborates with cross-functional teams to develop compelling, compliant proposals that support Salas O'Brien's growth objectives in the federal sector. The BD Manager reports to the Division Managing Principal and coordinates with the Strategic Capture Director, Engineering Principals, Business Office, Engineering Directors, and Project Managers and Administrators as needed to produce high-quality proposals on time and within budget constraints. The BD Manager attains an expert-level understanding of our existing commercial-off-the-shelf (COTS) BD tools and develops new approaches to effectively target, bid disposition, and track new business pursuits.

Essential Functions

Work tasks vary and require flexibility and versatility to support engineering consulting goals.

Pursuit Identification and Strategy Development
- For existing and newly awarded contracts, support Program and Client Managers on winning new project awards, including task order on IDIQ contracts and blanket ordering/purchase agreements (BPA). Lead proposal development efforts for technical approach and business volumes. Provide disciplined pricing reviews by leading Green Teams and ensure pricing is fully compliant with contract requirements and include required cost burdens, including general and administrative (G&A) and overhead, as well as profit.
- Support Client Managers in identifying new federal business opportunities through market research and monitoring federal procurement channels such as SAM.gov, Deltek GovWin, and GSA eBuy.
- Iteratively reviews requests for proposals (RFP), first checking for disqualifying requirements (dealbreakers). Perform detailed RFP reviews to be the authoritative source for the proposal team on what the proposal requires and what content will increase the evaluation score.
- Assist in conducting opportunity assessments and evaluating the strategic fit of potential opportunities and probability of success.
- Track opportunities from lead vetting to opportunity qualification in Deltek Vantagepoint and ensure timely updates.
- Provide support of the Go/No-Go process, providing necessary data and insights to inform decision-making.
- Assist in developing pursuit strategies, including key discriminators and market positioning.
Capture Management Support
- Assist the Strategic Capture Director and Capture Managers with gap analysis and competitor analysis to evaluate strengths and weaknesses relative to specific opportunities.
- Support the development of win themes and strategies to differentiate Salas O'Brien in federal and non-federal markets.
- Lead gap analysis as part of proposal management. When gaps emerge, assist the Strategic Capture Director and Capture Managers in identifying and securing appropriate partners and subcontractors via teaming agreements.
Proposal Leadership and Management
- Lead the division's proposal development process, including kickoff meetings, storyboarding, content development, and coordinating efforts across multiple teams that typically include personnel reporting to different Salas O'Brien offices.
- Coordinate subcontractor involvement in proposal development (data calls), ensuring alignment with Salas O'Brien's objectives and proposal strategy.
- For complex proposals, apply the Shipley writing methodology. Lead formal color reviews (i.e., Pink, Red, Green, and Gold Teams) to ensure proposals are compliant, persuasive, and have a well-developed price-to-win strategy.
- Coordinate and oversee the writing and editing of key proposal sections (technical, management, past performance, project approach, quality control) to ensure clarity, cohesiveness, and responsiveness to request for proposal (RFP) requirements. For multi-volume proposal efforts, assign Volume Leads (Book Bosses) and empower them to iteratively develop and deliver compliant, compelling proposal content.
- Ensure strict adherence to federal and client solicitation instructions, including compliance with the FAR, DFARS, and other relevant acquisition regulations.
- Maintain proposal compliance checklists and procedures, ensuring submittal materials are clear, accurate, and compliant.
- Conduct interviews with Subject Matter Experts (SME), Design Managers, Project Managers, and other key personnel to gather content for resumes, project descriptions, and past performance sections.
- For past performance references, assign or train project personnel on how to obtain/complete required Contractor Performance Assessment Reporting System (CPARS) and/or Past Performance Questionnaires (PPQ) in the client-required format.
- Facilitate pricing reviews (Green Teams) to ensure the cost-to-win strategy is properly developed and conveying in the final proposal.
- Assist the Strategic Capture Director in preparing cross-functional teams for oral interviews, including mock interviews and team coaching.
- Partners with the Director of Federal Pursuits and the federal proposal management team to align capture strategy, opportunity assessment, go/no-go decisions, teaming, and proposal execution across a diverse portfolio of federal agency pursuits. Ensures seamless integration between business development, capture, and proposal delivery functions.
- Serves as the primary liaison between division operations and the centralized federal pursuits organization. Coordinates pipeline management, pursuit prioritization, capture planning, proposal resources, knowledge management, and strategic growth initiatives to improve win probability and execution consistency.
Proposal Closeout and Knowledge Management
- Support the post-submission phase by leading responses to government clarifications and post-RFP modifications. Assist with Task Order RFPs as needed.
- Lead proposal closeout, including gathering feedback, conducting after action reviews (AAR), and updating pipelines (Vantagepoint and/or JV company spreadsheets) with key outcomes (win/loss status) and next steps.
- Participate in pursuit debriefs and document feedback for continuous improvement.
- Oversee the knowledge management system for federal proposals, ensuring templates, content, and best practices are easily accessible.
Team Leadership, Management, Training, and Development
- Lead and manage Salas O'Brien's proposal coordinators, ensuring effective delegation of tasks and overall support of the proposal lifecycle from start to finish.
- Guide junior proposal team members and develop their skills through hands-on experience and professional growth opportunities.
- Host virtual training events to ensure company-wide understanding of best practices, compliance standards, and enhance the team's overall proposal skills. Develop and deliver training modules on federal proposal topics, such as professional/technical communication and proposal writing, via occasional lunch and learn sessions.
Proposal Process Improvement
- Annually, as required by the client, or as determined valuable by the Salas O'Brien team, refresh qualifications on file (e.g., SF330 Part I and II package).
- Continuously improve proposal development processes, incorporating lessons learned and industry best practices to enhance quality and increase win rates.
- Maintain a repository of proposal templates, tools, and processes to standardize and streamline future proposal development efforts.

Competencies

Detail oriented
Confident and ambitious problem solver
Self-directed
Effective interpersonal skills and strong communication (written and verbal)

Qualifications

Degree in business, communications, or related field.
10+ years of experience in federal proposal management, including federal contracting and proposal development process knowledge.
Proven record of supporting opportunity identification, proposal development, and post-submission activities within the federal sector.
Experience managing end-to-end proposal development for complex pursuits, including content creation, teaming partner coordination, and compliance reviews based on Shipley-writing principles.
Strong leadership skills with the ability to manage and mentor proposal coordinators and collaborate effectively with cross-functional teams.
In-depth knowledge of federal procurement channels, solicitation processes, and relevant regulations (e.g., FAR and DFARS).
Excellent writing, editing, and communication skills, with the ability to develop clear, persuasive proposals and articulate complex ideas effectively.
Strong project management skills, including the ability to track multiple proposals, manage schedules, and ensure on-time delivery.
Proven ability to develop and execute win strategies, focusing on value propositions, discriminators, and competitive positioning.
Experience leading and coordinating proposal-related initiatives across an organization.
Ability to work effectively under tight deadlines and manage competing priorities.

Preferred:

Proficient in Adobe products, including InDesign.
Familiarity with proposal tools and systems such as SAM.gov, Deltek Vantagepoint and GovWin, GSA eBuy, Procurement Integrated Enterprise Environment (PIEE), and ProjNet.
Experience in a similar industry (engineering/construction).

Additional Eligibility Qualifications

Valid, state-issued driver's license

Must be a US Citizen.

Location: 100% Remote

Compensation

The expected base salary range for this role is $125,000-$135,000 per year. Actual compensation will be determined based on a number of factors, including skills, experience, qualifications, and location.

This role is also eligible for performance-based bonuses, and a comprehensive U.S. based benefits package, including:

Medical, dental, and vision insurance
401(k) with company match
Paid time off and company holidays
Wellness programs and employee assistance resources
Professional development support

Benefits

For more information, visit our full benefits overview here.

Work Environment

Most work is performed in an office environment. Some work includes site visits of government installations requiring background checks and clearances.

Travel

Some travel to client sites and conferences in the U.S. may be required on infrequent occasions.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Office work entails using a computer and possibly sitting / standing for long periods.
Regularly move from sitting to standing positions effortlessly.
Regularly work on repetitive tasks.

Salas O'Brien

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Business Development and Proposals Manager