Business Development Manager - DOE Accounts - APTIM
Knoxville, TN
About the Job
Job Overview:
The job will combine both account management and operational responsibilities, with a primary function of Account Management.
The Department of Energy (DOE) and Commercial Nuclear Account Manager for APTIM's Architectural and Engineering (A/E) and Environmental Management (EM) market sectors will be responsible for overseeing and growing APTIM's engagement with the DOE. This role requires a strategic leader with strong operational and business development expertise, capable of managing existing projects, identifying new opportunities, and delivering exceptional service to DOE clients. The ideal candidate will ensure alignment between client needs and APTIM's A&E service capabilities while driving growth, operational excellence, and client satisfaction.
The candidate must be a self-starter with self-motivation, an entrepreneurial mindset, and extensive experience in U.S. Federal Government procurements, specifically within the DOE for A/E and Environmental Management Pursuits as well as Commercial Nuclear support functions (the sector). The Candidate must be established in these markets with the ability to leverage relationships and industry knowledge to drive APTIM's growth strategy. Expertise in contract project management, business development capture, and proposal management is essential.
This role Requires the candidate to be the catalyst for growth in the sector and be the focal point for the accounts in charge. The candidate will work with the operational manager to shape and drive strategy in the markets APTIM has targeted for growth and success. The candidate will lead, manage, and integrate all necessary activities to develop a compelling offer design and proposal in response to single and multiple-award architectural and engineering services contract bids. The position spans the entire lifecycle of an opportunity, from identification to final award, including navigating protests and lawsuits if necessary.
The successful candidate must exhibit confident, hands-on leadership, working collaboratively with all stakeholders while maintaining a clear focus on achieving successful outcome. If you have a strong track record of winning and delivering results, we want to hear from you. We offer a highly competitive salary, benefits, package, and a performance-based win bonus tied to defined, quantitative metrics.
Account Management Key Responsibilities and Accountabilities:
+ Leverage your market relationships and industry knowledge to enhance APTIM's presence and competitiveness in the A/E market, particularly within the DOE and Commercial Nuclear sectors. Utilize these connections and insights to expand APTIM's pipeline of potential opportunities and drive growth in market share.
+ Oversee and manage the entire capture and proposal process, from opportunity identification through contract initiation, including qualification, capture planning, proposal development, evaluation notices (ENs), orals, Final Proposal Revision (FPR), and handling protests as needed.
+ Lead and coordinate all stakeholders, including individuals, key personnel, teammates, and working groups, to develop a compelling and compliant offer that is fully responsive to RFP requirements and addresses customer needs.
+ Identify and select key personnel and management team members who not only meet but exceed RFP requirements in a differentiated and impactful way. This includes negotiating and drafting offer letters.
+ Represent APTIM at DOE industry events, conferences, and meetings to build relationships and enhance the company's reputation.
+ Stay informed on DOE policies, programs, and funding trends to anticipate client needs and align APTIM's service offerings.
+ Must excel in a collaborative team environment, working effectively with both Technical and Management personnel.
+ Develop a comprehensive teaming strategy and structure by analyzing APTIM's strengths and weaknesses in relation to customer needs, SOW/RFP requirements, and competition factors. Select teammates accordingly and drafting teaming agreement attachments that clearly define the teammate's scope, SOW, and business deal.
+ Actively participate in developing the price-to-win strategy by analyzing the incumbent's winning price and contract performance history, understanding the customer's buying practices and recent awards of similar contracts, and applying common-sense game theory to assess the competitive landscape.
+ Make well-informed "all things considered" decisions using a net point score tradeoff methodology to maximize proposal point score and probability of winning.
+ Collaborate with APTIM's contract transition and project manager to ensure a seamless transfer of proposal concepts, ideas, and strategies into contract operations.
+ Manage budgets for your area of responsibility and allocate resources effectively.
+ Develop strategies for new and existing markets, clients, and services to enhance the probability of winning opportunities.
+ Attend conferences, industry days, and client and partner events to build relationships and generate opportunities for APTIM.
+ Maintain and leverage industry contacts to drive business development efforts for APTIM.
+ Perform additional duties and responsibilities as needed to maximize the probability of winning opportunities.
Operational Position Description:
Part-Time requirement to assist in standing up and supporting a recent APTIM win at Bettis Atomic Power Laboratory during the initial planning stages in preparation for the execution of DD&R work.
Operational Roles and Responsibilities:
DD&R Planning:
+ Work with Naval Reactors and DOE to set up a site office at Bettis Atomic Power Laboratory.
+ Prepare DD&R strategy, plans, and programs for the buildings that need to undergo demolition.
+ Develop schedules and approaches, staffing plans, and other programs to implement the DD&R strategy.
Basic Qualifications:
+ A demonstrable track record of capture and proposal management success.
+ Directed the capture and production of Tier II government and commercial nuclear proposals.
+ 10 years of experience in U.S. Federal Government services/solutions and Commercial Nuclear in terms of support service functions, contract project management, and capture and proposal management.
+ Bachelor's degree in engineering, architecture, project management, or a related field (advanced degree preferred).
+ An understanding of the DOE complex including NNSA, office of science, and decommissioning of government facilities in the U.S.
+ Strong knowledge of DOE programs, procurement processes, and regulatory requirements.
+ Excellent leadership, communication, and interpersonal skills, with the ability to work effectively across teams and with external stakeholders.
+ Proficiency in financial management and performance metrics tracking.
+ The ability to lead/manage individuals to keep them focused on winning in the context of the bigger picture, vs. a singular functional perspective, and interpersonal dynamics.
+ Willingness to be hands-on and work hard, including research, analysis, and writing.
+ Ability to build and lead diverse teams, both large and small, through the storming, norming, conforming, and performing cycle to produce winning proposals.
+ The ability to integrate all customer, contractual, capability, and business aspects of an offer in a manner that maximizes win P.
+ Excellent oral and written communication skills, esp. at an executive briefing level.
+ Leadership position(s) in energy, environmental, public service, engineering and/or program and construction management professional/industry association committees, boards, etc.
+ Ability to travel as required to meet with clients, attend industry events, and oversee project sites.
ABOUT APTIM
APTIM is committed to accelerating the transition toward a clean and efficient energy economy, building a sustainable future for our communities and natural world, and creating a more inclusive and equitable environment that celebrates the diversity of our communities. We specialize in environmental, resilience, and sustainability and energy solutions, as well as technical and data solutions, program management, and critical infrastructure. For every challenge our clients face, there is an opportunity for APTIM to innovate a fit-for-purpose solution that will raise your organization or community to a new standard of excellence.
What you can expect from APTIM:
+ Work that is worthy of your time and talent
+ Respect and flexibility to live a full life at work and at home
+ Dogged determination to deliver for our clients and communities
+ A voice in making our company better
+ Investment into your personal and professional development
BENEFITS
APTIM is committed to providing a benefits package that accomplishes the primary purpose of our programs, which is to protect and promote the health and financial well-being of our employees and their families.
APTIM's health care and insurance benefits include the following programs: medical, dental, vision, prescription drug, basic life insurance, optional life insurance, spouse life insurance, child life insurance, basic accidental death & dismemberment, optional accidental death and dismemberment, short- and long-term disability with optional buy-ups, employee assistance program, health care spending account, dependent care spending account, health savings account and business travel accident insurance for themselves and their eligible family members, per plan guidelines. Multiple voluntary benefits are available to employees for enrollment including critical illness, hospital indemnity, accident insurance, etc.
APTIM also provides participation in a retirement program, paid absences such as vacation time (annual days determined by length of service) and sick leave to eligible employees in accordance with the APTIM sick pay policy and as required by law.
Watch our video:
About APTIM - In Pursuit of Better (https://www.youtube.com/watch?v=cCRFRS4ZZjg)
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled
Applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may make their request known by e-mailing HRQuestions@cbifederalservices.com or calling 855.343.5600 for assistance.
EOE/Vets/Disability
The job will combine both account management and operational responsibilities, with a primary function of Account Management.
The Department of Energy (DOE) and Commercial Nuclear Account Manager for APTIM's Architectural and Engineering (A/E) and Environmental Management (EM) market sectors will be responsible for overseeing and growing APTIM's engagement with the DOE. This role requires a strategic leader with strong operational and business development expertise, capable of managing existing projects, identifying new opportunities, and delivering exceptional service to DOE clients. The ideal candidate will ensure alignment between client needs and APTIM's A&E service capabilities while driving growth, operational excellence, and client satisfaction.
The candidate must be a self-starter with self-motivation, an entrepreneurial mindset, and extensive experience in U.S. Federal Government procurements, specifically within the DOE for A/E and Environmental Management Pursuits as well as Commercial Nuclear support functions (the sector). The Candidate must be established in these markets with the ability to leverage relationships and industry knowledge to drive APTIM's growth strategy. Expertise in contract project management, business development capture, and proposal management is essential.
This role Requires the candidate to be the catalyst for growth in the sector and be the focal point for the accounts in charge. The candidate will work with the operational manager to shape and drive strategy in the markets APTIM has targeted for growth and success. The candidate will lead, manage, and integrate all necessary activities to develop a compelling offer design and proposal in response to single and multiple-award architectural and engineering services contract bids. The position spans the entire lifecycle of an opportunity, from identification to final award, including navigating protests and lawsuits if necessary.
The successful candidate must exhibit confident, hands-on leadership, working collaboratively with all stakeholders while maintaining a clear focus on achieving successful outcome. If you have a strong track record of winning and delivering results, we want to hear from you. We offer a highly competitive salary, benefits, package, and a performance-based win bonus tied to defined, quantitative metrics.
Account Management Key Responsibilities and Accountabilities:
+ Leverage your market relationships and industry knowledge to enhance APTIM's presence and competitiveness in the A/E market, particularly within the DOE and Commercial Nuclear sectors. Utilize these connections and insights to expand APTIM's pipeline of potential opportunities and drive growth in market share.
+ Oversee and manage the entire capture and proposal process, from opportunity identification through contract initiation, including qualification, capture planning, proposal development, evaluation notices (ENs), orals, Final Proposal Revision (FPR), and handling protests as needed.
+ Lead and coordinate all stakeholders, including individuals, key personnel, teammates, and working groups, to develop a compelling and compliant offer that is fully responsive to RFP requirements and addresses customer needs.
+ Identify and select key personnel and management team members who not only meet but exceed RFP requirements in a differentiated and impactful way. This includes negotiating and drafting offer letters.
+ Represent APTIM at DOE industry events, conferences, and meetings to build relationships and enhance the company's reputation.
+ Stay informed on DOE policies, programs, and funding trends to anticipate client needs and align APTIM's service offerings.
+ Must excel in a collaborative team environment, working effectively with both Technical and Management personnel.
+ Develop a comprehensive teaming strategy and structure by analyzing APTIM's strengths and weaknesses in relation to customer needs, SOW/RFP requirements, and competition factors. Select teammates accordingly and drafting teaming agreement attachments that clearly define the teammate's scope, SOW, and business deal.
+ Actively participate in developing the price-to-win strategy by analyzing the incumbent's winning price and contract performance history, understanding the customer's buying practices and recent awards of similar contracts, and applying common-sense game theory to assess the competitive landscape.
+ Make well-informed "all things considered" decisions using a net point score tradeoff methodology to maximize proposal point score and probability of winning.
+ Collaborate with APTIM's contract transition and project manager to ensure a seamless transfer of proposal concepts, ideas, and strategies into contract operations.
+ Manage budgets for your area of responsibility and allocate resources effectively.
+ Develop strategies for new and existing markets, clients, and services to enhance the probability of winning opportunities.
+ Attend conferences, industry days, and client and partner events to build relationships and generate opportunities for APTIM.
+ Maintain and leverage industry contacts to drive business development efforts for APTIM.
+ Perform additional duties and responsibilities as needed to maximize the probability of winning opportunities.
Operational Position Description:
Part-Time requirement to assist in standing up and supporting a recent APTIM win at Bettis Atomic Power Laboratory during the initial planning stages in preparation for the execution of DD&R work.
Operational Roles and Responsibilities:
DD&R Planning:
+ Work with Naval Reactors and DOE to set up a site office at Bettis Atomic Power Laboratory.
+ Prepare DD&R strategy, plans, and programs for the buildings that need to undergo demolition.
+ Develop schedules and approaches, staffing plans, and other programs to implement the DD&R strategy.
Basic Qualifications:
+ A demonstrable track record of capture and proposal management success.
+ Directed the capture and production of Tier II government and commercial nuclear proposals.
+ 10 years of experience in U.S. Federal Government services/solutions and Commercial Nuclear in terms of support service functions, contract project management, and capture and proposal management.
+ Bachelor's degree in engineering, architecture, project management, or a related field (advanced degree preferred).
+ An understanding of the DOE complex including NNSA, office of science, and decommissioning of government facilities in the U.S.
+ Strong knowledge of DOE programs, procurement processes, and regulatory requirements.
+ Excellent leadership, communication, and interpersonal skills, with the ability to work effectively across teams and with external stakeholders.
+ Proficiency in financial management and performance metrics tracking.
+ The ability to lead/manage individuals to keep them focused on winning in the context of the bigger picture, vs. a singular functional perspective, and interpersonal dynamics.
+ Willingness to be hands-on and work hard, including research, analysis, and writing.
+ Ability to build and lead diverse teams, both large and small, through the storming, norming, conforming, and performing cycle to produce winning proposals.
+ The ability to integrate all customer, contractual, capability, and business aspects of an offer in a manner that maximizes win P.
+ Excellent oral and written communication skills, esp. at an executive briefing level.
+ Leadership position(s) in energy, environmental, public service, engineering and/or program and construction management professional/industry association committees, boards, etc.
+ Ability to travel as required to meet with clients, attend industry events, and oversee project sites.
ABOUT APTIM
APTIM is committed to accelerating the transition toward a clean and efficient energy economy, building a sustainable future for our communities and natural world, and creating a more inclusive and equitable environment that celebrates the diversity of our communities. We specialize in environmental, resilience, and sustainability and energy solutions, as well as technical and data solutions, program management, and critical infrastructure. For every challenge our clients face, there is an opportunity for APTIM to innovate a fit-for-purpose solution that will raise your organization or community to a new standard of excellence.
What you can expect from APTIM:
+ Work that is worthy of your time and talent
+ Respect and flexibility to live a full life at work and at home
+ Dogged determination to deliver for our clients and communities
+ A voice in making our company better
+ Investment into your personal and professional development
BENEFITS
APTIM is committed to providing a benefits package that accomplishes the primary purpose of our programs, which is to protect and promote the health and financial well-being of our employees and their families.
APTIM's health care and insurance benefits include the following programs: medical, dental, vision, prescription drug, basic life insurance, optional life insurance, spouse life insurance, child life insurance, basic accidental death & dismemberment, optional accidental death and dismemberment, short- and long-term disability with optional buy-ups, employee assistance program, health care spending account, dependent care spending account, health savings account and business travel accident insurance for themselves and their eligible family members, per plan guidelines. Multiple voluntary benefits are available to employees for enrollment including critical illness, hospital indemnity, accident insurance, etc.
APTIM also provides participation in a retirement program, paid absences such as vacation time (annual days determined by length of service) and sick leave to eligible employees in accordance with the APTIM sick pay policy and as required by law.
Watch our video:
About APTIM - In Pursuit of Better (https://www.youtube.com/watch?v=cCRFRS4ZZjg)
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled
Applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may make their request known by e-mailing HRQuestions@cbifederalservices.com or calling 855.343.5600 for assistance.
EOE/Vets/Disability
Source : APTIM