Director of Business Development (NIH)

DLH delivers improved health and national security readiness solutions for federal programs through science research and development, systems engineering and integration, and digital transformation. Our experts in public health, performance evaluation, and health operations solve the complex problems faced by civilian and military customers alike by leveraging advanced tools – including digital transformation, artificial intelligence, data analytics, cloud enablement, modeling, and simulation, and more. With over 3,200 employees dedicated to the idea that “Your Mission is Our Passion,” DLH brings a unique combination of government sector experience, proven methodology, and unwavering commitment to innovation to improve the lives of millions.

DLH is seeking a mission-minded Professional to lead business development and client engagement.  This position location is in the Silver Spring, MD area with local and extended travel expected up to 10% of the time.  The position is focused on growing the public health pipeline of opportunities primarily within the National Institutes of Health (NIH) and other agencies within Health and Human Services (HHS) in areas such as clinical research services, epidemiology and public health studies, behavioral health, data management and analysis, health information technology, data analytics, modeling and simulation, logistics and program evaluations and policy analysis. This position will continue to build the DLH reputation and growth pipeline, executing the BD process, maintaining a high win probability, and growing business. This position will implement DLH’s Public Health growth strategy and develop and implement tactical growth account plans. This position will expand upon an already successful portfolio of established and growing customer accounts at NIH and HHS.

• Proactively identify new funding and business opportunities
• Perform market research to qualify new opportunities, including analysis of customer budgets, capabilities required, current customer preferences, competitive environment assessments, and incumbent strengths and weaknesses
• Coordinate and conduct meetings with existing and new customers, clients, teammates and competitors to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices
• Identify the early key customer trends and be proactive to leverage DLH capabilities to address those business trends
• Create opportunities for DLH Executives to have customer-facing meetings aligned with strategic growth objectives
• Explore strategic long-term partnerships that will situate DLH for success on large, strategic bids
• Work with Operating Units and management team in call plan development and execution and provide detailed reports on follow up activities after plan execution
• Participate and/or lead DLH business development process and growth, including pipeline reviews, opportunity gate reviews, black hat sessions, and proposal reviews
• Collaborate with DLH Presidents, Business Units, Practice Area Directors, Program Managers, IDIQ PMs, other BD personnel and capture and line management to support cross-DLH enterprise objectives and customer engagement
• Support development of white papers, RFIs/RFPs and publications for strategic growth areas
• Participate in industry and scientific conferences in an effort to further DLH brand awareness with key customers and in strategic growth areas
• Support overall strategic planning and linking pursuits/capture activities which support the business development metrics for identification of new opportunities, qualified deals, awards and maintaining velocity of pipeline

Duties:
• Lead multiple bids for both contracts, grants, cooperative agreements and OTAs
• Lead development of technical and management solutions by working proactively with subject matter experts both internally and externally
• Maintain highly aligned and strategic pipeline of qualified deals
• Cultivate existing and new client relationships, including executive calls
• Provide proven skills and value to our proposal activities to include proposal solutioning
• Develops win themes/strategies, value propositions, and differentiators in tandem with Capture Managers
• Work in collaboration with Pricing Office to ensure price to win (PTW) analysis is conducted and the PTW target is established
• Conduct competitive analyses and develop ghosting, differentiation, and recommendations
• Proactively work with contracts and Business Development leadership to ensure the development and execution of non-disclosure agreements (NDAs) and teaming agreements (TAs)
• Serve as a proactive and value-added member of our Capture team, share updates in a timely manner and provide ongoing feedback and contributions to improve DLH overarching capture organization
• Stay updated on scientific and technological advances and industry trends

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• Bachelor’s degree and 16+ years of prior relevant experience
• Master’s degree with 10+ years or PhD (or equivalent) with 8+ years of prior relevant experience may be considered
• Proven track record of successful business development and/or acquiring funding with NIH
• Demonstrated access to and relationships with public health and life sciences market customers and industry partners in the areas of clinical research services, epidemiology and public health studies, behavioral health, data management and analysis, health information technology, data analytics, modeling and simulation, logistics and program evaluations and policy analysis
• Excellent written, verbal communication and presentation skills are essential
• Leadership skills to develop, organize and execute significant BD activities, including building teaming partnerships, assessing win probability and executing customer call plans
• Prior experience supporting growth and strategic efforts for public health and life sciences
• Strong, respected relationships with public health and life sciences customers
• Ability to gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with technical staff, program managers and peers within DLH
• Ability to operate at the senior level and influence, negotiate and close.
• Candidates must be US Citizens and be eligible to obtain a security clearance

 Required Skills:

• A technical degree is highly desired (life sciences, data science or social sciences)
• Proximity to Silver Spring, MD location is required

Basic Compensation:  $175,000 – $225,000

The salary offered within this range will be based on the selected candidates’ skills, experience, education, market data, and internal parity. DLH may offer other rewards that may include performance incentives and program-specific awards.  An applicant’s salary history will not be used to determine compensation.

DLH Corp offers our employees an excellent benefits package including - Personal Time Off (PTO), medical, dental, vision, supplemental life with AD&D, short and long-term disability, flexible spending accounts, parental leave, legal services and more. We want our employees to save for their future, therefore we offer a 401(k) Retirement Plan, which includes a matching component. DLH is dedicated to your career development, providing training to help drive success, with access to our best-in-class e-Learning suite for formal and informal learning, professional and technical certification preparation, and education assistance at accredited institutions.

DLH Corporation is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.