East Group Federal Sector Lead
Wood PLC

Job Info

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Overview / Responsibilities

East Group level position charged with providing connectivity between Operations and Sector on federal growth strategy, client development, contract execution, and industry engagement. A primary point of contact for Operations to get a better understanding of the federal market in order to better target and provide solutions to federal clients. Functions as a liaison to the Federal Sector Program Lead and individual Federal Account Managers to ensure alignment on growth strategy and contract execution.

Function as the primary liaison to the Federal Sector for the East Group Operations. Specific requirements include:

• Coordinate with Sector and Operations leadership to develop, refine, and implement short- and long-term growth strategy.
• Coordinate with Operations on the identification and development of key client relationships.
• Support the capture of task orders under existing contracts through connecting Operations to lead capture and execution of particular task orders.
• Lead/support capture for major IDIQ contract efforts, in support of Sector Capture Manager.
• Maintain/monitor sales pipeline for major pursuits and manage related communication throughout the organization.
• Stay up to date on federal government spending and trends to help position for upcoming opportunities. Attend industry days, agency briefings, and SAME events. Disseminate information throughout Sector and Operations in a manner that supports growth.
• Lead industry engagement to identify and grow relationships with partner firms to strategically position for future requirements.

General Coordination

• Lead and participate in routine update calls on a East Group, Regional, and office level. Calls aimed at providing status on federal BD activities and plan for the future capture of task order work and new contracts.
• Consult with Operations on upcoming needs or opportunities that Operations should be in line to support - either new business capture or execution.
• Promote industry engagement on an office level. Promote the attendance of industry briefings and active participation within SAME.
• Support Program Managers in developing and implementing contract specific growth strategies, including coordinating resources to adequately respond to task order RFQs, developing client engagement plans, conducting targeted market research, and other similar activities.
• Participate in LRM, TGP, and other go/no go discussions to provide insight on win potential, capture strategy, market conditions, and potential obstacles.

Strategy Development and Implementation

• Work with Sector and Operations on an annual basis to set strategy and action plans for the year(s) ahead.
• Work with Sector CAMs annually (and on a rolling basis) to develop a 12+ month look ahead of upcoming opportunities to increase Sector-Ops alignment.
• Routinely monitor GovWin, Beta.sam, and other resources to stay on top of opportunities in the federal market. Identify and initiate evaluation of opportunities that match Wood's profile.
• Routinely (daily/weekly) work with Sector Leadership and Sector CAMs to stay abreast of client trends or upcoming opportunities. Monitor CRM and follow up with CAMs for deep dives on opportunities to ensure understanding and plug in Operations as needed.
• Work with Sector CAMs and Proposal Center to ensure a clear understanding of broader Operations capabilities, relevant past performance, and Operational growth strategies.
• Work with Operations leaders to ensure understanding of Sector growth strategy and develop plans to increase alignment with Sector strategy and Operations staff development.
• Routinely work with contract PgMs to get a status of their contract and identify additional support needed to maximize sales and CPARS.
• Lead or participate in routine group/region/operations level strategy meetings to provide a higher-level understanding of current federal activity, connect individuals on an opportunity basis, and drive strategic action items.

External Engagement

• Develop and maintain understanding of major players in the market to better position Wood for success.
• Develop and maintain relationships for key teaming partners at both large and small businesses, with a focus on those that provide key competitive advantages to Wood with key clients or opportunities.
• Attend and actively participate in SAME events, including SBC, JETC, and regions SAME Post industry days that are relevant to Wood targets.
• Support or lead engagement with current and potential clients in conjunction with established CAM or technical staff.

Opportunity Capture

On an individual opportunity basis:

• Lead/participate in initial evaluation process to ensure the opportunity is viable/winnable, and operations are engaged to support the pursuit and execution if successful.
• Follow opportunity process through various LRM/TGP gates.
• Drive/support pre-RFP opportunity capture through client call plan, win theme development, client messaging, teaming, past performance identification, individual resume building, etc.
• Lead/support teaming development, engagement, and establishment of TAs.
• Align Operations support of the opportunity to establish early ownership to better the proposal and contract execution phases.
• Support proposal manager and proposal development team with identifying resumes, projects and additional proposal material. Work with Operations across the company to identify and provide material to the proposal team.
• Provide color reviews to ensure quality and completeness.
• Support shortlist interview prep. Identify presenters, support development of scripts, lead rehearsals and mock Q&A. Provide feedback and direction to the team to improve quality.

Skills / Qualifications

A successful Federal Sector Connector will have the ability to positively impact Operations throughout the East Group and beyond. An ideal individual would have the following experience/capabilities:

• The ability to effectively communicate various strategic and technical aspects of the federal market to various levels of operations personnel.
• Understanding of basic capture management, from competitor analysis, teaming strategies, client engagement, pre-RFP engagement activities, etc.
• Ability to effectively understand a federal solicitation and evaluate company capabilities and past performance in the context of a solicitation response.
• Ability to mine and utilize federal spending and sales data to make educated decisions on pursuit targets and strategies.
• Proven success in working across diverse groups, both internal and external, to build consensus across potentially divisive issues.
• Ability to understand technical capabilities across the company and relate them to federal client needs.

Company Overview

Wood is a global leader in engineering and consultancy across energy and the built environment, helping to unlock solutions to some of the world's most critical challenges. We provide consulting, projects and operations solutions in more than 60 countries, employing around 45,000 people. www.woodplc.com

Diversity Statement

We are an equal opportunity employer that recognises the value of a diverse workforce. All suitably qualified applicants will receive consideration for employment on the basis of objective criteria and without regard to the following (which is a non-exhaustive list): race, colour, age, religion, gender, national origin, disability, sexual orientation, gender identity, protected veteran status, or other characteristics in accordance with the relevant governing laws.

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