Director, Business Development/Capture

Bethesda, MD /
Panum /
Business Development
/ Hybrid
The Panum Business Development/Capture Director for the Federal Civilian business unit will balance identifying long-term, game changing opportunities and short-term tactical wins, build key customer relationships, develop strategic partnerships, identify funded programs, engage in writing proposals and plans, negotiate and close business deals and maintain extensive knowledge of current market conditions. The selected individual will work to turn potential customers into long term business for the organization. Additionally, this role will work with the internal corporate team, marketing staff, and other managers to identify opportunities to increase pipeline and revenue for the company. This position will focus on Federal agencies such as DOT, IRS, HHS, USDA and other civilian agencies.

Roles and Responsibilities

    • Focus on the identification and capture of potential new business by leveraging customer relationships and personal experience to identify and assess potential business opportunities that result in measurable revenue growth.
    • Manage capture activities for key engagements, identify gaps and emerging requirements, assess and recommend teaming partners, perform market and economic analysis, conduct business intelligence, design and execute formal capture plans, and monitor competitor activity for each capture.
    • Conduct Business Development and Capture Management activities for assigned or suggested opportunities.
    • Establish and meet new business targets, goals & objectives.
    • Identify leads and new business opportunities – leveraging past relationships/accounts.
    • Formulate and implement strategies and action plans to develop healthy pipeline and path to attain and maintain sales performance targets.
    • Partner and sometimes lead development of the win strategy and identify resources needed to increase the win probability.
    • Work with various corporate divisions and business units to develop any necessary thought leadership, campaigns, or social media activity.
    • Deliver excellent customer service/satisfaction and grow client business.
    • Coordinate strategy, approach, and deliverables with other key stakeholders in the organization.
    • Uphold and protect Panum’s reputation of ensuring quality, professional and ethical standards, and compliance with company policies and processes.
    • Exhibit technical writing skills, identify win themes and benefits for customers, and an understanding of price-to-win strategies.
    • Ensure capture follow all corporate operations for capture and proposal development such as the Gate Review Process.
    • Ensure all BD/Capture actions are tracked in a detailed manner according to corporate processes.
    • Work collaboratively with other enterprise resources to achieve successful execution of growth strategies.
    • Travel to client sites and conferences (up to 25% of time)

Minimum Qualifications

    • Bachelor’s degree in Marketing, Business Administration, or relevant field
    • 5+ years related work experience in successful government consulting, capture & business development, ‘identify, capture, and close’ environment. 
    • Prior experience and relationships with Federal clients such as DOT, IRS, HHS, USDA and other civilian agencies is highly preferred.
    • Comprehensive knowledge of federal government procurement, solicitation processes, and compliant proposal production a plus, awareness of the Federal Acquisition Regulation (FAR).
    • Experience navigating gate review processes as a business developer, capture manager, or proposal manager.
    • Proven experience and knowledge with ‘on ground/in offices’ and established quality partnerships and ability to deliver engaging presentations.
    • Experience with ‘customer base expansion’ organic growth.
    • Superb writing and editorial skills; able to support proposal submissions in conjunction with the cross functional teams.
    • Experience supporting winning proposals with primary focus on and technical solutions-based opportunities; knowledge of professional services a plus.
    • Excellent planning, time management, organization skills; able to manage a high volume of tasks.
    • Excellent communications skills, including meeting facilitation and presentation expertise.
    • Experience working with standardized sets of proposal development tools, templates, and processes.
    • Strong proficiency in MS 365 suite of apps.
    • Experience with CRM software (e.g. Salesforce).
    • Experience using Microsoft Project and SharePoint a plus.
    • Some degree of creativity and latitude is expected.
    • Proven work experience as a Business Development/Capture Manager or similar role.
    • Track record of achieving business development and revenue goals.
    • Strong negotiation skills.
 Panum Telecom LLC (dba Panum Group) Established in 1997, Panum Group provides unique expertise and innovative solutions that address federal customers’ greatest business and mission challenges. A culture of excellence through innovation and problem-solving has resulted in 100 percent growth in employees and revenue over the last three years. Panum provides program & project management, acquisition & contract management, business & strategy consulting and next generation information and communications technology services for more than 20 federal agencies. For more information, please visit