Business Development Executive (Navy)

Overview: The BD Executive is responsible for full-lifecycle business development, capture leadership, and customer engagement across U.S. Navy and U.S. Marine Corps organizations. This role is accountable for shaping, qualifying, and winning new business.

This position emphasizes early-stage opportunity shaping, disciplined capture execution, and senior-level customer relationships across Navy and Marine Corps logistics, sustainment, engineering, and operational support communities. The BD Executive serves as the primary growth lead for assigned Navy and Marine Corps accounts and is expected to drive opportunities from identification through award, including large, complex, multi-year pursuit

Responsibilities:

• Strategic Business Development and Capture Leadership
  • Establish, implement, and maintain a Navy and Marine Corps focused business development strategy aligned to corporate growth objectives.
  • Lead full-cycle business development and capture activities from early shaping through proposal submission and contract award.
  • Execute disciplined opportunity qualification, capture planning, win strategy development, and competitive positioning for pursuits up to and exceeding $100M total contract value.
  • Develop and articulate compelling win themes, discriminators, and solution strategies in coordination with technical, operational, pricing, and contracts teams.
• Customer Engagement and Market Shaping
  • Serve as the primary interface with Navy and Marine Corps customers for assigned accounts and opportunities.
  • Build, maintain, and leverage trusted relationships with senior government stakeholders, contracting officers, and mission owners.
  • Conduct sustained customer engagement campaigns to influence requirements, acquisition strategies, and procurement timelines in compliance with FAR and ethics rules.
  • Shape opportunities through RFIs, white papers, industry days, capability briefings, and targeted customer engagements.
• Pipeline Management and Growth Planning
  • Identify, qualify, and mature a defensible Navy and Marine Corps pipeline aligned with customer priorities, budgets, and acquisition roadmaps.
  • Develop account plans, growth strategies, and opportunity roadmaps supporting near-term wins and long-term portfolio expansion.
  • Conduct financial analysis, scenario planning, and forecasting to support bid/no-bid decisions and investment strategies.
  • Brief senior leadership on pipeline status, capture progress, competitive landscape, and forecasted awards.
• Cross-Functional Leadership and Collaboration
  • Lead and coordinate matrixed capture teams, including solution architects, program managers, pricing, contracts, and proposal staff.
  • Collaborate with operations and delivery leadership to ensure proposed solutions are executable, competitive, and aligned with customer mission needs.
  • Support teaming strategies, partner selection, and subcontractor engagement to optimize probability of win.
• Process Discipline and Tools
  • Apply Shipley-based business development and capture best practices throughout the pursuit lifecycle.
  • Document all customer engagements, capture activities, and opportunity data in Salesforce.Ensure compliance with corporate governance, gate reviews, and approval processes.

Qualifications:

• This role is highly focused in Navy and Marine Corps customers. Will require knowledge of and relationships within Navy and Marine Corps organizations, including but not limited to:Naval Facilities Engineering Systems Command (NAVFAC)Naval Expeditionary Combat Command (NECC)U.S. Marine Corps Logistics Command (LOGCOM)Naval Sea Systems Command (NAVSEA)Naval Air Systems Command (NAVAIR)Naval Information Warfare Systems Command (NAVWAR)Naval Supply Systems Command (NAVSUP)Experience supporting logistics, sustainment, engineering, IT, C5ISR, facilities, and operational mission areas is highly desired.
• 10–15+ years of federal government business development and capture experience, with significant focus on Navy and/or Marine Corps customers.
• Proven track record of leading and winning competitive government contract pursuits, including large and complex opportunities.
• Demonstrated expertise in opportunity qualification, capture strategy development, competitive analysis, and proposal leadership.
• Established relationships within Navy and Marine Corps acquisition, contracting, and operational communities.
• Strong understanding of FAR, DoD acquisition processes, and contract vehicles including IDIQs, MACs, GWACs, GSA, 8(a), and Full & Open.
• Exceptional communication, presentation, negotiation, and stakeholder management skills.
• Ability to develop and execute both strategic growth plans and tactical capture actions.
• Proficiency with Salesforce, Microsoft Office, and collaboration tools.
• Ability to travel when required
• Ability to obtain and maintain a security clearance; active clearance preferred.