Senior Manager, U.S. Government Business Development

The U.S. Pharmacopeial Convention (USP) is an independent scientific organization dedicated to developing quality standards for medicines and food ingredients. They are seeking a Senior Manager, U.S. Government Business Development to lead strategies for growing government revenue through their Medicine Supply Map, managing the entire government capture lifecycle, and building relationships with federal agencies.

Responsibilities:

• Own and execute a multi-year U.S. Government revenue strategy for the USP Medicine Supply Map (MSM), with primary targets across HHS (ASPR, BARDA, FDA, CDC), DoD (DHA, DLA, DTRA, USTRANSCOM), the Intelligence Community (ODNI, NCSC, CIA Directorate of Analysis), and economic-security agencies (Commerce/BIS, Treasury), translating MSM’s scientific value into the language each buyer uses
• Personally generate and qualify a sustained pipeline of $5M+ in addressable federal opportunities annually, with documented progression through capture, proposal, award, and post-award expansion
• Lead end-to-end capture management: opportunity identification, gate reviews, teaming and prime/sub decisions, pricing strategy, color-team reviews, proposal-writing oversight, and orals coaching
• Navigate federal contracting vehicles relevant to MSM, such as GSA Schedules, OASIS+, CIO-SP4, IDIQs, BAAs, OTAs, SBIR/STTR pathways, sole-source justifications, grants, cooperative agreements, and inter-agency agreements. Advise USP on the optimal vehicles to pursue
• Build and maintain trusted relationships with federal program managers, contracting officers, GAO and CRS analysts, and prime-contractor BD counterparts (e.g., Booz Allen, Leidos, Deloitte, Peraton, MITRE)
• Partner with USP’s Government Affairs team to align MSM positioning with active and emerging legislation (e.g., MAPS Act, NDAA pharmaceutical supply chain provisions, PAHPA reauthorization, EO 14017) and translate policy momentum into specific procurement actions
• Deliver compelling executive briefings, demos, and capability statements; represent USP at industry days, RFI/RFP responses, and government conferences (e.g., AFCEA, INSA, ACT-IAC, AUSA, HIMSS Government Health, Health Datapalooza)
• Establish and report rigorous BD operating metrics (pipeline value, win rate, cycle time, contract value, agency penetration) to leadership on a monthly cadence
• Provide structured market intelligence to MSM product team to inform roadmap, packaging, and go-to-market decisions for federal customers
• Maintain disciplined CRM hygiene (Salesforce or equivalent) and serve as the system of record for USG opportunities, contacts, and competitive intelligence

Requirements:

• Bachelor's degree required; advanced degree (MBA, MPP, MPA, MS) strongly preferred
• 4-7 years of demonstrated U.S. Government business development success, with record of personally winning $5M+ in cumulative federal contracts
• Pre-existing relationships or knowledge of organizations across at least two of the following clusters: (a) HHS / ASPR / BARDA / FDA / CDC; (b) DoD (DHA, DLA, DTRA, USTRANSCOM, OSD); (c) Intelligence Community (ODNI, NCSC, CIA, DIA); (d) economic-security and trade agencies (Commerce/BIS, Treasury, USTR)
• Hands-on capture and proposal experience, including teaming and subcontracting strategies with primes (e.g., Booz Allen, Leidos, Deloitte, Peraton, MITRE) and direct prime work where appropriate
• Proven ability to translate a technical or scientific data product into procurement-ready value propositions for non-technical government buyers
• Knowledge of US Government procurement
• This is a Remote+ role with a strong preference for proximity to federal customers in the DMV