Sr. Director, Business Development - Integrated Logistics Support (ILS) Market

$165,000 - $310,000/Yr

Missile Defense Agency - Reston, VA

Full-time - Senior

Reston, VA

National Security and International Affairs

About the position

Our Federal Engineered Systems Business Unit is a world-class leader in delivering Engineering and Technology enhancing solutions to our Federal Clients. Through our multifaceted approach of innovation, insight, advocacy, and technology, we provide high value, differentiated solutions to address our clients' most critical challenges and missions. We are seeking a dynamic business development executive, with a proven track record of leading and closing $75M+ Integrated Logistics Support (ILS) opportunities, to provide leadership and strategic direction to drive the expansion and growth of our ILS market. The ILS Market provides multi-domain/cross-functional logistics solutions that help our customers manage the overall Logistics Support, Training, and people movement activities around the world. This role requires a strong understanding of market development processes including market research, capability assessment, competitive assessment, strategic go to market and business planning, knowledge of DoD and Federal acquisition programs. Reporting to the Senior Vice President, Business Development, you will be responsible for leading large/strategic pursuits, solution development, teaming relationships and responding to customer solicitation for new business. Additional responsibilities include creating and leading customer engagements and cultivating customer relationships to drive value proposition and solution development. Mentoring and leading business development teams to include recommendation on key staffing positions. You will become familiar with and develop plans to integrate existing programs to increase efficiency, effectiveness, and quality of the company's offerings. Regularly interface with upper-level management and client personnel as the leader of this market development campaign. This position is virtual (at Home) with an expectation that most customers will be in the Washington DC area. There is a requirement that travel, up to 50%, to meet with key customers or partners when required.

Responsibilities

• Develops and manages a multiyear, multi-billion-dollar quality pipeline.
• Proactively brings opportunities to leadership Win Strategy reviews for approval.
• Plans and manages B&P budget that is allocated to approved captures.
• Keeps abreast of overall business trends, particularly the current business climate to include changes in customer budgets, policies, and priorities.
• Defines and executes long-term business and marketing strategies.
• Directs a marketing campaign to establish and cultivate long-term relationships with key client officials.
• Seeks opportunities to strengthen client relationships.
• Works with existing operational programs and staff that have relevant capabilities to become partner of choice for select departments, agencies, commands, and military service branches that have the principal mission of providing Logistics Support.
• Defines and executes market development campaign(s) to better position the company in the Integrated Logistics markets.
• Leverages expertise in federal contracting and federal policies to forecast future business opportunities.
• Defines and develops investment strategies to advance company technology and capabilities to better position the company to win and perform this work.
• Works collaboratively across the entire company to identify existing capabilities that can support new market development efforts.
• Develops professional relationships with members of legacy activities and helps the staff transition existing capabilities to new capabilities.
• Identifies potential clients within area of specialty and develops sales strategy.
• Understands and responds to potential clients' needs and objectives and drives a value-added partnership model to build customer rapport.
• Identifies and cultivates partners that will provide value to the company position for both market and individual benefit.
• Provides leadership and guidance to proposal teams from inception to completion.
• Oversees offer development and pricing structure, as well as other contract terms and conditions as part of the capture process.
• Negotiates contracts, including non-disclosure, teaming and technology sharing agreements with clients and partners within the markets being developed.
• May direct or provide information to market development activities of related or adjacent markets.
• Keeps abreast of national/international political and economic conditions as these could affect the strategies and market development efforts.
• Capable of developing marketing concept and leading customer engagement plan at relevant conferences, expos, and symposiums.

Requirements

• 4-year degree in Engineering, or equivalent and at least 15+ years of diversified experience, primarily within the Logistics and Training markets.
• Experience in conducting new business development efforts is required.
• Proven track record of selling and delivering services to DoD, DoS, HHS and other related federal programs.
• Secret Clearance Required with the ability to obtain Top Secret clearance.
• A thorough understanding of market development, capture process, proposal pricing, contract terminology, negotiations with potential clients is required.
• Must have a detailed understanding of the market competition, emerging technologies, and solutions to be credible in this position.
• Strong written and oral communication skills, including excellent presentation skills.
• Exceptional ability to represent the Company favorably, to develop new clients, and to negotiate with key members of other firms.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Paid time off
• Employee Stock Ownership Plan (ESOP)
• 401(k)
• Life insurance
• Flexible work schedules
• Holidays to fit your busy lifestyle