Business Development Director, Dept of Defense (DoD)

• Responsible for developing DoD growth strategy (both maintaining the USACE book of business as well as expanding into other DOD branches) and execution plans.
• Proven track record of portfolio development and growth in excess of $100M.
• Partner with CEO to drive agency strategy.
• Manage existing client relationships and increase existing client base with the USACE.
• Leads business development team in identifying and developing relationships with key client stakeholders; develops and executes client relationship strategy and power maps.
• Identifies opportunities to engage with target clients and collaborates with Practice Leads and/or offering leaders on driving solutions to market.
• Drives relationship programs to develop consistent, value-add client experiences and achieve excellent CPARS.
• Actively develops, delivers, and improves product and service strategies deployed across DoD, creating differentiated offerings.
• Plans and monitors client feedback program and win/loss reviews to generate key client insights, as appropriate assists with client feedback interviews.
• Promotes pursuit excellence and assists in creating a WIN strategy and power maps on proposals.
• Drives integrated service line planning and activity across agency programs.
• Acts as subject matter expert and coaches subordinates on Management Solutions’ Sales and Account Management Framework (ex: immersive selling, building client trust, etc.).
  

Portfolio Management

• Responsible for account KPIs such as revenue goals, client relationship activity, backlog and pipeline, as well as additional pursuits and teaming opportunities.
• Supervises, mentors, and coaches 5+ DODprogram managers across MSLLC’s DODportfolio.
• Responsible for year-over-year organic growth for each DODprogram, as well as additional growth within DoD through new awards.
• Leading/co-leading the account planning processes and meetings with the Director of Finance.

Qualifications

• Bachelor’s degree in business administration, economics, marketing, or related field; MBA or JD preferred.
• Knowledge of GSA contracts and small business set aside programs is helpful.
• US Citizenship is required.
• Security clearance or ability to obtain.
• Military veteran preferred.

Experience

• 10+ years of DoD business development and contract experienceincluding direct experience with the USACE.
• Demonstrated success in winning DoD contract awards >$10M.
• Extensive DODexperience with a wide range of contacts at multiple DoDsites.
• Proven ability to build trusted relationships, both internally and externally.
• Experienced selling services in the federal space, with a verifiable p-win and track record.
• Strong analytical and quantitative skills, ability to review reports, interpret data and identify trends, a healthy sense of curiosity.
• The ability to work collaboratively in a dynamic team-oriented environment.
• Understanding of Time and Materials (T&M), Firm Fixed Price (FFP), Cost Plus Fixed Fee (CPFF), Indefinite Delivery, Indefinite Quantity (IDIQ), Blanket Purchase Agreement (BPA), Sole Source and Government Wide Acquisition Contracts (GWAC) contracts are required.
• Experience developing and using pricing models and cost forecasting models using MS Excel is required.
• Experience and drafting pricing cost narratives and administrative proposal volumes for bid and proposal efforts is required.
• Identifying and mapping business strengths and customer needs.
• Researching business opportunities and viable income streams.
• Following industry trends locally and internationally.