Business Development - Federal
The Sales Manager generates new business and is accountable for new contract sales within a defined client base. Reports to and supports the Sr. Sales Director in developing an effective business development plan to capture targeted business. This is a sales role and does not include managing or supervising other staff. This includes but is not limited to, developing strategic account plans, developing new business pursuits, supporting follow-on sales, participating in interface activities such as conferences and events to foster relationships, preparing and giving targeted sales presentations, and working with Project Managers to ensure client satisfaction. Must be strategic thinker and have proven experience in identifying new business opportunities, dissecting complex problems, and communicating to senior management. Must promote enhancement of organization reputation by accepting ownership for accomplishing new and different requests and exploring opportunities to add value to job accomplishments. Geographic responsibility in the Mid-west and Western U.S. Key Responsibilities Develops Client account plans for targeted clients to meet or exceed desired Project Revenue; determines external contacts within client organization to cultivate relationships with to win new business ; makes recommendations as to what projects to pursue based on client needs. Responsible for identifying, vetting and prioritizing business opportunities, organizing and developing teaming relationships and leading the new business capture process for the organization. Manages all aspects of sales capture process; no direct reports or subordinates. Initiates, maintains, and cultivates strategic relationships relative to the sector's client base. Primary clients include the US Army Corps of Engineers, Navy, Air Force, DoD and Civilian Government agencies In conjunction with management and colleagues, coordinates client interface activities to ensure sales efforts are carried out to execute the strategic account plans leading to new contracts, increased scope of work for existing projects, and successful follow-on sales under IDV contract vehicles. This includes client-focused presentations, attending conferences and special events to foster relationships. Leads and directly responsible for identification, position, and contract capture for all new contract vehicles with responsible clients. Supports transition of awarded contracts from Business Development organization to Operations organization Develop effective partnerships that align with the business strategy for specific solutions. Supports Region management in mining and capture of Task Orders under IDV contracts with responsible clients Works with Project Managers and staff to ensure customer satisfaction on current projects; follows up with clients to address concerns or issues and communicates those to management. Networks with customer and industry leaders to build relationships to facilitate expanded business development opportunities. Maintains a current knowledge of industry trends, opportunities, channels and competitors to support business development opportunities Updates and tracks clients, pursuits and key account metrics in client database, Electronic Client Resource Management System (eCRM). Assess future growth opportunities aligned with the growth strategy Enabling and providing clear and concise communications on strategic topics to senior leadership and stakeholders. Preferred Qualifications Previous proven external, customer sales success to US Government clients (Primarily DoD) Thorough knowledge of market penetration and development techniques Sales and Marketing campaign development skills Strong knowledge and overall understanding of U.S. government clients; US contracting industry; knowledge of Federal budgeting, industry business drivers and motivators. Experience leading strategy and marketing for Federal acquisitions; demonstrated experience in working with cross-functional teams and a variety of stakeholders, and in developing and executing strategies to deliver business results Understanding of financial metrics including EBIT, Earned and New Business revenue, overhead costs, profit & loss, and project financials. Ability to sell; strong interpersonal skills. Strong business acumen and leadership skills. Ability to interface with diverse personalities and promote teamwork. Multi-tasking ability (prioritize, organize, schedule work). Highly motivated self-starter. Action oriented and results driven. Excellent customer service and client focus skills. Shows strength, strong decision making skills, and success in the face of ambiguity or obstacles. Innovative and strategic in sales and client relationship building. Minimum Qualifications Executive Order 14042, associated federal safety protocols for federal contractors, issued on September 24, 2021, requires covered contractors and subcontractors who work with the federal government to ensure their employees are fully vaccinated for COVID-19 by an FDA approved or authorized COVID-19 vaccine, or are approved for a medical or religious accommodation by January 18, 2022. Black & Veatch may be subject to these legal requirements. This role will require proof of full vaccination or approval for a medical or religious accommodation prior to start date. Bachelor's degree, related field or technical discipline. 7-10 years engineering/ construction industry experience including 5
years U.S. government contracting industry experience and/or outside continental US experience. Complete understanding of capture, proposal, and solution development including contract cost and pricing principles for acquiring new and follow-on business. All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following:
criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.
Salary Range:
$100K -- $150K
Minimum Qualification
Business DevelopmentEstimated Salary: $20 to $28 per hour based on qualifications.
years U.S. government contracting industry experience and/or outside continental US experience. Complete understanding of capture, proposal, and solution development including contract cost and pricing principles for acquiring new and follow-on business. All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following:
criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.
Salary Range:
$100K -- $150K
Minimum Qualification
Business DevelopmentEstimated Salary: $20 to $28 per hour based on qualifications.
|
|
 | |
