Director of Business Development
BGS Consulting, Washington, District of Columbia, United States
Candidates need to have experience selling into federal government agencies. State and Local will not suffice for this opportunity. Can be anywhere on the East Coast.
About the job
The Director of Business Development is responsible for providing leadership and integration of the full lifecycle business development (BD) function. Responsibilities
Shape and win new contracts Develop and maintain the company's multi-year BD strategy and 5-year pipeline Increase corporate and division backlog sufficient to enable objective, multi-year, annual growth Achieve the division’s goals related to new business and recompete win rate Collaborate with the company BD enterprise to foster an efficient, effective, and integrated BD team that delivers high win rates for selective opportunity pursuits. Work with the Corporate Proposal Team and opportunity Capture Managers to ensure disciplined capture and proposal execution in line with company expectations. Conduct external engagement with prospective customers and industry partners to assist with successful capture, team building, and awards on prioritized opportunities. Utilize and build upon significant BD capability foundation: Miller Heiman strategic and conceptual selling methodology, Deltek/GovWin, SalesForce CRM, and Strength-Based Solutioning as integral components of overall BD execution system; support corporate BD process and tool enhancements. Assist in strategic proposal development, writing of key proposal sections, and proposal color team reviews in support of the Senior Director of Proposals. Support strategic division growth planning, including short- and long-term business unit and division strategic planning processes Desired Qualifications
6-15 years of relevant and progressive experience in selling to government agencies, particulary HHS, DHS, CMA, SSA or VA Technical & Solutioning Acumen:
Understanding of omnichannel contact-center technology (CCaaS, AI/IVR, WFM/WFO) and the ability to translate operational cap 3 or more years of experience and proven track record developing high impact BD strategies, roadmaps, and pipelines that resulted in significant business expansion for companies 3 or more years of experience collaborating with executives to prioritize resources, manage budgets, and make go
o-go decisions on gated pursuits, achieving significant organic growth. Proven track record of exceptional capture and BD performance in high-end government agencies Demonstrated ability to lead complex $40M+ opportunity captures from prospecting, qualification, and through proposal submittal. Experience working in a team of geographically distributed team across the BD lifecycle that demonstrate the ability to lead growth initiatives in business lines of $40M or greater. Exceptional communication, collaboration, and leadership skills. Proven ability to interface internally and externally at executive levels; ability to gain support and buy-in from all levels of leadership and staff. Excels at leading through influence with cross functional teams. Experience integrating dedicated BD professionals, technical leadership, operational staff, outside consultants/vendors, and leadership to maximize success. Experience and familiarity with BD tools and methods, and a thorough understanding of how 3rd-party tools are best integrated into a corporate BD program. Experience establishing, expanding, and optimizing an efficient BD capability to meet the demands of a growing business within the constraints of overhead and net income pressures. Key Performance Indicators (First 18 Months)
Qualified Pipeline:
Build and maintain a pipeline valued at 6× annual bookings target. Bookings:
Close $75 M in new contract value, with ? 40 % as prime awards. Win Rate:
Achieve 45% win rate on submitted proposals. Team Development:
Reduce BD staff turnover to #J-18808-Ljbffr
The Director of Business Development is responsible for providing leadership and integration of the full lifecycle business development (BD) function. Responsibilities
Shape and win new contracts Develop and maintain the company's multi-year BD strategy and 5-year pipeline Increase corporate and division backlog sufficient to enable objective, multi-year, annual growth Achieve the division’s goals related to new business and recompete win rate Collaborate with the company BD enterprise to foster an efficient, effective, and integrated BD team that delivers high win rates for selective opportunity pursuits. Work with the Corporate Proposal Team and opportunity Capture Managers to ensure disciplined capture and proposal execution in line with company expectations. Conduct external engagement with prospective customers and industry partners to assist with successful capture, team building, and awards on prioritized opportunities. Utilize and build upon significant BD capability foundation: Miller Heiman strategic and conceptual selling methodology, Deltek/GovWin, SalesForce CRM, and Strength-Based Solutioning as integral components of overall BD execution system; support corporate BD process and tool enhancements. Assist in strategic proposal development, writing of key proposal sections, and proposal color team reviews in support of the Senior Director of Proposals. Support strategic division growth planning, including short- and long-term business unit and division strategic planning processes Desired Qualifications
6-15 years of relevant and progressive experience in selling to government agencies, particulary HHS, DHS, CMA, SSA or VA Technical & Solutioning Acumen:
Understanding of omnichannel contact-center technology (CCaaS, AI/IVR, WFM/WFO) and the ability to translate operational cap 3 or more years of experience and proven track record developing high impact BD strategies, roadmaps, and pipelines that resulted in significant business expansion for companies 3 or more years of experience collaborating with executives to prioritize resources, manage budgets, and make go
o-go decisions on gated pursuits, achieving significant organic growth. Proven track record of exceptional capture and BD performance in high-end government agencies Demonstrated ability to lead complex $40M+ opportunity captures from prospecting, qualification, and through proposal submittal. Experience working in a team of geographically distributed team across the BD lifecycle that demonstrate the ability to lead growth initiatives in business lines of $40M or greater. Exceptional communication, collaboration, and leadership skills. Proven ability to interface internally and externally at executive levels; ability to gain support and buy-in from all levels of leadership and staff. Excels at leading through influence with cross functional teams. Experience integrating dedicated BD professionals, technical leadership, operational staff, outside consultants/vendors, and leadership to maximize success. Experience and familiarity with BD tools and methods, and a thorough understanding of how 3rd-party tools are best integrated into a corporate BD program. Experience establishing, expanding, and optimizing an efficient BD capability to meet the demands of a growing business within the constraints of overhead and net income pressures. Key Performance Indicators (First 18 Months)
Qualified Pipeline:
Build and maintain a pipeline valued at 6× annual bookings target. Bookings:
Close $75 M in new contract value, with ? 40 % as prime awards. Win Rate:
Achieve 45% win rate on submitted proposals. Team Development:
Reduce BD staff turnover to #J-18808-Ljbffr