Business Development Director, Dept of Defense (DoD)

Washington, DC, United States

Who we are…

Management Solutions is a national award-winning management consulting firm that specializes in clean energy program management, organizational maturity assessment, environmental services, and project strategy and implementation. We deliver simple, innovative solutions to complex problems facing our federal customers. Founded in 2002, MSLLC has been named Small Business of the Year by the U.S. Small Business Administration, the Department of Energy, and the Oak Ridge National Laboratory. MSLLC has also been recognized as one of the Top Employers in the Greater Knoxville area.

What you will do

The Department of Defense (DoD) Business Development Lead will manage and expand MSLLC’s growing DoD program portfolio. The candidate will be a part of the senior leadership team and will be responsible for defining the DoD growth strategy and plan.The BD Lead will manage 5+ DoD Program Managers and assist them with expanding their programs through organic growth while maintaining quality delivery on existing projects. The BD Lead is responsible for managing and retaining relationships with existing clients while increasing MSLLC’s client base. He/she is responsible for providing oversight and implementation of current best practices across all DoD programs.

This is a remote position. Travel will involvea monthly 2–3-day trip to a client site or an industry event/conference. Candidates in the Southeastern U.S. will be given priority.

Responsibilities & Competencies

Client Management and Business Development 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 products and services 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 Ability to obtain DOE site badge and eligibility to obtain a DOE security clearance, including ability to meet all MSLLC employment background check requirements

This position is remote, with the expectation that candidates can work during Eastern Time Zone office hours. Residency in the United States is a mandatory requirement

Bachelor’s degree in business administration, economics, marketing, or related field required; MBA or JD preferred

Due to the nature of the government contract requirements and/or clearances requirements, US citizenship is required

10+ years of DoD business development and contract experienceincluding direct experience with the USACE

Demonstrated success in managing DoD programs >$50M

Knowledge of GSA contracts and small business set aside programs is helpful

Experience 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

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 with 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

Management Solutions LLC is an Equal Employment Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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