The Director of Business Development will assume responsibility for developing and executing the overall proposal and capture strategy associated with approved pursuit efforts. Duties will include orchestrating all aspects of the bid strategy including cost/price strategy and position to win, providing oversight of the development all proposals, and creating a fostering culture of winning. The Director of Business Development support the transition from opportunity identification into capture, managing the capture efforts to successful contract bids and wins, maintaining relationships with existing clients and partners, communicating the organization's core capabilities, establishing internal and external teaming.
Key Job Functions
- Develop (with technical and SME support) solutions for assigned opportunities; manage relationships with partners and corporate staff for proposed solution development; Lead business planning activities, to include periodic pipeline reviews, operating plan development, bid agenda development, opportunity gate reviews, win theme and discriminator sessions with proposal team, and proposal reviews.
- Transfer from identification and qualification to pre-proposal and proposal efforts as well as post-proposal to award responsiveness and hot start transition to the program team.
- Responsible for managing all the activities necessary to transform qualified opportunities into wins.
- Conduct after-action reviews for all business opportunity participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
- Develop and implement a comprehensive strategy that maximizes short- and long-term opportunities updated in CRM.
- Identify potential clients across various market sectors, researching to gain a thorough understanding of their operations and how CMI can provide a fit for their service needs.
- Meet with potential clients to determine, define, and diagnose client needs and successful proposal criteria.
- Create an ongoing diverse pipeline of new business opportunities aligning with the organization brand. Updating the pipeline regularly for brand fit.
- Coordinate meetings between key clients and Operations staff to facilitate the development of mutually beneficial business relationships.
- Lead the screening process of any potential business deals by analyzing brand alignment, market strategies, proposal requirements, and financials including capital investment requirements. Utilize the authorized bid process to evaluate the various options to determine a suitable fit.
- Contribute to the development, writing, and submission of proposals ensuring the proposal clearly addresses the client's unique needs.
- Define, enforce, and enhance policy and processes around Sales and Operational Planning, Sales Process, and operational performance reporting.
- Participate in key industry organizations/ conferences, maintaining a prominent level of visibility as a respected industry ambassador.
Education and Qualifications
- Minimum of 10 years of relevant experience in operations, business development, or other client facing activities.
- Experience in capturing large business development programs (>$150M Total Contract Value) with emphasis on opportunity qualification into solution and proposal submission.
- Proven record of success managing capture efforts in the Federal contracting space.
- Excellent communications skills - demonstrated through written and oral presentations, development of technical papers, volumes, or similar products.
- Familiarity with online tools used by the Federal Government for solicitations.
- Demonstrated skills in all areas of business development including: opportunity qualification, capture strategy, customer relationship development, intel on competition, team leadership, collaboration, etc.
- Experience in the development of and successful negotiation of teaming agreements
- Experience in the development of competitive pricing strategies and associated cost proposal materials.
- Knowledge of the facilities management and support services industries
- Excellent knowledge of Microsoft applications including Excel, PowerPoint, and Word.
- Excellent verbal and written communication skills.
- Ability to excel in a fast paced, highly challenging and change oriented environment.
- Superior critical thinking, problem solving and interpersonal skills.
- Results orientation/operational excellence.
- Ability to hold self and others accountable.