Business Development Manager

The Business Development Manager will report directly to VP of Client Services and is responsible for helping to grow SiloSmashers revenue by identifying, planning, qualifying, pursuing, capturing, bidding and closing both new and follow-on business across all of the corporate business lines and competencies.

Specific responsibilities will include the following:

• Conduct market research and segmentation to analyze current and new markets to include competitive analysis and pursuit strategies, including contract vehicles.

• Develop profiles of potential pursuits and formulate client contact strategies to include face-to-face meetings, industry association meetings, white papers, capabilities statements, etc. to establish positive relationships with potential clients.

• Originate and lead efforts to capture targeted government contracts either as a prime or subcontractor

• Collaborate with SiloSmashers PMs to develop strategies for organic growth and opportunity identification and capture

• Establish new and maintain existing client relationships within the Federal Government, and within organizations that support the Federal Government, including system integrators, business solution aggregators, consultants and service providers

• Participate in the overall capture process to include teaming and win strategies and the bid decision process.

• Assist capture and proposal managers in pre and post RFP release proposal development activities, ensuring proposal submissions are compliant and responsive. Provide expert technical writing capabilities to proposal efforts.

• Identify and develop opportunities for business expansion into the commercial sector to include marketing strategies and corporate offering modifications to align with clients' needs

• Establish a positive relationship with SiloSmashers IDIQ Primes and develop task order selling strategies

• Represent the company at government and industry networking events

• Lead marketing efforts: website content and updates, marketing slicks/materials, white papers, etc.

Critical Success Factors:

A candidate should ideally possess the following attributes:

• A high degree of compatibility, in personality, style and work ethic with the CEO, COO, PMs and the other staff at SiloSmashers;

• Must have a good track record of closing and meeting performance objectives with a track-record of consistently meeting or exceeding goals set;

• A reputation within the professional services community, both government and commercial, as being able to effectively provide consulting solutions and to "close deals;"

• A working knowledge of market research, lead and contact management, and automated sales and funnel management tools;

• Executive business development skills for interfacing with senior executives in government agencies and other C-level executives in the commercial marketplace;

• A broad knowledge of federal procurement practices and contract vehicles, particularly GSA schedules, MACs, and GWACs, and the government's bid and proposal process;

• Education:

• Bachelor's degree or equivalent experience

• Any equivalent combination of training, education, and experience that demonstrates the ability to perform the essential functions of the position

Experience:

• Demonstrated 7 years' experience conducting business development for professional services in the federal government.

• Knowledge and understanding of government business development and sales methodologies, such as Shipley

• Ability to develop, document, and execute a plan for achieving awards/growth

• Experience leading opportunity captures, including: developing overall win strategy; shaping deals with customers; developing teaming strategies, identifying and closing with teammates; understanding pricing and assist in developing winning price

• Experience in writing proposals in response to federal solicitations

• Experience in preparing resumes, past performance statements, writing technical proposals, and preparing relevant proposal sections

• Ability to take input from multiple sources, work with technical teams to resolve differences, and write technical applications in one voice

• Exceptional facilitation, editing, communication, and organizational skills

• Effective in working with others to obtain content, review materials, etc.

• Skilled at prioritizing work and adept at handling pressure in a fast-paced environment

Technical Requirements:

Proficiency in the following software programs is necessary for this role:

• Microsoft Office, including Word, Excel, PowerPoint, Outlook

• Microsoft SharePoint

• Internet Browsers (Firefox, Chrome, Internet Explorer)

• Customer relationship management (CRM) software

• Business Intelligence tools such as Govwin, Sam.gov, USASpending.gov and FedConnect