Business Development Representative - NYC

Candidates in the NYC or that can can easily travel to North Jersey or Connecticut will be considered first.

The Acuity Business Development Representative (BDR) position is a senior customer facing sales role. The position requires client/partner management skills, federal contracting expertise, and business leadership for solution positioning and integration. The BDR will be called upon by Acuity’s Executive Leadership Team (ELT) for insight and action on strategic initiatives.

The BDR will work closely with leadership, operations, and internal cross functional teams and operational delivery lines to expand our portfolio of services across our Integrated Mission Solutions and Global Health Solutions Business Units for federal and commercial customer bases.

This role will focus primarily on the market within New York City including Occupational Health Services, Emergency/Disaster Response, and Advisory Construction Management Services. The BDR will create and maintain relationships with influential prime and subcontractors, and technology and supply partners to drive winning solutions. This includes supporting capture, development of strategy, and executing customer recommendations for acquisition strategies including contract vehicle (BOA, MATOC, IDIQ, BPA…) that will maximize our opportunity to win. The BDR should come to the role with an extensive history of winning large scale ($25M ) opportunities and developing and maintaining long term customer relationships based on a collaborative pre-RFP solution development and socialization approach.

The BDR will work closely with marketing, operations, and leadership to develop offers/content for innovative new platforms for the growth and delivery of our expert solutions. This person should ensure that we are well represented at targeted industry events.

The successful BDR will build and maintain an active pipeline of single-award programs, and task orders. The goal for this “book of business” will aggregate to an annual 3 x annual booking target. This role is eligible for the Sales Variable Compensation (Commission) Program as described in the Compensation Policy for net new work won by the BDR. Additional bonuses are available for exemplary performance associated with key strategic wins.

Ideally, this BDR will join our team and will have the ability to work from our offices and travel to customer sites as needed. There is an expectation of travel to brief and develop relationships with customer and partner stakeholders (Program, Mission Leaders, Contract Officers/Contract Officer Representatives etc.)

Ideally, the BDR lives in NYC or can easily travel to this market from North Jersey or Connecticut. This role will be remote with work from our offices (Reston, VA, Cape Canaveral, FL, Atlanta, GA, Winchester, VA) and travel to customer sites as needed. There is an expectation of travel to brief and develop relationships with customer and partner stakeholders (Program, Mission Leaders, Contract Officers/Contract Officer Representatives etc.)

Duties and Responsibilities:

• Leverages customer intelligence & research resources to identify, develop, and qualify opportunities that align to the company’s strategic sales campaigns that result in meaningful and measurable revenue growth.
• Achieves growth goals through winning new business, contract recompetes by developing long term teaming, and on-contract program growth strategies.
• Develops and maintains an active strategic growth plan, and the associated pipeline, in alignment and consistent with corporate campaign strategy and goals.
• Primary interface with customer stakeholders and industry community for assigned opportunities.
• Builds customer relationships through effective communications, pre-identification development, and long-term thought leadership
• Develops strategies and leverage customer relationships to build insight into program requirements and acquisition strategy ahead of procurements.
• Identify and target new business markets, adjacent services and markets, and strategic partnerships.
• Incorporates the standard Acuity Business Development, Capture, and Proposal Processes in daily activities, and effectively manage and communicate the opportunities and plans for management and technical teams.
• Assists in developing potential adjacent customers by demonstrating dynamic solutions, capabilities, and potential acquisition paths for early-stage opportunities, working with internal technical and program management teams to develop responses for requests for information (RFI), market surveys, white papers, presentations, briefings, and major event demonstrations.

Qualifications:

• Bachelor’s degree in a field related to business development such as business administration, etc.
• Twelve (12) years of Federal contractor experience supporting business development and/or capture activities to include related technical or program management experience; at least four (4) years focusing on large government opportunities. May substitute Federal government employment experience as either a Sr. Business Development Specialist, Supervisory Business Operations Manager, or Government Program Manager in lieu of Federal contractor BD experience.
• Demonstrated a successful track record of supporting and winning contracts for federal and/or state and local government customers.
• Familiarity with NYC PASSPORT Procurement System.
• Current broad market relationships within NYC and proven experience building relationships with strategic teaming partners (prime and sub-contractors).
• Developed and mature key relationships across multiple federal civilian government agencies
• Ability to think strategically and operate independently.
• Track record of executing aggressive call plan including history of being able to “walk the halls” and schedule meetings with customers to increase brand awareness, resulting in a two-way dialogue with ongoing follow up to develop solution presentations based on the client’s needs.
• Ability to work hand in hand with internal Capture, Pricing and Proposal Managers to confirm that the solution and messaging stays consistent with what was presented to the customer during the sales campaign.
• The BDR must operate as a trusted partner to our clients, Acuity, and our Teammates’. The expectation is to prioritize the best interest of the relationships with customers, partners, and internal stakeholders. Consequently, there may be work that is too risky to pursue – the BDR should operate as a thought leader on this topic to help manage Acuity’s risk, financial performance and grow our business in their target markets.
• Extensive knowledge of the business development process that entails the development of management, technical, and past performance approaches, cost volume management, teaming, pricing strategies and competitive assessments.
• Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with senior managers, employees, and the public.
• Strong leadership skills with an ability to coach, lead, motivate and influence others to support corporate goals and objectives to produce a winning proposal within budget and schedule constraint.
• Ability to understand profit and loss calculations and basic business finance.
• Demonstrated ability to analyze business environments including typical terms and conditions and other typical bid requirements e.g., Letters of credit, offset, holdback, warranties, etc.