Senior Business Development Manager

Overview

FTI is looking for an experienced and dynamic Senior Business Development Manager who possesses a passion for sales and organic growth, a strong technical background, and a deep understanding of the Navy and DoD programs to join our team. The ideal candidate will have a strong background in selling technical services and solutions to the Department of Navy in particular NAVSEA and NAVAIR or other Department of Defense (DoD) programs. As a Business Development Specialist, you will play a critical role in driving the growth of our business within the defense sector by identifying and pursuing new business opportunities, building strategic relationships, developing comprehensive sales strategies, and providing value added solutions to both new and existing government clients.

Responsibilities

• Identify and pursue new business opportunities: Conduct market research and analysis to identify potential customers and emerging trends within the Navy and other DoD programs. Develop a comprehensive understanding of customer needs, requirements, and procurement processes.
• Sales strategy development: Develop and execute a strategic sales plan to penetrate the Navy and DoD markets. Collaborate with internal teams to align business goals with customer needs, ensuring that our services and solutions are tailored to meet their specific requirements.
• Relationship building: Build and maintain strong relationships with key decision-makers, stakeholders, and industry influencers within the Navy and DoD programs. Leverage these relationships to identify opportunities for partnership, collaboration, and contract acquisition.
• Proposal development: Lead the development of compelling proposals, bids, and responses to requests for proposals (RFPs) and requests for information (RFIs). Coordinate with internal subject matter experts to ensure that proposals meet customer requirements and reflect our technical capabilities and competitive advantages.
• Contract negotiations: Collaborate with legal, finance, and executive teams to negotiate and finalize contracts, ensuring favorable terms and conditions for our company. Mitigate risks and address contractual issues to maximize profitability and minimize liabilities.
• Competitive analysis: Monitor and analyze competitors' activities, capabilities, and pricing strategies within the Navy and DoD programs. Use this information to develop strategies that differentiate our offerings and position us as a preferred provider of technical services and solutions.
• Performance tracking: Set sales targets, track performance metrics, and provide regular reports to senior management. Continuously evaluate and refine sales strategies to achieve or exceed business objectives.

Education/Qualifications

• Bachelor's degree in business administration, marketing, engineering, or a related field. A master's degree is preferred.
• 10 years actively working in DoD or government environments.
• Proven track record of success in selling technical services and solutions to Navy or other DoD programs.
• In-depth knowledge of the Navy and DoD procurement processes, contract vehicles, and regulations.
• Strong knowledge and experience supporting Small Business Innovation Research (SBIR) technology and solutions delivery is preferred.
• Ability to work with cross functional teams (i.e. project manager, logisticians, engineers, program analyst).
• Strong network of contacts within the Navy and DoD programs, including decision-makers and influencers.
• Excellent communication and negotiation skills, with the ability to present ideas and influence at all levels of an organization.
• Demonstrated ability to develop and execute strategic sales plans, including identifying and pursuing new business opportunities.
• Experience in proposal development, contract negotiations, and managing complex sales cycles.
• Analytical mindset with the ability to conduct market research, analyze competitors, and identify market trends and opportunities.
• Ability to work independently and as part of a team, with strong collaboration and interpersonal skills.
• U.S. citizenship and the ability to obtain and maintain a DoD security clearance.

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