VP, Business Development

Description

About IALR
The Institute for Advanced Learning and Research (IALR) serves as a regional catalyst for economic transformation. The mission will be accomplished through applied research, advanced learning, economic development, advanced manufacturing, and conference services. Driving Economic Transformation is at the heart of everything we do at the Institute for Advanced Learning and Research. WE discover breakthroughs, create opportunity, grow innovation, power progress, and host greatness. Each of our divisions plays a critical role in daily preserving and delivering this mission.

What will you do?
The VP, Business Development will be responsible for new business development, forecasting, strategic planning, marketing, and industry/partner satisfaction to support near and long-term growth.
 

Duties & Responsibilities:

• Industry Responsiveness: Overarching responsibility for ensuring IALR’s responsiveness to industry and partner needs including but not limited to: RFP timeliness and compliance, contract review and PO acceptance, VOC and main POC for escalation, and relationship satisfaction.
• Strategic Partnerships: Build and maintain strong relationships with key stakeholders in industry, including government agencies, prime contractors, suppliers, and industry associations. Be able to accurately share the voice of industry with IALR.
• Pursue New Business: The VP of Business Development will report to the EVP of Manufacturing Advancement and support new business pursuits. The VPBD will ensure that those individuals have a strategic and tactical plan to pursue new customers, platforms, projects, and programs.
• Securing Follow-on Business: Deepen and grow relationships with established industries and partners. Extend relationships vertically (to higher level leadership and Program Management) and laterally (into new program areas and departments), with a goal of improving current position and identifying new opportunities.
• Customer Scorecard Results: Create and maintain IALR’s scorecards as a premier optimization and workforce training provider by means of:
  • Creating an impactful scorecard system via CRM.
  • Verify scorecard accuracy and accountability.
  • Optimize internal processes to improve timely delivery and quality performance.
• Account Analysis: Develop in-depth understanding of each opportunity (both established and new), their technical development model, upcoming programs, competitors they may also work with, and budget/program environment. The VPBD will be responsible for establishing and executing on the tactics aligned for each developed account strategy. The VPBD will perform periodic review of accounts and present regularly to senior management. Additionally, through the analysis, the VPBD will provide insight for new markets for current projects and programs as well as opportunities in alternative paths.
• Strategic Planning: The VPBD will contribute to the strategic planning process for the Manufacturing Advancement department, aiming at profitable growth and capturing opportunities. The VPBD will partner with the EVP of Manufacturing Advancement to develop the strategic plan and will be responsible for executing it. The plan will include diversification into other industries, markets, paths, and creation of synergistic projects and programs. Maintaining knowledge of market trends, competitor actions, project/program needs, and industrial base will be important.
• Promotion and Connection: Facilitate all campus visits and interactions on behalf of the Manufacturing Advancement division of IALR, to support the core mission of the IALR. Be the key to connecting the various functions and opportunities visitors could take advantage of within the IALR.
• Marketing Management: The VPBD will manage the Manufacturing Advancement overall marketing strategy and vision, and work with the team on additional marketing communication activities.
• Organizational Development: Facilitate growth of department by mentoring and coaching, to foster growth within the team. Assess the team for strengths, teaching the team necessary skillsets.

Where will you work?
We are looking for staff to work onsite in Danville, VA.   

What do you offer?

• Bachelor’s degree, preferably in a technical discipline.
• Master’s, in engineering, or MBA, desired.
• 10 years experience in account or program management.
• Defense experience preferred.
• Knowledge of defense acquisition processes, government contracting, and regulatory requirements required.
• Technical industry experience preferred.
• Experience with the skillsets within metalworking is helpful.
• Excellent written/verbal communication, negotiation, and relationship-building skills, with the ability to interact effectively with internal and external senior executives.
• Upholds and demonstrates IALR core values.
• Strong leadership skills with experience managing and developing high-performing teams.
• Strategic thinker with a data-driven and results-oriented approach to business development.
• Proven people management skills and possesses the ability to motivate and drive accountability.
• Proficiency in CRM systems, market research tools, and Microsoft Office Suite.
• High level presentation skills at very senior level audiences.
• Additional Factors:
  • Travel: 50%
  • Due to contracts with the United States Government, candidates must be either US Citizens or US Permanent Residents.

What IALR Offers
IALR will offer a salary of $120,000 - $150,000 commission and bonus plan.  IALR offers unique career opportunities in an innovative environment, all to support the economic transformation of Southern Virginia. Eligible employees are afforded excellent medical, dental, and vision coverage with lower-than-expected costs and participate in the Virginia Retirement System to save for their future.

Why is the position open?
This is a new role supporting the Center for Manufacturing Advancement. 

How to Apply
Apply online at www.ialr.org/employment.  Interviews will begin as qualified applicants are identified. 

Salary : $120,000 - $150,000