What are the responsibilities and job description for the Business Development Director, Dept of Defense (DoD) position at Management Solutions?
Who we are…
Management Solutions is a national award-winning management consulting firm that specializes in clean energy program management, organizational maturity assessment, environmental services, and project strategy and implementation. We deliver simple, innovative solutions to complex problems facing our federal customers. Founded in 2002, MSLLC has been named Small Business of the Year by the U.S. Small Business Administration, the Department of Energy and the Oak Ridge National Laboratory. MSLLC has also been recognized as one of the Top Employers in the Greater Knoxville area.
What you will do
The DoD Business Development Director will manage and expand MSLLC’s growing DoD program portfolio. The candidate will be responsible for defining the DoD growth strategy and plan.Partner with 5 DoD Program Managers and assist them with expanding their programs through organic growth while maintaining quality delivery on existing projects. Responsible for managing and retaining relationships with existing clients while increasing MSLLC’s client base. Also, responsible for developing, implementing, and executing account plans across all DoD programs.This is a remote position.This position will work Eastern time zone hours. Travel will involvea monthly 2–3-day trip to a client site or an industry event/conference.
**Candidates in the Southeastern U.S. will be given priority. US citizenship is required.
Responsibilities & Competencies
Client Management and Business Development
Management Solutions is a national award-winning management consulting firm that specializes in clean energy program management, organizational maturity assessment, environmental services, and project strategy and implementation. We deliver simple, innovative solutions to complex problems facing our federal customers. Founded in 2002, MSLLC has been named Small Business of the Year by the U.S. Small Business Administration, the Department of Energy and the Oak Ridge National Laboratory. MSLLC has also been recognized as one of the Top Employers in the Greater Knoxville area.
What you will do
The DoD Business Development Director will manage and expand MSLLC’s growing DoD program portfolio. The candidate will be responsible for defining the DoD growth strategy and plan.Partner with 5 DoD Program Managers and assist them with expanding their programs through organic growth while maintaining quality delivery on existing projects. Responsible for managing and retaining relationships with existing clients while increasing MSLLC’s client base. Also, responsible for developing, implementing, and executing account plans across all DoD programs.This is a remote position.This position will work Eastern time zone hours. Travel will involvea monthly 2–3-day trip to a client site or an industry event/conference.
**Candidates in the Southeastern U.S. will be given priority. US citizenship is required.
Responsibilities & Competencies
Client Management and Business Development
- Responsible for developing DoD growth strategy (both maintaining the USACE book of business as well as expanding into other DOD branches) and execution plans.
- Proven track record of portfolio development and growth in excess of $100M.
- Partner with CEO to drive agency strategy.
- Manage existing client relationships and increase existing client base with the USACE.
- Leads business development team in identifying and developing relationships with key client stakeholders; develops and executes client relationship strategy and power maps.
- Identifies opportunities to engage with target clients and collaborates with Practice Leads and/or offering leaders on driving solutions to market.
- Drives relationship programs to develop consistent, value-add client experiences and achieve excellent CPARS.
- Actively develops, delivers, and improves product and service strategies deployed across DoD, creating differentiated offerings.
- Plans and monitors client feedback program and win/loss reviews to generate key client insights, as appropriate assists with client feedback interviews.
- Promotes pursuit excellence and assists in creating a WIN strategy and power maps on proposals.
- Drives integrated service line planning and activity across agency programs.
- Acts as subject matter expert and coaches subordinates on Management Solutions’ Sales and Account Management Framework (ex: immersive selling, building client trust, etc.).
- Responsible for account KPIs such as revenue goals, client relationship activity, backlog and pipeline, as well as additional pursuits and teaming opportunities.
- Supervises, mentors, and coaches 5 DODprogram managers across MSLLC’s DODportfolio.
- Responsible for year-over-year organic growth for each DODprogram, as well as additional growth within DoD through new awards.
- Leading/co-leading the account planning processes and meetings with the Director of Finance.
- Bachelor’s degree in business administration, economics, marketing, or related field; MBA or JD preferred.
- Knowledge of GSA contracts and small business set aside programs is helpful.
- US Citizenship is required.
- Security clearance or ability to obtain.
- Military veteran preferred.
- 10 years of DoD business development and contract experienceincluding direct experience with the USACE.
- Demonstrated success in winning DoD contract awards >$10M.
- Extensive DODexperience with a wide range of contacts at multiple DoDsites.
- Proven ability to build trusted relationships, both internally and externally.
- Experienced selling services in the federal space, with a verifiable p-win and track record.
- Strong analytical and quantitative skills, ability to review reports, interpret data and identify trends, a healthy sense of curiosity.
- The ability to work collaboratively in a dynamic team-oriented environment.
- Understanding of Time and Materials (T&M), Firm Fixed Price (FFP), Cost Plus Fixed Fee (CPFF), Indefinite Delivery, Indefinite Quantity (IDIQ), Blanket Purchase Agreement (BPA), Sole Source and Government Wide Acquisition Contracts (GWAC) contracts are required.
- Experience developing and using pricing models and cost forecasting models using MS Excel is required.
- Experience and drafting pricing cost narratives and administrative proposal volumes for bid and proposal efforts is required.
- Identifying and mapping business strengths and customer needs.
- Researching business opportunities and viable income streams.
- Following industry trends locally and internationally.
