Director of Business Development

Job description

Title/Role: Director Business Development, US Government

Department: Sales & Marketing

Reports to: Chief Revenue Officer

Duties and Responsibilities

• This individual will direct business development efforts for all U.S. Government opportunities to include the military, federal agencies, and State agencies (e.g., National Guard).
• Leads efforts to identify, qualify, target, and win new government business opportunities relying on established relationships and the ability to research, target, and forge new relationships.
• Develops, updates, and executes program capture plans, including the formulation of win strategies. Familiar with Shipley, Holden, Target Account Selling or other strategic sales methodologies.
• Displays proficiency at developing complex US Government proposal plans including bid and proposal (B&P) costs for new business pursuits. Leads color team reviews and assessments.
• Deep understanding of various contract vehicles and procurement processes. Familiar with CRADA, SBIR and STTR capture programs. Familiar with US government contract and procurement regulations and requirements. Full understanding of GSA procurement procedures and requirements.
• Collaborates w/ program management (PM), engineering, production, and product management teams to develop technical solutions to meet customer requirements.
• Estimates return-on-investment (ROI) & works with CRO and finance executives to develop pricing strategies that attain target EBITDA and are competitive in the marketplace.
• Highly skilled at presenting to customers and partners. Provides executives w/ business development updates at quarterly Capture Management Reviews.
• Close engagement with prospects, customers, and partners to identify “pain and gain” opportunities within the US Government. Displays consistent collaboration with the company’s sales team and industry influencers to plan, budget and execute appropriate business development activities to include conferences, trade shows, symposiums, etc.
• Establishes and maintains outstanding customer relations proactively acting as a trusted advisor to gain accurate insight into customer use of our products. Explores needs and untapped areas to solve problems leading to cross sell and up sell opportunities.

General Expectations:

• Arrives with a strong stable of US government relationships which will enable early access to ideas, needs, and requirements.
• Works collaboratively with managers of the company to promote teamwork and a work environment which is productive and positive in order to execute the company’s goals in accordance with our core values.
• Meticulous, precise diligence in all aspects of research, analysis, planning, and execution.
• Ability to create, communicate, and execute effective capture plans.
• Excellent verbal and written communication skills.
• A high degree of initiative and intelligence to gather and analyze critical market data to generate results.
• Demonstrates ability to recognize and capitalize on real time market circumstances (compelling events like the Afghan evacuation, Ukraine war, natural disasters) where our products and services can serve humanity.

Qualifications:

• Bachelor’s degree in Business or related program. MBA a plus.
• Minimum of 5 years US government business development experience.
• Computer skills using Microsoft Office Suite and CRM platforms.
• Prior military, aerospace, aviation experience a plus.

Work Environment Requirements:

• Domestic travel and occasional international travel required.
• Office environment at Knight headquarters is typical for day-to-day operations.