Job Title: Senior Business Development Manager
The Senior Business Development Manager works as a full-time employee of Zeiders Enterprises, Inc. (Zeiders) in the corporate home office located in Woodbridge, VA. This position is responsible for leading the business development department and delivering the company’s business development activities that contributes to positive revenue growth. Specifically, after capture activities have been established, this position will manage the departmental processes with direct focus on proposal and bid preparation activities.
The Senior Manager supervises the daily activities of the Business Development team. The Senior Business Development Manager working in conjunction with the President and CEO and other Executive Team members supports the development of innovative strategies, business plans, and capture activities for re-compete and future work that is consistent with the overall company strategy. The Senior Manager leads the successful execution of the company’s business development plans, opportunity pipeline, and bid submission activities. The Business Development Manager works closely with the Sr. Advisor who leads capture activities.
Essential Duties and Responsibilities
- Lead the development of business strategies and plans to capture new business leads and related activities. Support the development of short- and long-range business forecasts and marketing plans. Performs analytical and research activities in support of business development, strategic planning, and proposal development functions.
- Works with Sr Advisor to support market research and develop client and competitive profiles; analyze the competitive and bidding landscape (win/loss/bids); and recommends bid-no bid opportunities. Analyzes and researches customer and competitor information and data.
- Works with Capture Manager to identify and capture new market relationships with potential new clients and agencies. Identify and build new relationships with prospective business partners, such as: potential prime contractor relationships, potential subcontractor relationships including small, disadvantaged, and veteran-owned business; and counselor and training consultants and networks. Coordinates with Sr Advisor to arrange initial contact with business targets and decision makers in pursuit of company objectives.
- Actively manages proposal planning and development. Lead all response (e.g., RFI, RFQ, RFP, etc.) and proposal development activities to include proposal solutions, draft storyboards, and initial outlines; win themes; pricing support, and content. Organize and lead color team reviews. Responsible for quality control on writing standards, and proposal compliance.
- Lead new business pricing activities through the development of competitive pricing analysis, research regarding funding profiles, use of price schedules, and develop cost workups in prescribed formats in conjunction with the Chief Financial Officer and pricing analyst.
- Coordinates company presence for bids with the marketing manager to strategize, develop, and implement the company’s strategic marketing and public-facing market presence, to include web content, brochures and collateral, and trade show participation.
- Develop, organize and maintain all business development intellectual capital, including business past performance qualifications, key proposal content, team member resumes, and business contacts.
- Lead the efforts of the company-wide Business Development Department and direct the daily activities of employees and independent consulting team members.
- Oversees supporting vendor relationships associated with Business Development functions.
- Other duties as assigned.
- Manages subordinate managers, support consultants, and BD staff. The position is responsible for the overall direction, coordination, and evaluation of these activities. Supervisory responsibilities are executed in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
- Minimum of Bachelor’s degree in management, marketing, or related field with a minimum of 10 years prior relevant experience.
- 5+ years of Federal government-related business development experience required in the Federal Government professional services marketplace.
- Minimum of 3 years knowledge and operational experience leading business development teams/projects.
- Experience with industry-specific research tools, to include the Federal Procurement Data System (FPDS), FedBizOps, GovWinIQ, Avascent Analytics, DACIS, IHS Janes, Bloomberg Government, etc.
- Deep experience in project management across multi-disciplinary teams in an influencer role.
- Strong written and oral communication skills, including excellent presentation skills.
- Demonstrated track record of experience leading growth in new markets - whether they be by geography or customer segments.
- Strong understanding of federal acquisition regulations, policies, and contract vehicles, with experience and demonstrated success in direct award process.
- Knowledge of federal and DoD customers and be able to convert this knowledge into new business strategies.
- Have a record of successful business development for mid-sized/ large business.
- 3+ years of proposal writing experience in response to Federal Government RFPs, RFIs, and an understanding of the Shipley (or similar) methodology.
- Results driven individual with a growth mindset mentality and a willingness to learn and be challenged.
- Operational Experience with Military or Veterans programs; Military experience a plus
- Experience with enterprise CRM tools (e.g., Microsoft Dynamics) and dashboards (Microsoft PowerBI, Tableau)
- Knowledge and operational experience with military quality of life, family support programs, and/or behavioral health programs.
- Experience with Military or Veteran Human Capital Services to include Service member support, Resiliency, Healthcare Operations, or Quality of Life/Family services.
- Have customer contacts and have the ability to influence decision-makers; be knowledgeable of and able to strategically position Zeiders internally and externally for new and continued growth.
- Ability to obtain a secret clearance.
- Strong business writing and analytical skills; Proficient in Microsoft Suite: Outlook, Word, PowerPoint, Excel, SharePoint; and Online Help Tools.
- Proposal Management Certifications/Experience (e.g., Shipley, Association of Proposal Management Professionals (APMP) or similar credentials)
Other Skills and Abilities
- This position requires U. Citizenship, and you will need to complete and clear a full background check process based on your role.
Physical Demands: Works in office areas Sits, stands, bends, lifts, and moves intermittently during working hours. Uses personal computer, telephones, copiers, printers and other office equipment. The employee must occasionally lift and/or move up to 10 pounds. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.
Zeiders Enterprises, Inc. is an Equal Opportunity Employer
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)