Senior Business Development Executive

Vienna, VA
Apr 20, 2017
Apr 21, 2017
Analyst, Business, Sales
Full Time
BASIC PURPOSE: The AbilityOne program provides employment opportunities for Americans who are blind or have significant disabilities by authorizing and directing Federal purchases of products and services provided by nonprofit agencies employing such individuals throughout the country. The AbilityOne program is established by the Javits-Wagner-O'Day Act, the Code of Federal Regulations and the Federal Acquisitions Regulations. Duties and responsibilities include the development and execution of sales plans designed to increase SourceAmerica / AbilityOne Program's volume and penetration with the Federal Government. Responsibilities include shaping the Federal Government service requirement towards an AbilityOne Procurement solution. Working with the Sales Director on guiding and successfully implementing a winning, customer-centric capture strategy to grow business in the federal space in over 12 types of services. Additional responsibilities include creating relationships with government agencies, educating federal agencies about the AbilityOne program, presenting AbilityOne capabilities to federal agencies, and persuading Federal agencies to utilize the AbilityOne program. Other responsibilities include mediating price negotiations between the Federal Government and AbilityOne nonprofit contractors, and managing the AbilityOne Procurement List addition documentation. PRINCIPAL ACCOUNTABILITIES:Assist with the development of the Business Unit Strategic PlanPromote the benefits of the AbilityOne Program and nonprofit agencies capabilitiesPresent the AbilityOne program and capabilities to a variety of Federal agencies.Persuade Federal agencies to use the AbilityOne program for services on targeted Federal contracts.Build a pipeline off future project opportunities by developing customer relationship and researching government service requirements.Analyze market data in specific lines of business for use in conducting negotiations and proposal developments.Lead the preparation of complex price proposals for government contracts.Lead and facilitate service project negotiations between nonprofit agencies and the federal government.Create detailed documentation of new contracts per the AbilityOne Program requirements.Manage all aspects of new project development until the start-up of each new project.Provide and/or ensure technical assistance for assigned customer accounts to include leading onsite operational and performance teams as needed.Participate in cross-functional teams that to capture specific opportunities or move customer focused initiatives forward.Participate in cross-functional teams that seek to improve and increase the effectiveness and efficiency of SourceAmerica operations.Other duties as assigned. SKILLS AND KNOWLEDGE:Experience developing new business opportunities and providing customer presentations.Interpersonal, organizational, written and oral communication skills; personal computer skills, especially database, spreadsheet, and word processing applicationsMath aptitudeAbility to handle multiple priorities and a variety of external customers and contacts effectivelySelf-starter with the ability to build and maintain successful relationship with key customers and business partnersAbility to work well in a team environment or independentlyAbility to travel frequentlyExperience specifically in service or products delivery within federal or commercial service or products, operations, consulting, federal pricing and proposal building processes are desirableProven experience in customer satisfaction, contract performance/quality management, and problem solving within private, nonprofit, or government sector. Formal training in customer service, quality, processes/systems, and/or problem solving skills development is desirableProven mediation skills, negotiation skills, presentation skills, sales, and communication skills. Formal training in negotiation skills development highly desirableKnowledge of federal government procurement procedures, regulations, and the AbilityOne program highly desirableDemonstrated experience in providing critical input to senior and corporate management EXPERIENCE AND EDUCATION:10+ years with BS/BA; 8+ years with MS/MA1 1/2 years experience = 1-year collegeKnowledge of the AbilityOne program is preferred but not required.Preferred experience with Federal Contracting (Acquisition Planning, FAR, SCA, OSHA, DOL)Preferred experienced with long term sales cycles (Lead time of 6, 12, 18 months) Company Description: Established in 1974, SourceAmerica is one of two national, nonprofit agencies designated by the US AbilityOne Commission (a federal government agency) to support community-based nonprofit agencies (NPAs) participating in the AbilityOne Program which provides employment opportunities for people who are blind or have other significant disabilities by procuring Federal contracts for goods and services. Headquartered in Vienna, VA., SourceAmerica supports a network of more than 1,300 NPAs as well as federal customers by providing the legislative and regulatory assistance, communications and public relations materials, information technology support, engineering and technical assistance, and extensive professional training needed for successful contract management. SourceAmerica has offices in Vienna, VA; Seattle, WA; San Ramon, CA; Des Plaines, IL; Arlington, TX; and Kennesaw, GA. SourceAmerica is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender, age, religion, disability, sexual orientation, veteran status, marital status or any other characteristic protected by law.

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