Senior Vice President of Business Development
Vice President of Business Development - Government Contracting & Federal Civilian Experience Job Purpose - What My Role Is Within the Company HighPoint Digital's professionals focus exclusively on providing professional services to help government agencies implement their most critically strategic initiatives. The role of the VP, Business Development contributes to HighPoint by being responsible for selling the company's services in the federal government market. The VP reports directly to the CEO and will play a critical role in growing HighPoint to the next level! This role is key in serving as the primary resource for achieving HighPoint's organic growth objectives. This position has the responsibility for building, leading, and managing the entire BD infrastructure (capture, proposals, marketing, partnerships, etc.) which will continue to focus on driving organic growth predominantly from a combination of market segments: Civilian agencies to include healthcare, public health, financial, and regulatory Selected state healthcare agencies that are driven by federal mandates DOS and DHS HighPoint's Core Capabilities Training and Knowledge Services Healthcare Information Technology Digital Government and Cloud Services Citizen Services Transformation Digital Media and Communication Services Agile Methodology and Software Development Essential Functions - What Is Expected of Me in My Role Present to the HighPoint executive team on quarterly performance, progress towards strategic captures, and market trends. Develop, communicate, and direct the implementation and execution of business development growth strategies and processes to meet both market share and revenue goals. Develop and grow business relationships in all market segments vital to the success of the company. Actively identify client needs and ensure profitable solution-based selling to increase revenues and create value added customer relationships. Manage HighPoint's entire business development lifecycle process. Support the establishment of budgets and multi-year forecasts based on growth plans and market activity. Support business development efforts conducted by operational components of HighPoint. Provide business development training as required. Coach, mentor, motivate, and supervise the business development team and influence them to take positive action and accountability for their assigned work. Be the driving force in the development of the work ethic, culture, and values of the business development team. Establish performance goals for business development staff. Competencies - What I Need to Perform My Role Business Development Functional Knowledge with selling professional services Preparing and executing strategic growth plans. Leading business development activities associated with identification, qualification, capture, and bid activities, and transitioning new business opportunities into operations. Marketing, coordinating, and submitting responsive bids to include a general understanding of contract terms and conditions; risk identification and mitigation; and ensuring post-win customer satisfaction. Successfully identifying and winning large scale new programs ($50M - $100M+) within the federal market. Managing business development activities in support of a bid requiring participation from multiple organizations in a matrix environment. Defining win strategies, creating teaming plans, and identifying competitive discriminators. Customer Knowledge Have a breadth and depth of knowledge of multiple industry segments. Maintain contact with the leaders of the services acquisition, requirements developments, and mission organizations. Operational Vision and Strategy Ability Demonstrated record of developing and implementing successful, comprehensive capability portfolio/line of business/campaign level business development plans embodying the corporate/functional vision and strategy. Conduct analysis of market opportunities and perform a gap analysis between customer needs and current group offerings to identify potential future capabilities. Proven record of setting measurable objectives to achieve a strategic end to include identifying the ways and means for accomplishing those objectives. Ability to envision the interfaces, interdependencies, and activities between multiple programs and captures at a line of business and/or capability portfolio level. Leadership/Team Building and Mentoring Skills Extensive experience building and leading business development teams. Proven record of mentoring team members in the areas of opportunity qualification and program capture. Demonstrated ability to collaborate closely with the appropriate line division executives in the initial identification and qualification of potential opportunities, in obtaining personnel and technical resources to perform customer liaison, and to reach a "bid/no bid" decision for each opportunity pursued. Compliance - What Is Mandatory of Me in My Role A minimum of monthly one-on-one sessions with manager. Company-wide yearly trainings required. Yearly update of resume to aid in business development opportunities. Role-specific training. Qualifications - What My Role Needs Qualifications include: Bachelor's degree in related field along with minimum of 15 years of relevant (business development) experience; minimum of 10 years in a leadership position. Has developed and executed tactical business development/sales plans including quotas and account objectives; this must include experience closing deals from $10M to $100M within civilian market segments.