Requisition Number: FS104792
Interest Category: Business Operations/Admin/IT
Interest Sub Category: Business Development/Strategy
Job Title : Business Development Manager
Employment Category/Status: full-time
Type of Position: Regular Hire
Country: U.S.
State: Virginia
City: Dahlgren
Minimum Requirements: • Bachelor’s degree in Engineering or Business Administration/Marketing and at least 7 years of job-related experience or equivalent, including progressive management and marketing experience.
• Experience with Government contracting environment required.
• Excellent communications, interpersonal, organizational, and analytical skills; working knowledge of word-processing and integrated software applications are required.
• Individuals must have a hands-on leadership approach and aggressively strive for results in all of their activities.
• They should have knowledge, experience, and ability across the entire new business lifecycle and be able to perform both “outside” (client relationship development and selling activities) as well as “inside” opportunity capture and other development activities. The ideal candidates will have extensive client relationships and knowledge within their assigned business area.
• Candidate must have 5 years federal government BD, capture, and proposal leadership in DoD markets. Ideal candidate has technical background, skills and experience in some of the following areas: electromagnetic spectrum (EMS) management and operations, shipborne, ground, and airborne sensors, information assurance/Cybersecurity, data discoverability and accessibility, and cyber security at National, Strategic, or Service level.
• Position may require significant travel.
• The position may require the ability to pass and maintain a Security Clearance
Job Description: AECOM is seeking a Business Development Manager.
The selected candidate will manage the full lifecycle of development of assigned new business initiatives within a primary Sector and SBU. Following the AECOM Business Development Manual, interact directly with the customer, potential teammates, and internal stakeholders to develop and qualify opportunities (Stages 0 and 1); Lead solution development (Stages 2 and 3) across multifunctional teams; and lead the implementation of winning strategies and solutions in conjunction with proposal and operations teams (Stages 4 and 5).
Selected candidate will cover a territory to include business in Dahlgren, VA and Annapolis Junction, MD.
Essential Responsibilities:
1) Develop new marketing strategies and plans for review by management for the implementation of new business development strategies and opportunity qualification. Responsible for the development of new businesses and the expansion of market share of existing business elements in assigned areas.
2) Increase market share in existing business areas by working with management and engineering to perform market analysis and to develop program plans and objectives. Develop budgets and financial cost projections for existing business elements to evaluate profitability.
3) Assess, Plan and negotiate competitive positions for new business development with customers and in-house operations leadership. Ensure company objectives and financial targets are met. Review new business proposals for compliance to company defined business objectives.
4) Implement measures to ensure customer satisfaction and in-house compliance to contracted requirements. Establish customer relations and good will to include customer feedback networks and continuous quality improvement initiatives and programs.
5) Perform the functions of capture manager and/or proposal manager in assigned markets and business thrust areas, in accordance with AECOM BD Manual and other guidelines Be able to lead deals up to $100M+ and support deals of all sizes in multiple capacities to include BD lead, capture manager, proposal management, volume leader, author, and color reviewer.
6) Develop, coordinate and execute plans that involve the development of new work from existing contracts. Assist contract managers and their customers in doing the same. Be familiar with IDIQ new business development and contract vehicle trade-offs.
7) Coordinate strategic alliances between similar customers resulting in additional business opportunities.
8) Coordinate and lead assigned participation in trade association activities, including symposia and trade shows to maximize positive corporate exposure. Assemble marketing materials to reflect corporate capabilities. Create tailored display materials for exhibit booths. Establish and manage trade show budget.
9) Candidate must have a demonstrable and verifiable track record of success in development federal new business that generates bookable revenue.
Perform all other position related duties as assigned or requested.
Work Environment, Physical Demands, and Mental Demands:
Typical office environment with no unusual hazards, occasional lifting to 20 pounds, constant sitting while using the computer terminal, constant use of sight abilities while reviewing documents, constant use of speech/hearing abilities for communication, constant mental alertness, must possess planning/organizing skills, and must be able to work under deadlines.
Other Responsibilities:
Safety - AECOM enforces a safety culture whereby all employees have the responsibility for continuously developing and maintaining a safe work environment. As appropriate, each employee is responsible for completing all training requirements and fulfilling all self-aid/buddy aid responsibilities, participating in emergency response tasks and serving on safety committees and teams.
Quality - Quality is the foundation for the management of our business and the keystone to our goal of customer satisfaction. It is our policy to consistently provide services that meet customer expectations. Accordingly, each employee must conform to the AECOM Quality Policy and carry out job activities in compliance with applicable AECOM Quality System documents and customer contracts. Each employee must read and understand his/her Quality Management and Customer Satisfaction responsibilities.
Procedure Compliance - Each employee must read, understand and implement the general and specific operational, safety, quality and environmental requirements of all plans, procedures and policies pertaining to his/her job.
About AECOM
AECOM is a premier, fully integrated professional and technical services firm positioned to design, build, finance and operate infrastructure assets around the world for public- and private-sector clients. With nearly 100,000 employees — including architects, engineers, designers, planners, scientists and management and construction services professionals — serving clients in over 150 countries around the world, AECOM is ranked as the #1 engineering design firm by revenue in Engineering News-Record magazine’s annual industry rankings, and has been recognized by Fortune magazine as a World’s Most Admired Company. The firm is a leader in all of the key markets that it serves, including transportation, facilities, environmental, energy, oil and gas, water, high-rise buildings and government. AECOM provides a blend of global reach, local knowledge, innovation and technical excellence in delivering customized and creative solutions that meet the needs of clients’ projects. A Fortune 500 firm, AECOM companies, including URS Corporation and Hunt Construction Group, have annual revenue of approximately $19 billion.
More information on AECOM and its services can be found at www.aecom.com.
Follow us on Twitter: @aecom
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