Corner Alliance is a dynamic, growing consulting firm that devotes itself to providing an enriching employee experience while meeting project deliverables. We are looking to add an energetic, experienced Senior Business Development Manager to our Washington DC team with 7-10 years of direct experience in business development and sales for selling management consulting services to the Federal government.
About the Role:
The Senior Business Development Manager is responsible for managing our Business Development and Sales functions to grow the business through developing our business development strategy and pipeline, managing capture activities including strategic teaming relationships and client outreach, overseeing proposal management, and coordinating with marketing. The Senior Business Development Manager builds and manages the opportunity pipeline, works in collaboration with the Leadership Team, directs organic growth efforts with the Director of Consulting and opportunity owners, builds new business including new entry, establishes relationships with possible partners, and oversees proposal development. You will report directly to the Chief Operating Officer (COO).
Functional Responsibilities include:
Management
- Lead a team of four full-time employees focused on capture and proposals including employee performance management
- Direct resources effectively within the Business Development team and throughout the company to effectively identify, pursue and obtain business and partnership opportunities
- Manage BD consultants effectively to maximize what is being provided by outside resources
Opportunity Capture
- Manage the company's vehicle strategy coordinating with company executives to plan for the future of the organization and deploying resources effectively
- Lead our research and data analysis efforts including legislation, GAO/OIG reports, FPDS, win/loss information and debriefs, competitor analysis, awards information across major vehicles, and all other available information to help determine our annual strategy
- Assist in the development of our annual business development strategy including target agencies or offices, target subject matter, and tactical growth planning
- Develop capture plans with existing contacts and agencies and monitor opportunity owner execution; provide mentorship to opportunity owners to enhance win probability
- Develop and implement new growth capture plans including possible entry strategies, call plans, and partnerships and identify opportunity owners; own all opportunities with logical owner
- Develop and actively manage the opportunity pipeline in our Technomile system as capture is conducted
- Conduct weekly pipeline meetings and monthly pipeline audits; produce informative reports for the Leadership Team
- Actively improve PWINs over time through monitoring the completion of capture activities including white papers, client meetings and strategic partnerships
- Coordinate with Marketing to create and manage our sales collateral and build specific campaigns designed to capture future work
- Coordinate attendance by and preparation of the team at key industry events, industry days, and key networking events
- Document and manage the Corner Alliance capture process
- Assist in training company resources on our capture
Proposal Development and Pricing
- Develop and maintain processes for the effective development of white papers, proposals, Task Order submissions, and RFI responses with the Proposal Manager
- Provide oversight when needed for proposal/Task Order development, strategic pricing, staffing, partnering, and win strategies
- Oversee submittal of proposals and other responses to the Government, as needed
- Assist in training company resources on our proposal development process, as needed
Partner Identification
- Develop and execute a strategic partnering strategy based on the pipeline and including 'partner with us' rules of the road
- Oversee partner introduction to the company
- Manage partner contacts and contract history in Technomile
- Manage partner negotiations in coordination with the Contracts Specialist
- Develop and maintain partner identification and interaction processes
Market and Marketing
- Leverage Marketing to assist in capture efforts
- Provide ongoing analysis of market for target customers and company sales performance in those markets
Required Experience:
- Requires a bachelor's degree with at least 7-10 years of business development experience
- At least 3 years of experience in a leadership position in business development for a management consulting firm working with the Federal Government
- Trained in advanced Sales/Business Development in the Federal Government
- Demonstrated understanding of key business development terms and Federal contract vehicles
- US citizen or permanent resident
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