Vice President Business Development (4305)

Executive Management Washington, D.C., District Of Columbia


Position Description:


Position Summary

Associated Universities, Inc. (AUI) is pleased to announce an exciting opportunity at our headquarters in Washington, D.C. – Vice President, Business Development. The Vice President Business Development is responsible for developing and implementing strategies for expanding AUI’s footprint to management of other facilities and activities (including growing our STEM program), for working with the existing research center managers to pursue additional revenue sources for the research centers currently managed by AUI, and for leading the technology transfer and commercialization efforts. The Vice President Business Development will report to the AUI President, and be responsible for leading program opportunities from identification through proposal submission and support, assuming a leading role in market intelligence, strategic planning, relationship management, opportunity evaluation, and the pursuit of specific new business initiatives.


In addition to competitive pay, AUI provides excellent paid time off benefits (vacation and sick leave). Medical, dental and vision plans are effective first day of employment. AUI’s retirement benefit contributes an amount equal to 10 percent of a qualified participant’s base pay (eligibility period applies). No contribution is required of the employee; we also offer an optional supplemental, tax-deferred plan for employee retirement contributions.


Job Duties Summary

Reporting directly to the AUI President, the Vice President, Business Development’s areas of responsibility and expertise will include:

  • Market Intelligence & Strategic Planning
  • Leads the development of multi-year growth strategies, and provides options for pursuing growth initiatives.
  • Understands the core competencies, capabilities, experience and distinctive attributes. Facilitates the continuing calibration of the strategy to drive sustained growth and success.
  • Employs best practices and appropriate technology to collect, integrate, analyze and present information regarding business opportunities.
  • Refines and enhances AUI’s processes and tools for proposal development.
  • Understands the qualities, complexities, speed, and yield probabilities of relevant markets.
  • Monitors individual potential business opportunities.
  • Develops and reports regularly on business development performance indicators.


  • Relationship Management
  • Develops, manages, strengthens and grows AUI’s relationships with current and potential sponsors, including NSF, DoD, DOE, NIH, NASA, NOAA, other government agencies, and major foundations supporting scientific research.
  • Develops proactive teaming strategies where AUI and partner, prime or subcontractor team capabilities are valuable, complementary, and offer an optimal combination of performance, cost and program delivery.
  • Evaluates sponsors’ and potential partners’ business and programmatic missions, goals and objectives, experience and standing, against AUI’s capabilities and business needs, in order to assess mutual opportunities, alignment and risk.
  • Develops a thorough understanding of sponsors’ selection criteria and their general paradigms of proposal evaluation.
  • With the AUI President, senior program leadership, and AUI’s government relations advisers, maintains existing relations, and builds strong engagement with government leaders, opinion formers, and key community, state, and national organizations in relevant markets. Offers strong judgement and big-picture thinking.
  • Supports the AUI President in fostering relationships with other U. S. institutions managing federally-funded research centers (FFRDC’s) with the objective of coordinating advocacy on issues of common concern and relations with the appropriate sponsoring agencies. Liaises with universities and research centers in the US and abroad. Drafts Partnership Agreements and MOUs that support the AUI mission.
  • Attends, and showcases AUI and AUI-managed facilities as appropriate, at relevant conferences, conventions, tradeshows and summits. Engages in other activities that promote AUI capabilities and personal expertise e.g. speaking and publishing, intellectual capital development, media interviews, alumni networking etc.


  • Evaluating Opportunities
  • Evaluates the competitive landscape; assesses the attractiveness of sectors, segments, and sponsors; understands market size and dynamics, requirements and barriers to entry.
  • Seeks to focus business development resources on the most relevant opportunities; standardizes the opportunity evaluation process, and optimizes proposal-related expenditures.
  • Performs evaluations of new business opportunities’ technical, cost, scheduling and administrative requirements, risks and potential value.
  • Coordinates the internal evaluation process leading to “Bid”/“No Bid” decisions.
  • Obtains internal resources to assist in the opportunity evaluation process, and/or form the Proposal Development Team responsible for developing the business proposal following “Bid” decisions.


  • Pursuing Opportunities and Post-Proposal Activity
  • Develops Proposal Plans, including budget, resources and strategy needed for the proposal development.
  • Executes Proposal Plans, or, following consultation with AUI President, assigns and oversees the performance of Proposal Managers for specific initiatives.
  • Communicates Proposal plans to internal stakeholders, and provides timely and useful briefs on business developments and proposal status to the AUI Board and its committees.
  • In conjunction with the President and Chief Financial Officer, solicits Board approval for independent research and development initiatives, and the business development budget, including the funding of Proposals for new business.
  • Conducts Post-Proposal Reviews (Lessons learned, Implementation requirements and planning).


  • Brand Management
  • Aligns AUI brand, mission, goals and strategies with the business development strategy and positions AUI to have an impact across multiple markets.
  • Oversees external AUI webpage content.
  • Develops and executes the AUI business development communications plan.


Work Environment

Work is typically conducted in an office environment.  Ability to work on a computer for long periods and communicate with individuals by telephone, email and face to face.  Extensive travel is likely, including occasional international travel.


Position Requirements:


Minimum Education

An advanced degree in a related field is required or an equivalent combination of relevant education and experience.


Minimum Experience

A minimum of fifteen years of leadership experience, including management and supervisory experience, ideally related to managing complex business development teams and bids, with relevant experience in a Federally-Funded Research and Development Center (FFRDC), government contracts, and scientific research and management.


Competency Summary

  • Significant previous experience interacting with senior management on program matters and proposals at government agencies (NSF, DoD, DOE, NIH, NASA, NOAA), and major foundations supporting scientific research. Ideally, the candidate will have developed an area or areas of expertise relevant to AUI’s desired business growth, and have earned trust and respect within the community for professional competence and integrity in these areas.
  • Demonstrated track record of effective contributions to organizational revenue growth via successful business development and proposal strategies.
  • Very strong leadership, interpersonal, entrepreneurial, management, and communication skills in a cross-cultural environment required.
  • Experience with working in cross-functional teams and a strong matrix environment and/or at a corporate level is highly desirable.


Application Instructions:


Applicants may upload a cv/resume with the ADD RESUME button and a cover letter with the ADDITIONAL FILES button at the beginning of the application process.  Applications will be reviewed beginning on December 22, 2017 and continue until the position is filled.


AUI is an equal opportunity employer (M/F/D/V)