Business Development Executive

Business Development Reston, Virginia Job ID: 2018-1024


Description

The Business Development Executive is a key member of the corporate growth team.  He/she supports the development of Company growth strategies, and leads the development of a portfolio of dedicated opportunities from the identification phase through the qualification phase IAW the Corporate Strategic Plan (CSP). While the BDE “hands off” the lead for evolving opportunities post the qualification phase (and after the successful completion of MS 1) to the assigned Capture Manager, the BDE is ultimately responsible for the win, and therefore has a critical role to play throughout the full opportunity lifecycle, and in fact leads the protest funnel phase, where appropriate.  In addition, and in concert with the SVP of BD, the BDE assembles “lessons learned” from expiring opportunities – won or lost -  with an eye on continuous process improvement, and to that end, leads all client debriefs. He/she serves as the primary conduit between the business development organization and the relevant company business units, and works to build a strong working partnership with operations leaders in the pursuit of new and re-compete business.

 

The BDE also supports and personally participates in general Company marketing initiatives, such as trade shows and customer demonstrations, and leads targeted marketing initiatives aimed at specific clients and business opportunities.

 

Job Duties and Responsibilities

  • Independently responsible for the identification, qualification and successful pre-positioning of new business opportunities, to include identification of, and negotiation with corporate partners. Responsible for Exhibit A.  Identifies and presents specific contract opportunities and business cases for new pursuits to Company executives (MS 0, MS 0-1). Ensures the Corporation meets growth goals inside assigned portfolio
  • Develops and maintains a Qualified New Business Pipeline that supports the corporate growth goals, which is at least 3-4x current yearly corporate top line revenue.
  • Leads the protest and/or lessons learned opportunity phase inside this portfolio, contributing to both continuous improvement initiatives of BD “tradecraft”, as well as fostering and developing better general market intelligence agency-wide
  • Responsible for successful protection of strategic re-competes
  • Partners with both the capture manager, line sponsor and proposal manager for the eventual win; the BDE is ultimately responsible for the win. May write executive summary as part of the “what wins” strategy.  Participates in all color reviews; leads pricing strategy and reviews
  • Develops and manages relationships with new and existing customers and potential business partners, in close coordination with business unit leaders.
  • Identifies and manages technical subject matter experts and consultants to facilitate new customer relationships and to support targeted marketing activities, consistent with Company budget objectives.
  • Develops, records and manages corporate pipeline in assigned portfolio, from identification through source selection, to include all competitive intelligence and opportunity-specific market trends
  • Attends and participates in relevant customer and industry forums and associations.

 

Position Requirements

  • Bachelor’s Degree required
  • 10-15 years of experience in sales-specific business development roles in either the Defense or Intelligence Community market
  • A proven track record of success (directly attributable) in awarded opportunities of 300M+ total contract value (TCV)

The employment policy of STG, Inc. is to provide equal employment opportunity for all qualified employees and applicants without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status and to ensure affirmative action is taken in fulfillment of this policy.