Federal Business Development Executive

Company: Evans Consoles
Location: Vienna
Posted on: March 28, 2020

Job Description:

Primary Function:The Federal Business Development Executive is the leader of the Evans Federal business unit.--This position is the senior leader of Federal business development, consistently working across sales operations, field operations, and the proposal management team to ensure a continuous stream of new federal business for the company. The Federal Executive has the resources of the company at their disposal to protect, expand and grow federal business for Evans. The Federal Executive is the thought leader, ready to assist in developing strategies for growth and identifying new market opportunities.----S/he will represent the company to strategic vendors and teaming partners, making strategic assessments on capabilities and establishing risk/reward balance for 150+ unique bid opportunities annually.----The success or failure of every proposal effort is within the direct control of the Federal Executive. S/he will work with regional sales reps as the primary contact to the government client on the proposal.--S/he is resourced to succeed - all of the resources of the company are at the ready to support the Federal Executive. With an in-depth understanding and knowledge of FAR (Federal Acquisition Regulations) and skills in strategic selling the Executive is responsible for leading federal business development, capture efforts, sales & marketing, proposal development, new program pursuits, capture strategies, management of existing programs, competitive assessments, defense acquisition processes, partnering, establishing and building new and existing customer relationships and all other duties resulting in increased sales. Knowledge of federal acquisition contracting vehicles and alternative procurement strategies is essential.Core Responsibilities: Responsible to secure new DD 254's to ensure Evans Federal continues to have coverage for security clearances.Innovative acquisition advanced-planning.Federal trade show annual planning and budgeting.----Soliciting continued support from strategic partners.Support Federal marketing initiatives to include website content/strategy, outreach campaigns tied to the Government Fiscal Year cycle, and individual customer or showroom related events.Assist and mentor the US-based PM for new security-cleared projects that require administrative. paperwork (i.e., vendor registrations) bid documents, NDAs, and logistics planning when required.Maintain and update a library of boilerplate vertical market management tools (sample SoWs, sole source justification examples).Showroom strategy, development and partnering selection/recruiting as it relates to Federal BD.Mentor, train, develop, and educate sales and other corporate staff on the changing trends in federal acquisition strategies.Qualify 'buying' potential in terms of government buying and access to buying/spending resources through knowledge of government procurement process and hierarchy.Screens 150+ potential business deals by analyzing market strategies, deal requirements, and financials.Develop negotiating strategies and positions by studying integration of new venture with company strategies and operations.Close new business deals by coordinating requirements; developing and negotiating contracts; and integrating contract requirements with business operations.Maintain and grow existing programs, partner relationships, and customer relationships.Recommend new product development ideas consistent with market needs and Evans' capabilities.Contribute to the development and refinement of Evans' vision and strategy.Provide competitive and market analysis.Develop, review, and report on the strategic objectives.Active participation in Corporate Strategy discussions as necessary.Required Experience + Skills: 10+ years of experience with government or complex system strategy and/or business development.10+ years competitive experience with IDIQs, Full, and Open, Prime/Sub, SB Set-asides.10+ years' experience with firm-fixed-price (FFP) contracts.Demonstrated track record of winning total FFP contract value of $50M over the past 5 years.Demonstrated understanding of government contracting and procurement processes.Established and impeccable reputation among players in government contracting business.8+ years of sales and business development experience in the DoD.Demonstrated experience selling to all Federal Agencies to include DoD, all Intelligence Agencies, Special Operations Community, COCOMs, and all Federal Civilian Agencies.Direct Experience in, or comprehensive understanding of, mission-critical work environments.Ideally prior military experience, notably in government.Strong technical understanding of the complexities of technical products and services.Experienced in an extensive and technical qualification process.Strong analytical skills.Ability to communicate complex, technical and premium products.Promotes /projects a professional corporate image.Able to open doors, contribute to opening/closing sales opportunities.Understands technical specifications, and the expertise to understand customer requirements with respect to product modifications.Conducts research to identify, contact potential clients, joins or replaces a sales manager as applicable at various meetings presenting the technical features and benefits of products and services.Utilizes technical expertise to understand customer requirements and incorporate technical knowledge into a sales pitch.Provide technical ongoing support following the purchase of Evans products and services.Education: In-depth knowledge of Federal Acquisition Regulations [FAR] with DAIWA or FAC-C level 1 certification or equivalent or equivalent experience.Bachelor's Degree (preferably technical) and/or equivalent.10+ years of strategic and visionary sales experience in Federal business, preferably in mission-critical environments.Understanding the buying process in complex selling environments involving integrators, FFRDCs, vendors, and end-users.A thorough grasp of professional and consultative solution selling skills to include a history of successful contract negotiations where the close cycle may require multiple calls over many months or years.Skills: Proposal team managementComplex team managementCapture methodology training (examples)Certified in Miller Heiman, Shipley or other Federal business development methodologySales process and sales SkillsUses an effective sales processGood qualification skillsGood relationship building skillsMotivated by salesProspecting skillsSelling high end firm-fixed priced solutions at a premiumVertical market managementControl Room Market knowledgePresentation skillsHigh Energy levelDriven to stretch goalsNegotiationExcellent communication (oral, written and presentation) skills and be able to present complex business plans and topics (pricing or service strategies).Special Requirements:This position is based at our Vienna, VA office and daily presence in the office is required. This is not a home-based position.Travel is a significant part of the jobActive DoD TS Clearance or complete a thorough background check to demonstrate ability to be cleared.Application Process: If you are interested in applying for this position, please contact Human Resources by emailing a resume and cover letter to careers@evansonline.com. This position will be posted until a suitable candidate is found.

Keywords: Evans Consoles, Washington DC , Federal Business Development Executive, Other , Vienna, DC