Director of Business Development - Anchorage, United States - Akhiok-Kaguyak, Inc.

Description

Job Description

Job Title: Director of Business Development Company: Akhiok-Kaguyak, Inc.

Reports To: CEO Location: Remote

Clearance: FLSA Status: DOE

SUMMARY

Akhiok-Kaguyak, Inc. Is seeking an experienced Business Development and Capture professional to lead our Federal go-to-market strategy. This individual will be a vital member of the Growth team, focusing on expanding Akhiok-Kaguyak, Inc.'s core solutions and capabilities within the Federal market.

This highly visible position directly contributes to corporate objectives by developing and accelerating our growth. Reporting to the CEO, it works with other senior leaders across Akhiok-Kaguyak, Inc. to develop and execute account strategies and drive business growth.

The Director of Business Development is responsible for identifying, validating, developing, progressing, and capturing opportunities funded by the U.S. Federal government.

RESPONSIBILITIES

• US Government sales and capture experience
• Experience working with the Department of Defense, the Department of Commerce, the Department of Energy, or the Department of Homeland Security
• Experience identifying new U.S. Government opportunities by analyzing program strategies, technology shifts, and mission objectives·
• Experience building relationships and engaging with Government clients to support opportunity pipelines.
• Track record of developing and maintaining a long-term sales pipeline and progressing opportunities through the pipeline
• Provide subject-matter-expertise related to new research engagements·
• Experience leading technical discussions with senior Government customers that lead to deal closure.
• Proficiency in Government acquisition and contracting subject matter to support deal execution.
• U.S. Citizenship is required.
• Cultivate new and existing customer relationships to develop our business and visibility within the Federal Government market, which will result in organic and inorganic growth.
• Acquire in-depth knowledge of Akhiok-Kaguyak, Inc.'s capabilities, technology, and business objectives.
• Use this knowledge to design and execute creative and differentiated growth strategies and customer engagements and to influence future capability development efforts.
• Identify, qualify, and support the capture of new business.
• Maintain a 3+ year sales pipeline of qualified business opportunities by constantly identifying and qualifying new opportunities.
• Conduct introductory and ongoing briefing(s) with various Federal Government operational and support component leadership and management teams.
• Maintain business relationships with other industry partners to facilitate teaming and thorough awareness of the competitive market.
• Participate and host industry events that highlight investments and service capabilities.
• Review and evaluate proposal documents during color reviews and in preparation for proposal submission.
• Demonstrated track record of winning opportunities with a contract value of $20M and greater.
• Participate in oral presentation and video proposal submission reviews.
• Lead the development of business strategies and plans to capture new business leads and related activities.
• Support the development of short- and long-range business forecasts and marketing plans.
• Performs analytical and research activities supporting business development, strategic planning, and proposal development functions.
• Works with Sr Advisor to support market research and develop client and competitive profiles; analyzes the competitive and bidding landscape (win/loss/bids); and recommends bid-no bid opportunities.
• Analyzes and researches customer and competitor information and data.
• Works with the Capture team to identify and capture new market relationships with potential new clients and agencies.
• Identify and build new relationships with prospective business partners, such as potential prime contractor relationships and potential subcontractor relationships, including small, disadvantaged, and Alaskan Native-owned businesses and counselor and training consultants and networks.
• Coordinates with Sr Advisors to arrange initial contact with business targets and decision-makers in pursuit of company objectives.
• Lead all responses (e.g., RFI, RFQ, RFP, etc.) and proposal development activities, including proposal solutions, draft storyboards, and initial outlines; win themes; pricing support; and content.
• Organize and lead color team reviews.
• Responsible for quality control on writing standards and proposal compliance
• Lead new business pricing activities by developing competitive pricing analysis, conducting research regarding funding profiles, using price schedules, and developing cost workups in prescribed formats in conjunction with the VPF and pricing analyst.
• Coordinates company presence for bids with the marketing manager to strategize, develop, and implement the company's strategic marketing and public-facing market presence, including web content, brochures, collateral, and trade show participation.
• Develop, organize, and maintain all business development intellectual capital, including business past performance qualifications, key proposal content, team member resumes, and business contacts.
• Oversees supporting vendor relationships associated with Business Development functions.
• All other duties as assigned.

ESSENTIAL FUNCTIONS

• Proven experience in increasing revenues on IDIQ contracts (large deal volume, small and medium average value)
• Familiarity and proven success with federal acquisition vehicles such as GWACs, MACs, SeaPort, and GSA schedules.
• Working knowledge of SBA and FAR rules and regulations
• Knowledge of the Congressional authorization/appropriation budgetary development process
• Proficiency in tracking potential opportunities and forecasting accurately on a monthly/quarterly/annual basis.
• Experience evaluating and recommending key teammates and partners, as well as determining teaming strategies to optimize value and win probability.
• Substantial relationships with Federal Government agency and potential teaming partner personnel, particularly in the defense market
• Demonstrated critical thinking, self-starter attitude, self-awareness, and integrity.
• Skilled at active listening, creative problem-solving, and managing ambiguity.
• Excellent proposal writing and communications skills, with the ability to interact on an executive level and present key information to the leadership team.
• Attention to detail with strong organizational skills.
• Understand personal accountability and authenticity in approaching interactions with colleagues and clients.
• Proficiency in software and tools specific to the employee's level and area of expertise (i.e., Bloomberg Government, GovTribe, Unanet, , GSA eBUY, and USA Spend)
• Create, qualify, and maintain a robust pipeline of new business opportunities, owning and managing the capture-to-award process and serving as the 'lead' for one or two key Evans target customers/markets/agencies.
• Network and meet with customers, partners, and influencers in pursuit of new business to assess customer needs and develop preliminary solutions.
• Build solid networks and relationships with prospects, existing clients, and teaming partners.
• Create capture plans – call/meeting lists, decision makers and influencers, partners, competitors, etc.
• Contribute as needed to technical components of market surveys and proposals.
• Maintain responsibility for producing and delivering all proposal documents in conjunction with the proposal manager.
• Connecting and aligning with the company's growth goals and efforts through participation in training as needed and tapping internal resources to help build a growth mindset.

EDUCATION

Bachelor's degree in a related field (i.e., Business Administration or Information Technology)

5+ years of federal government-related business development experience is required in the federal government professional services marketplace.

Minimum of 3 years of knowledge and operational experience leading business development teams/projects.

Minimum of 8 years relevant experience (or additional years of experience, in lieu of degree)

Experience with Alaskan Native 8(a) Business Preferred

U.S. Government Contracts Experience

Business Development Experience

Successful track record of closing $10-20M deals single award deals for "new" business

PHYSICAL DEMANDS AND WORK ENVIRONMENT:

The work environment and physical demands described here are representative of those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required, sometimes for extended periods, to walk, stand, or sit. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines. The employee is occasionally required to climb ladders or stairs; use hands to type, finger, handle, or feel; reach with hands and arms; balance, stoop, kneel, crouch, or crawl; and get in and out of vehicles. The employee must occasionally lift and move small or large objects up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception, and the ability to adjust focus. While performing the outdoor field duties of this job, the employee will also be exposed to outside weather conditions and other conditions such as loud noises, fumes, odors, dust, etc. This position may require travel.

Note: This job description in no way states or implies that these are the only duties to be performed by the employee. He or she will be required to follow any other instructions and perform any other duties requested by his or her supervisor. The statements herein are intended to describe the general nature and level of work the employee performs in this position. They are not to be constructed as an exhaustive list of responsibilities, duties, and skills required of a person in this position. Furthermore, they do not establish a contract for employment and are subject to change at the direction of Akhiok-Kaguyak, Inc.

Akhiok-Kaguyak, Inc., is an Equal Opportunity Employer. Qualified applicants will be considered for employment without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, disability, or protected veteran status.

Akhiok-Kaguyak offers preference to qualified Akhiok-Kaguyak Native Corporation Shareholders and their descendants and spouses and to shareholders of other corporations created pursuant to the Alaska Native Claims Settlement Act, in accordance with Public Law and Title 43 U.S. Code 1626(g) and Title 42 U.S. Code i).