Trailboss Enterprises, Inc. (www.trailboss.com)
District of Columbia
Trailboss Enterprises Inc. seeks a Director of Business Development to prospect for new clients in the Federal Civilian business lane. This individual will be responsible for driving the identification, development and capture of technical and professional services to Federal Civilian agencies including the Department of Homeland Security (DHS). It is critical for candidates to have STRONG relationships with DHS, with extensive experience working and/or managing programs across DHS agencies, including Customs & Border Protection (CBP); Citizenship & Immigration Services (CIS); U.S. Coast Guard; Federal Emergency Management Agency (FEMA); Immigration & Customs Enforcement (ICE); and Transportation Security Administration (TSA)
The ideal candidate will have experience conducting market assessment and account planning to develop the pipeline for new opportunities and business. This requires a thorough knowledge of DHS and other Civilian agencies, the solutions/services the company can provide and of the company's competitors. He or she will have played a hands-on role in new revenue attainment. The individual should have strong communication skills with the ability to interact effectively with government clients and contractor community executives.
The Business Development Director will have primary responsibility for account management across DHS, including identification and capture of new business opportunities, and oversee successful delivery of programs at DHS.
Only those candidates with prior experience conducting business development/selling within the Federal Civilian sector will be considered.
The Ideal Candidate Will Have:
*Existing relationships with decision makers within DHS and other Federal Civilian agencies
*Experience conducting and/or managing business development/sales
*Demonstrated knowledge of the competitive landscape, including an understanding of key contract vehicles
*Established relationships with relevant industry companies' practice leaders and principals
*Experience supporting all aspects of the Federal Business Development lifecycle including opportunity identification, qualification, account penetration, pursuit strategy, and contracting processes
*Ability to plan approach and work with the team to develop strategies that speak to the client's needs, concerns, and objectives
*Experience creating and providing inputs for proposal content
*Knowledge of FAR and DHS acquisition processes: DHS Acquisition Directive (AD) 102-01 and DHS Systems Engineering Lifecycle (SELC) is preferable
*Relationships and name-recognition within key DHS HQ and component program offices and procurement officials
Job Level Specific Duties & Skills
*Creates and manages developed/assigned pipeline of qualified prospects in line with Trailboss' growth strategy
*Leads capture for moderately complex, small to mid-sized contracts
*Utilizes advanced knowledge of Trailboss' service offerings and understanding of the customer's business to develop customized proposals that present creative solutions that successfully sell the organization's capabilities
*Builds forecasts, develops, and presents deal reviews to inform leadership and mature opportunities
*Establishes and maintains relationships with Government personnel, influencing their thinking through a consultative process
Required Basic Qualifications
*Bachelor's degree in a related field
*Minimum of 5 years relevant experience as a Federal Government contractor in Business Development, or management at the portfolio/program level
*Intimate knowledge of Federal Civilian agencies, with emphasis on DHS
*Demonstrated ability to build sales forecasts, develop and present coherent, focused and fact driven deal reviews
*Proven experience meeting sales goals through new business, contract re-competes and organic program growth.
*Ability to develop long-term strategic and executive level relationships with existing or prospective government clients
*Existing relationships within DHS. Proven track record of building relationships, influencing thinking through a consultative sales process, and closing complex services sales.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
We are an Equal Opportunity Employer M/F/Disability/Veteran.