Senior Director of Business Development

US-VA-Arlington
Category
Business Development
Type
Regular Full-Time
Close Date
3/1/2018

Overview

The Senior Director of Business Development at QED Group is a key leadership position reporting directly to the CEO/Founder. The BD Director will be someone who brings a proven track record in successfully leading business development activities which focus on USAID and other international markets. The ideal person should be someone who has the experience/ ability to provide attention to details but also has the ability to think beyond the ‘transactional’ and provide ‘big picture’/strategic thinking. This person will bring a blend of management, strategic thinking, and marketing skills. In this role the person will set the tone for BD across the organization and will also lead a five- to seven-person BD team. The position will lead QEDs business development activity from big picture thinking to day-to-day management, and the details that make proposals, and ultimately QED Group, successful. The ideal candidate should be looking to grow their senior leadership, marketing, and business development skills while building a high-achieving, fast-paced team.

 

Reporting to the CEO, the Director of Business Development (BD) directs and leads the business development function. He/she will sharpen and further build the BD culture at QED as well as manage the BD process and BD team to ensure that QED can meet its annual BD goals. The BD team is responsible for providing overall support and guidance to all of QED’s technical units any business development and proposal work with new and existing clients. He/She works with others in the BD team, and QED’s Programs Division to develop and prepare proposals and respond to business opportunities. As part of the QED senior management team he/she will help set actively work in integrating BD in the day to day operations, current projects, and actively participate in providing guidance on marketing and communications, innovation, and other cutting-edge QED initiatives.

 

Specifically, he/she is responsible for leading a team of 5-7 staff that is involved in identifying BD opportunities (generally in the $10-$25 million range, but up to $100 million), coordinating and managing the ‘capture’ process, developing proposals, assisting with the write-up of select sections, and the compliance and the final production and delivery of proposals including interfacing with partner, subcontractors, and clients.  The Director of BD will also be involved in teaming decisions, pricing strategy, win strategies, proposal development, and closing these opportunities. He/she will oversee and provide support in building the capacity of BD team members including proposal managers, intelligence associates, and cost & pricing team members.  Other responsibilities include marketing QED’s core strengths to clients and partners, fostering and developing new partnerships, and directing current projects when necessary.

 

 

 

Responsibilities

 Senior Management Role/Strategic Management Guidance (30%)

  • Participate as a core member of the senior management team to foster a BD oriented culture across the organization;
  • Achieve annual sales target by planning for, identifying, and submitting at least 20 bids per year;
  • Improve win rate by developing the strategies, systems, and team to do so;
  • Review, revise and consistently implement established, objective criteria for go/no-go decisions;
  • Lead go/no-go decisions using the established, objective criteria;
  • Identify, manage, and clearly communicate to staff the BD opportunities pipeline;
  • Manage the capture process;
  • Participate in QED’s innovation hub and other corporate initiatives that contribute to its organizational strategic thinking or cutting-edge ideas that improve QED’s work and competitiveness; and
  • Work with senior management team to coordinate and collaborate so that BD is integrated in the fabric and everyday functions at QED.

 

 

Bid Management (25%)

  • Guide the BD team in reviewing, updating, developing where necessary, documenting, and implementing proposal development templates, resource tools and forms;
  • Develop and implement a seamless BD process that is clearly communicated and understood by all;
  • Review bid processes regularly, identify gaps, and increase efficiencies;
  • Coordinate the production and delivery of proposals as assigned, ensuring that proposals meet funder specifications and deadlines, as well as QED’s quality standards;
  • Oversee all aspects of the proposal process from “go live” until award decision, including proposal review teams, coordinating inputs with the program staff, recruitment, cost and pricing, and the contracts department;
  • Serve, as necessary (primarily for very large proposals), as the proposal manager for the proposal strategies, teaming agreements, and technical portions or submissions including drafting corporate capabilities, branding and marketing plans, and other corporate documents; and
  • Conduct after-the-fact analysis of proposal development to find opportunities for improvement.

 

Day-to-Day Management (25%)

  • Supervise two to three proposal managers, an intelligence associate, and two cost & pricing staff members;
  • Report regularly to the management team on performance and goals (i.e. win rate; annual sales target);
  • Maintain accurate information in relevant databases, including those on corporate capacity;
  • Maintain accurate and timely electronic files; and
  • Coordinate with Regional BD lead in Asia.

 

Teaming/interfacing with potential partners/subcontractors (15%)

  • Represent the company to potential clients and partners and lead discussions on specific bids;
  • Lead efforts to build partnerships and subcontractor relationships and support proposal managers to negotiate partnership arrangements and budget; and
  • Coordinate teaming agreements, subcontracts, and other institutional agreements with partners.

 

 

Preparing for ad hoc opportunities to present to potential clients (5%)

  • Prepare and present formal presentations to prospective clients based on their needs.

 

 

Qualifications

  • Masters’ degree in a relevant field or equivalent experience required;
  • 10-15 years of relevant experience in proposal management and business development activities, specifically USAID contracts;
  • Experience in marketing and market development, especially to USAID and the international donor space (DFID, UN, etc.);
  • Experience leading key personnel searches for competitive bids;
  • Successful track record of capturing prime new business awards with USG federal agencies working internationally and multilateral international donors;
  • Experience leading and supporting new business efforts;
  • Experience in developing cost proposals and pricing strategies, preferred;
  • Outstanding written and oral communication skills;
  • Excellent interpersonal skills;
  • Advanced project management skills;
  • Previous experience supervising staff;
  • Well-organized, attentive to detail, skilled in setting priorities and meeting deadlines, and able to handle multiple tasks simultaneously;
  • Works well independently and in teams; proactive in anticipating work requirements and problem solving;
  • Overseas experience a plus;
  • Ability to travel 20-25% of time; and
  • Proficiency in Microsoft Office applications.

 

How to Apply

 To apply for this position please follow the following steps:

  1. Complete the online application.
  2. Attach your resume.
  3. Click on the link: Biodata AID1420-17, fill out the form, sign it, and attach/upload it to your application. You may also include other documents such as cover letter and/or a work sample.
  4. Submit your application, resume, completed biodata, and any additional documents.

Please note that applications submitted by other means; or without resume and/or biodata will not be considered.

Only finalists will be contacted. No phone calls please.

 

Reasonable accommodation requests will be considered on a case-by-case basis.
The QED Group, LLC is an Equal Opportunity Employer. Women and Minorities are encouraged to apply. AA//V/D.

 

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