Job Description
Job DescriptionSENIOR BUSINESS DEVELOPMENT SPECIALIST FAIRFAX, VA
ARC Group has an immediate opportunity for a Senior Business Development Specialist! This is a direct hire FTE position located in Fairfax, VA. This is a fantastic opportunity to join a well-respected organization offering tremendous career growth potential.
At ARC Group, we are committed to fostering a diverse and inclusive workplace where everyone feels valued and respected. We believe that diverse perspectives lead to better innovation and problem-solving. As an organization, we embrace diversity in all its forms and encourage individuals from underrepresented groups to apply.
Candidates must currently have PERMANENT US work authorization. Sorry, but we are not considering any candidates from outside companies for this position (no C2C, 3rd party / brokering).
SUMMARY STATEMENT
The Senior Business Development Specialist is responsible for the identification, cultivation and successful pursuit of opportunities aligned with the corporate strategy of delivering long-term value to the company and clients (e.g., Defense Health Agency (DHA), Department of Veterans Affairs (VA), and the Centers for Medicare and Medicaid Services (CMS)). This includes the full spectrum of business development related activities, with an emphasis on corporate growth through the development and maintenance of customer intimacy, understanding market influences and changes, acquisition strategies, budgets and goals, developing and maintaining strategic industry partnerships, and development and execution of account and call plans. This is a highly visible role that will lead revenue generation. The ideal candidate will lead and direct cross-functional teams formed to support capture and proposal development and will serve as the voice of the customer in driving growth.
ESSENTIAL RESPONSIBILITIES
Business Development - 85%
- Maintains a current and comprehensive understanding of ever-changing market conditions and communicates to Business Development Team and senior leadership the impacts of these changes on federal department, agency and programs
- Develops and executes Account Plans and Call Plans.
- Develops new ideas that align with corporatestrategies and objectives that will guide account activities and yield opportunities for growth.
- Identifies and develops strategic alliances and partnerships, working to execute new markets, new distribution channels, and new products. Conducts competitive analysis, tracks industry trends, and identifies new markets.
- Develops high quality, winning responses to government proposals, ensuring the development and delivery of compelling responses to requests for information and proposal responses.
- Identifies key contract opportunities and maintains the company pipeline; participates in planning sessions.
- Identifies and meets with client stakeholders to determines their goals and objectives specific to each opportunity.
- Develops and regularly updates formal opportunity pursuit reviews/summaries for the Business Development Team and senior leadership.
- Analyzes opportunities to provide leadership with various options and the best strategy to secure large program wins.
- Identifies and secures potential teaming partners with a clear understanding of their complementary value.
- Works closely with various stakeholders throughout the company to assess capability fits for upcoming opportunities.
- Engages with Business Development Team to support the formal capture and proposal process through award to include finalizing teaming agreement, win strategy development per client goals and objectives, and proposal reviews.
- Articulates corporate value propositions to partners and customers.
- Maintains a broad understanding and application of company capabilities and their importance to customers.
- Identifies trends in customer purchasing patterns and enacts plans to help capture emerging business.
- Develops corporate communications articles such as Capabilities Presentations, Marketing Sheets, etc.
Proposal Execution -- 15%
- Ensures win strategy, technical solution, win themes, discriminators, voice of the customer, and customer goals/objectives that do not conflict with the RFP, and value proposition are clearly enunciated and understood by the proposal team and are well-articulated and consistent in the proposal response.
- Coordinates and guides stakeholders to include consultants, teaming partners,subject matter experts/teammates to capture and develop all strategic input for proposals.
- Develops and conducts executive briefings and gate reviews on capture/proposal opportunities.
- Facilitates price-to-win strategy development and associated activities.
- Ensures win strategy, solution, win themes, and features/benefits and discriminators, are clearly enunciated and understood by the proposal team and are well-articulated and consistent in the proposal response.
- Assesses impact of modifications and changes and updates to procurement on proposal strategy and conveys changes to proposal manager and writing team.
- Leads and/or facilitates color and management teams reviews.
- Tracks proposal wins/losses and leads lesson-learned sessions to identify the strengths and weaknesses of each proposal and the overall proposal development process to ensure continuous process improvement.
- Ensures lessons learned are shared across the organization.
- Maintains a strong understanding of the Federal Acquisition Regulation and federal proposal process.
REQUIRED QUALIFICATIONS
- Bachelor's degree
- 6 years of proven experience in identifying and supporting opportunities (preferably in federal health care) to include experience in the Defense Health Agency, Department of Veterans Affairs, and the Centers for Medicare and Medicaid Services to include identifying procurement pipelines, building relationships with key stakeholders, and facilitating meetings with company's solution/technical personnel.
- Strong understanding of the Federal Acquisition Regulation and federal proposal process.
- Ability to prioritize and manage several opportunities simultaneously. Brainstorms new ideas, initiatives, and activities to increase profitability and create value for the organization and customers.
- Ability to excel at multi-tasking to meet competing priorities and critical deadlines.
- Ability to review proposals to assess win strategy and win themes.
- Excellent communication (verbal and writing) and organizational skills and demonstrated experience effectively managing growth-focused teams of diverse levels of seniority and experience.
- Highly proficient in MS Office Suite (Outlook, Word, Excel, PowerPoint).
Would you like to know more about our new opportunity? For immediate consideration, please send your resume directly to John Burke at johnb@arcgonline.com or apply online while viewing all of our open positions at www.arcgonline.com.
ARC Group is a Forbes-ranked a top 20 recruiting and executive search firm working with clients nationwide to recruit the highest quality technical resources. We have achieved this by understanding both our candidate's and client's needs and goals and serving both with integrity and a shared desire to succeed.
At ARC Group, we are committed to providing equal employment opportunities and fostering an inclusive work environment. We encourage applications from all qualified individuals regardless of race, ethnicity, religion, gender identity, sexual orientation, age, disability, or any other protected status. If you require accommodations during the recruitment process, please let us know.
Position is offered with no fee to candidate.