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The Senior Business Development Director focuses on building customer relationships with Federal Government and Federal Prime clients in order to identify and provide management solutions. This position pursues and closes business opportunities within the federal sector. Responsibilities include identifying, developing, qualifying, negotiating, and positioning sales opportunities for capture. The Business Development Director supports all subsidiary companies across the company. When necessary, the Director implements, manages and controls program directives related to acquired contracts which ensures the timely accomplishment of all specified requirements and works with management and the team to establish program priorities according to established policies / procedures and within stipulated budgetary confinements.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Essential duties and responsibilities include the following. Other duties may be assigned.
Responsible for the integration of CNI Core Competencies into daily functions, including: commitment to integrity, knowledge / quality of work, supporting financial goals of the company, initiative / motivation, cooperation / relationships, problem analysis / discretion, accomplishing goals through organization, positive oral / written communication skills, leadership abilities, commitment to Affirmative Action, reliability / dependability, flexibility and ownership / accountability of actions taken.
Supports division growth and operation strategies and objectives, leads business development efforts and provides program management/oversight. Assists division leadership and staff to identify, capture and new contract (government or commercial) work and provides operation oversight where needed.
Responsible for generating detailed understanding of the government contracting industry and competitive landscape through primary research and engagement with customers and other stakeholders. Generates detailed knowledge of customers’ needs, behaviors, how they satisfy these needs, and the value delivered.
Identifies potential business partners and negotiates agreements.
Works with other divisions to ensure alignment of company goals, as set by senior management.
Develops and maintains an effective pipeline of potential opportunities and makes a substantial contribution to the financial standing of the overall division, while considering strategic LLC placement of each opportunity.
Works with LLC Managers in developing a client/contract solution defining formalized processes to maintain current contract renewals/recompetes. Evaluates and develops a competitive solution and/or approach that will enhance competitive position and name recognition in the market.
Develops client relationships, evaluates needs, develops solutions, and manages operational elements. Works with leadership to ensure client requirements are met and align with the strategic plan.
Serves as a focal point, and provides program management guidance and expert support for the contract.
Provides program management oversight and ensures goals and objectives are set. All related program responsibilities / projects are assigned, completed on-time and within budget. Monitors progress, and resolves any identified issues affecting successful project / program completion.
Pays strong attention to cost and schedule management. Prepares periodic reports regarding status of contract schedules and budgets.
When required, is responsible for overall assignment of work, management of personnel, financial budgets, as well as all operations and technical aspects for the successful completion of the contract / program requirements.
Possesses and exercises general knowledge of all technical and management areas of the contract. Acts as a technical advisor, and implements processes and procedures for effective program management.
Plans and establishes objectives, goals, standards, forecasts, budgets, and special projects as required.
Prepares reports for submission to customers, division and corporate leadership.
Provides expertise for proposal preparation and pricing activities, including price negotiation and capture activities during the proposal phase.
Manages high-level relationships including leading kick-off meetings, communications and performance measurements.
Serves as primary point-of-contact with government contract staff for reporting project status.
Responsible for effective communication with Contracting Officer and field operations.
Provides SME oversight of post-award implementation plans when appropriate. Sets up infrastructure and compliance for smooth transition of new requirements.
Directs site visits and on-site meetings as needed.
Stays up-to-date on new and emerging technologies and market trends.
Develops a strategy to ensure the Executive Vice President remains informed of new and emerging initiatives and modernization as it pertains to the company.
Ensures coordination with operational leadership regarding implementation of program-specific process improvement initiatives.
Participates in interdisciplinary projects and groups to achieve maximum efficiency.
Assists in the development of policies, guidelines, and procedures to ensure quality and cost control.
Identifies data gaps and integrity concerns. Establishes and implements correction plans and recommends system and procedural enhancements to prevent further data integrity issues.
Develops reports and metrics to identify potential challenges / issues and develops corrective actions before client notification to CNI.
Collects data and analyzes trends to initiate process improvement and implementation strategy for functional areas.
Requires frequent travel.
Responsible for aiding in own self-development by being available and receptive to all training made available by the company.
Plans daily activities within the guidelines of company policy, job description and supervisor’s instruction in such a way as to maximize personal output.
Responsible for keeping own immediate work area in a neat and orderly condition to ensure safety of self and coworkers. Will report any unsafe conditions and/or practices to the appropriate supervisor and human resources. Will immediately correct any unsafe conditions to the best of own ability.
EDUCATION / EXPERIENCE
Bachelor's degree and a minimum of ten (10) years’ experience, or 15- 17 years of business development and program management experience across multiple federal agencies.
Proven track-record of success in government contract management and business development.
Must possess leadership experience at similar Tribally-owned organizations and experience with the Small Business Administration programs, to include, but not limited to: 8(a), HUBZone, Mentor Protégé’, and Joint Ventures.
Must possess high-level business acumen with excellent judgment and creative problem-solving skills, to include, but not limited to negotiation and conflict resolutions skills.
Entrepreneurial team player who can multitask and effectively interface with senior management team, staff, and customers.
Proven superior management skill with the ability to influence and engage direct and indirect reports and peers.
Motivated individual with track record of setting and achieving challenging goals; demonstrates sense of urgency, is persistence and overcomes obstacles; measures self against standard of excellence; takes calculated risks to accomplish goals.
CERTIFICATES, LICENSES, REGISTRATION
Security clearance preferred, but not required.
Federal agency access clearance a plus.
JOB SPECIFIC KNOWLEDGE / SKILLS / ABILITIES
In depth knowledge of Federal Acquisition Regulations (FAR)
Exceptional leadership and motivational skills
Visionary Leadership - Displays passion and optimism; inspires respect and trust; mobilizes others to fulfill the vision; provides vision and inspiration to peers and subordinates. Skilled in facilitating teamwork and coordinating efforts for the successful achievement of goals
Excellent customer service and relationship-building skills
Detail-oriented with exceptional organization, problem-solving and critical thinking skills
Ability to inspire outstanding work from team members having a wide range of experience and technical abilities
Excellent verbal and written communications skills with solid presentation skills and ability to write federal contract proposals
Ability to interact effectively with all levels of management for planning and control of projects
Ability to interact professionally with team members, corporate staff, and clients of all levels
Ability to manage and resolve conflicts, grievances, confrontations or disagreements in a constructive manner
Ability to represent CNI in a positive and competent manner with current and prospective customers
Solid ability to manage simultaneously multiple projects and priorities, work under pressure and meet tight deadlines
Ability to make sound, well informed and objective decisions; perceives the impact and implications of decisions
Ability to prepare, justify and administer program budget and to assess financial conditions
Ability to persuade others to accept recommendations and to negotiate to find mutually acceptable solutions
Ability to organize work, set priorities and determine resource requirements
Ability to read, analyze, and interpret complex documents
Ability to respond effectively to the most sensitive inquiries or complaints
Ability to write speeches and articles using original or innovative techniques or style
Ability to make effective and persuasive speeches and presentations on controversial or complex topics to top management, public groups, and or boards of directors
Self-reliant, results oriented individual with exceptional written, oral, interpersonal, and presentation skills.
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume. Ability to apply concepts of basic algebra and geometry.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
The physical demands described here are representative of those that must be met by an employee to perform successfully the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this job. Work is primarily performed in an office environment. Regularly required to sit. Regularly required use hands to finger, handle, or feel, reach with hands and arms to handle objects and operate tools, computer, and/or controls. Required to speak and hear. Occasionally required to stand, walk and stoop, kneel, crouch, or crawl. Must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus. Exposed to general office noise with computers printers and light traffic.
If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!