KeySource Group - KeySource Consulting - Team
DoD, BUSINESS DEVELOPMENT MANAGER
LOCATION: USA, (Flexible)
B&W delivers advanced engineering, manufacturing and construction solutions to meet global energy demands. Their capabilities include renewable energy, clean coal, nuclear power and national security. The company manufactures sophisticated components for national defense programs and specialized equipment that reduces emissions. The company is also a leading provider of components and services that enhance commercial nuclear plant capacity and reliability. B&W continually responds to changing business climates, deploying new and efficient ways to service their customers. The company has locations worldwide and employs approximately 13,000 people. For additional information, go to the company website at: www.babcock.com
The Opportunity:
Develop and manage dynamic business growth in the US Dept of Defense, NASA and DHS markets. Integrate products and services of various B&W divisions with the demands of the federal government and those of outside companies, such as AE/CM’s, equipment suppliers, and developers to produce a full service package. The successful candidate will draw on his / her extensive network of relationships in the federal market, especially the DoD, and serve as a strategist for growth; display an entrepreneurial spirit in leading strategic planning, capture planning, win strategies, teaming and alliance formation.
Position Title: Business Development Manager
Reporting To: Vice President, Business Development
Location: Washington, DC, Lynchburg, VA or Other (Flexible)
Priorities and Responsibilities:
Strategic Planning. Manage and direct development of project strategy on assigned projects, assessing technical and commercial risks versus protection and allowances. Develop project financing and project organization structure such as limited partnership or sales-leaseback arrangements. Provide research and analysis of business opportunities; assessing potential markets and developing projects for use in new marketing initiatives. Evaluate projects through financial feasibility studies, market research and planning.Sales / Proposals / Negotiation. Lead sales efforts, capture management activities and proposal efforts. Negotiate contracts including teaming agreements, long term O&M or base operations, site services, and facility management contracts. Assist in the preparation of contracts including insurance, letters of credit, startup services, site procurement access and utilities. Establish and negotiate partnering, joint venture and limited liability company agreements as required.
Positioning and Promotion. Develop a network of clients, teaming partners, and influencers within the market sectors and submarkets. Establish B&W as a service provider leader within the target market spaces by participating in related professional societies, conferences, and economic development organizations. Identify target clients and project opportunities; work with B&W management for reviews and approvals of projects being pursued. Evaluate projects through financial feasibility studies, market research and planning.
Client Maintenance. Foster long-term, trust-based relationships with all core clients. Develop and maintain sustainable relationships with key decision-makers.
Administration. Manage marketing and sales activity within the established budget for the core team. Provide timely market updates to senior company managers.
Knowledge, Skills and Abilities
Demonstrated track record in leading rapid business growth in the federal sector
Entrepreneurial spirit for growth and resource management
Established network of relationships with key decision-makers in the DoD, NASA and DHS markets, including federal executives, corporate leaders, business development professionals and project managers
Knowledge of programs of interest including Base Operating Support Services (BOSS); Facility Operations and Maintenance (O&M); Chemical, Biological, Radiological and Nuclear (CBRN); Domestic Nuclear Detection Office (DNDO); Weapons of Mass Destruction (WMD)
Strong product knowledge with experience in project financing and contract negotiating
Ability to direct and/or collaborate with proposal managers, engineers, financial analysts, and sales personnel as well as work closely with legal personnel
Personal Attributes: The successful candidate will have demonstrated and verifiable experience in business development. This leader will possess excellent interpersonal, relationship and communication skills – both written and verbal.
Special Experience: The ideal candidate will have at least 15 years of engineering, marketing and sales related experience. 10+ Years experience in the DoD, NASA and DHS markets is desired. Candidate must be able to obtain and maintain a DOE or DoD security clearance; Active DOE or DoD clearance is a plus.
Education: An undergraduate degree in engineering or equivalent is required. An MBA is strongly preferred.
Compensation: The appropriate candidate will be offered an attractive salary, excellent benefits, and relocation assistance commensurate with this position.
Contact Information: KeySource has been exclusively retained to conduct this leadership search. All information exchanged and related to this role is considered proprietary and will be managed through:
Send résumé to David Linke.
