Strategic Growth Partners (SGP), a government contracting advisory firm, provides a full suite of support services (Shared Services) to the organization, including growth support led by SGP's Chief Growth Officer (CGO).
The organization wants one senior seller who brings in new work for the whole company rather than for a single business unit. SGP is hiring a Senior Vice President (SVP), Business Development, employed by SGP and dedicated full time to the organization, to lead business development and own revenue day to day. The SVP, Business Development reports to the organization's President & COO, with a dotted line to SGP's CGO.
The SVP, Business Development finds, qualifies, and wins new federal work for every business unit in the organization. The role leads outreach to agencies, primes, and teaming partners; builds and manages the qualified pipeline; leads capture on priority pursuits; and brings each pursuit to its bid/no-bid review with a written recommendation. The SVP, Business Development works inside the BD process that the business unit leads own together with SGP, and draws on SGP's proposal, pricing, marketing, and market intelligence teams for support. Business unit leads keep ownership of their P&L and their day-to-day customer delivery relationships. Results are reported monthly to the President & COO and SGP's CGO.
RESPONSIBILITIES:
• Sell across the whole company. Find and pursue opportunities for every business unit, and match each opportunity to the unit, or combination of units, best placed to win it.
• Own the revenue number. Carry the annual new-business revenue target agreed with the President & COO and SGP's CGO, and keep a written plan for closing any gap to it.
• Build the target list. Recommend target agencies, buying offices, and contract vehicles for each business unit, working with the business unit leads and SGP's market intelligence support so the units do not compete with one another.
• Lead outreach. Meet agency program and contracting staff, small business offices, primes, and teaming partners every month, and log every contact in the CRM.
• Build and manage the pipeline. Qualify every opportunity against the agreed pipeline stages and entry criteria, keep each record in the CRM current, and review the pipeline with each business unit lead every month.
• Lead capture on priority pursuits. Write the capture plan, shape the solution and teaming approach, gather customer intelligence, and work with SGP's pricing team on price-to-win.
• Bring pursuits to bid/no-bid. Present each pursuit at its gate review with a written recommendation, and carry out the decision recorded in the bid/no-bid memo.
• Support proposals through submission. Hand each approved pursuit to SGP's proposal team with a complete capture package, take part in color reviews, and confirm the win themes reflect what the customer said.
• Build teaming and partner relationships. Identify primes, subcontractors, and mentor-protégé partners that close capability gaps or open new contract vehicles, and lead teaming discussions with the business unit leads.
• Protect recompetes. Track every contract due for recompete, start capture early, and coordinate with the business unit lead who owns the customer relationship.
• Work with SGP's marketing team. Supply the customer and market input SGP's marketing team needs for capability statements, SAM/DSBS profiles, and event plans, and recommend which events are worth attending.
• Report monthly. Deliver a monthly report to the President & COO and SGP's CGO covering pipeline, submissions, awards, and progress against the revenue target, by business unit and company total.
• Learn from every award decision. Complete a win/loss debrief after each award decision, and feed the lessons into the next capture plan.
PERFORMANCE MEASURES
The SVP, Business Development will be measured against the following items, all reported monthly by business unit and company total. Numeric targets will be set…