The Mitchell Group, Inc. (TMG), a Washington, DC based government contractor specializing in international development work, is currently seeking a Business Development Manager (BDM) at our headquarters in Washington, DC. This role calls for a well-rounded performer who thrives in a fast-paced, demanding environment with a strong commitment to achieving goals and producing winning proposals.
The Business Development Manager (BDM) will play a pivotal role in driving TMG’s growth and expanding its presence in the government contracting space by contributing to strategic planning, new business development/marketing, and research and development. In addition, the BDM will help to implement and strengthen day-to-day BD operations and processes. This position will provide innovation, creativity, and strategic direction in proposal development, identifying new business opportunities, preparation of potential portfolio growth and networking opportunities. The Business Development Manager will use their experience as well as knowledge and understanding of USG agencies such as DOL, CDC, NIH, MCC, including TMG’s major client USAID, to develop effective business capture strategies and produce successful proposals.
In this role, the BD Manager:
· Works in collaboration with project team to identify and secure business opportunities for TMG through capture of new government contracts or expanding existing contracts.
· Conducts research on potential business opportunities, identifying executive level decision makers throughout various agencies and large systems-integrators, discovering areas where TMG’s capabilities and specializations could create valuable relationships, making the pitch, developing, and developing new networks.
· Researches new opportunities via on-line opportunity tools such as Govwin.com, SAM.gov, Ebuy.com, etc.
· Identifies potential opportunities and assess technical capability and strategic fit, risk, competition and win probability, initial pursuit costs, and Price-to-Win (PTW) assessment.
· Assists in identifying and analyzing potential opportunities and gathering intelligence about the client and the competition.
· Develops leads and “hits the pavement” to find new business in partners and agencies.
· Leads pre-proposal planning efforts including identifying potential new business opportunities, prioritizing bid opportunities, conducting research, and leading capture trips to the field, identifying potential partners (U.S., local, regional, and international partners), and leads recruitment and teaming discussions.
· Participates in formulating competitive and compliant pricing strategies and contributes to the completion of cost proposals by TMG’s Contracts and Financial Management staff.
· Contributes to the recruitment of long and short-term personnel for competitive bids and supports recruitment efforts with TMG’s Operations, BD, and Finance and Administrative staff including identifying potential candidates, interviewing, and vetting prospective candidates, and participating in final candidate selection.
· Manages and writes sections of competitive and compliant technical proposals for submission to USAID, other USG agencies, and other donors in accordance with RFI’s, SNs, RFPs, RFQs, RFTOPs, and TMG’s BD strategy.
· Supervises BD consultants when needed to ensure compliance, delivery of quality products, and adherence to the terms of each contract. Ensures contract compliance, schedule of delivery, and financial performance.
· Provides support and drafts sections on proposals, including the review and strengthening of proposals as needed.
· Supports and draft technical responses to challenging donor queries as needed.
· Conducts basic research and report writing as needed.
· Assesses TMG’s current consultant database and advise TMG’s senior management on its utility, update, upgrade and potential usefulness for recruitment and other activities.
· Develops infographics tailored to proposal efforts.
· Initiates strategic teaming arrangements, and draft teaming agreements, small business plans, and other adjunct plans.
· Facilitates TMG Internal Strategy discussions, and advise TMG senior management on strategic decisions, new directions, and opportunities.
· Advises TMG senior management on company image and marketing issues, and TMG’s print and online marketing materials, making them concise, compelling, up-to-date, and consistent with the strategic statements of TMG’s major clients.
· Analyzes new business lessons learned to integrate learning to strengthen ongoing business development and marketing efforts.
· Builds professional connections for TMG, to include key partners, consultants in our practice areas, as well as networking and strengthening relationships with key USG agency leaders in USAID, DOL, MCC, CDC, NIH, etc.
· Develops, implements and streamlines systems and procedures to help strengthen business development function
· Drafts past performances for new proposals to document the work of TMG on various projects, put in specified format, and ensure proposals meet the requirements set by the client.
Core Responsibilities:
· Strategic Planning: Assists with the development and execution of a comprehensive business development strategy focused on the government space, aligning with TMG’s growth objectives.
· Market Intelligence: Stays informed about the latest trends, policies, and opportunities within the US Government Contracting sector to identify potential leads and areas for expansion.
· Relationship Building: Leverages existing network and establish new connections with key stakeholders, decision-makers, and influencers in the government contracting arena.
· Lead Generation: Identify, qualify, and pursue high-potential leads for government contracts, leveraging your understanding of agency needs and contract lifecycles.
· Proposal Excellence: Collaborate closely with our proposal development team to craft compelling, compliant, and competitive proposals tailored to government agencies’ specific requirements.
· Contract Negotiation: Work alongside executive leadership to negotiate contract terms, pricing, and agreements with government clients, ensuring mutually beneficial outcomes.
· Pipeline Management: Maintain a robust opportunity pipeline, track progress, forecast revenue, and report on business development activities.
· Market Diversification: Identify opportunities for expanding TMG’s portfolio into new sectors or agencies, contributing to our market diversification efforts.
· Performance Metrics: Establish and meet key performance indicators (KPIs) related to revenue targets, win rates, and market share growth.
Required Experience:
· Bachelor’s degree or Master’s degree
· 4+ years of USG business development experience in full lifecycle of Federal capture from opportunity identification to the development and submission of compliant and winning proposals.
· Over 5 years of operations management experience preferred.
· Experience in writing and managing technical proposals for submission to USG-funded agencies.
· Excellent oral and written communication skills.
· High comfort level in dealing with executive level decision makers with poise, tact, and diplomacy.
· Ability to engage with decision makers via telephone and capture their interest in TMG.
· Must be a self-starter with the ability to show initiative/anticipate work that needs to be completed.
· Demonstrated proficiency in computer skills especially MS Word, PowerPoint, Excel, and Outlook.
· Excellent time management skills, strong attention to detail, and ability to learn quickly.
· Strong drive, work ethic and communication, analysis, and presentation skills.
· Knowledge of the federal acquisition process, procedures, and associated regulations.
· Ability to make sound business decisions and use appropriate judgment.
· Professional, dependable, positive and energetic personality with the ability to go ‘above and beyond the call of duty’.
· Experience writing government proposals, preferably for USAID, DOL, NIH, CDC, or MCC
· Track record of success winning government work either directly or through prime contractors.
· An understanding of the FAR and Government procurement process and vehicles.
· Must be legally authorized to work in the U.S., at the time of application: US Citizenship/Green Card holder.
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