Business Development Director - Commercial Markets

Overview

The Work

The Business Development Director (BDD) is responsible for achieving the sales goals of the Cayuse Commercial Business Unit, primarily through developing and capturing business within the commercial markets.  This includes developing sales plans based on company goals that will promote profitable sales growth and customer satisfaction for the organization. The BDD will work closely with Client Account Leads (CALs) and Operations Directors as they pursue new growth opportunities.

 

This position performs all duties and responsibilities in accordance with the Mission, Vision, and Core Values of Cayuse.

Responsibilities

Key Responsibilities

• Work closely with the Managing Director – Proposal Management to assist with managing qualified opportunities through Cayuse’s sales processes, ensuring active participation from opportunity ideation through contract award.
• Leverages existing relationships and developing new relationships in the marketplace to identify and qualify business opportunities, researching and analyzing capture options.
• Plan and execute proven capture strategies and develop plans and techniques that will convince potential clients to do business with Cayuse.
• Establishes trusting, honest broker relationships with clients by providing support, information, and guidance, researching and recommending solutions to their challenges and opportunities.
• Identifies and qualifies potential teaming partners and business relationships that result in the development of winning proposals and successful delivery.
• Understand and translate buyer requirements into mission relevant solutions.
• Works closely with Client Account Leads to manage all client interaction throughout the sales/capture cycle.
• Assist in helping the Sales, Proposal and Pricing teams with understanding client requirements and inputs required to create project work plans and cost estimates.
• Align solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions.
• Take an active role in Bid/No Bid discussions, proposal strategies, drafting proposal content, and quality reviews of proposals.
• Other duties as assigned.

Qualifications

Qualifications – Here’s What You Need:

• Requires a bachelor’s degree in business administration, Marketing, or related field, MBA a plus.
• Minimum 10 years of successful commercial consulting, business development, and marketing experience in commercial clientele.
• Veteran status a plus.
• Advanced sales/capture and marketing skills, including proven experience marketing or selling services and products to buyers while communicating past performance and capabilities which differentiate Cayuse from other small businesses.

• Demonstrated outstanding writing skills, verbal communications skills and organizational skills.
• Demonstrated understanding of Client business practices with a working knowledge of costing, pricing, and profit margins, including contractual obligations and risks.
• Proficient with commercial market dynamics, in particular solutions and technologies that are hot in the market and at what price points customers are buying them.
• Familiarity and experience with compliant accounting systems; Costpoint a plus
• Proficient in government and commercial opportunity mining resources, i.e., GovWinIQ, Bloomberg, SAM, etc.
• Working knowledge of processes for business development and proposal management
• Proficient in Microsoft and Adobe toolsets, including Excel, Word, PowerPoint, Acrobat, etc.
• Preferred knowledge in areas of Information Technology services (software development, cyber, cloud), Emergency Management, Operations & Maintenance services, Facilities Management, Environmental services, and Professional Services.
• Existing relationships with potential clients and teaming partners, such that one can “hit the ground running” required
• Willing to travel for short term assignments
• Highly motivated and is at ease with handling or managing multiple tasks at any one time
• Excellent business acumen and industry acumen
• Ability to forge new relationships, individual and teaming in nature

• Must be able to pass a background check. May require additional background checks as required by projects and/or clients at any time during employment.

Reports to: Executive Managing Director, Commercial

 

Our Commitment to you / overview of benefits

• Competitive Pay and Incentive Program Eligible
• Incentive Compensation based on profit