Senior Director, Business Development (Federal Health)

Founded by Tuskegee Airmen, ICF is a rapidly growing consulting company, and as we develop our footprint in technology modernization solutions, we are looking for experienced Federal growth leaders to drive business.

As an experienced Business Development (BD) professional, you will bring your intuitive skills and honed business expansion experience to ICF. In this role, you will drive the full lifecycle of business development activities to build, qualify, and manage a robust pipeline, as well as shape and win large single award opportunities in partnership with capture and proposal teams.

The Senior Director, Business Development role is focused on building direct Federal customer relationships within the Federal Financial marketplace to foster opportunity development for ICF. Knowledge and experience in marketing capabilities in the areas of application development and digital modernization is required, and knowledge of low-code/no-code platforms such as ServiceNow, Salesforce, and Appian is a significant plus.

This position is based in the DC area.

Responsibilities:

• Responsible for bringing, maintaining, and establishing relationships with federal clients and solution partners across federal health agencies including, but not limited to: Food and Drug Administration (FDA), National Institutes of Health (NIH), Centers for Disease Control (CDC), Centers for Medicare and Medicaid (CMS), and Health and Human Services (HHS).
• Responsible for identifying, shaping, and winning opportunities with an annual sales target of $50M.
• Focuses on building a pipeline for 6+ quarters into the future, qualifying opportunities well in advance to allow for shaping, and building and nurturing customer relationships for continued growth.
• Develops and executes opportunity shaping plans to influence buyers and shape resultant acquisitions.
• Engages in capture support for large opportunities, including building teams, negotiating workshare, developing and executing client engagement plans.
• Identifies, develops, and implements near-term and long-term business strategies that provide the business an opportunity to grow revenue.
• Nurtures & sustains customer and partner relationships that align with market growth and business development objectives.
• Engages in conferences and industry events including external speaking engagements and meetings with clients.
• Develops and supports strategic partnerships with industry leaders, driving innovation, and new business opportunities.
• Interacts regularly with senior management/executives from multiple areas within the company to include briefings and presentations on sales initiatives and outcomes.
• Partners with BD leadership to support overall strategic planning and linking pursuits/capture activities that support the business development metrics for awards submits, and pipeline growth in IT modernization.

What you must have:

• Bachelor’s Degree
• 15 or more years of selling work within the federal market.
• 10 or more years of building and executing client call plans, shaping requirements, and leading business development strategies in a collaborative team environment.
• 8 years of demonstrated and verifiable opportunities won, each valued over $25M.
• 5 or more years selling application development and modernization solutions.
• 2 or more years establishing relationships with federal clients and solution partners across federal health agencies including, but not limited to: Food and Drug Administration (FDA), National Institutes of Health (NIH), Centers for Disease Control (CDC), Centers for Medicare and Medicaid (CMS), and Health and Human Services (HHS).

What we would like you to have:

• Recent experience (within the last 5 years) winning opportunities valued over $25M.
• Expertise in developing opportunities for program growth and actively proposing and pursuing appropriate enhancements and changes.
• Exemplary presentation and communication skills, including authoring white papers, and responding to RFI’s and other presentation materials.
• Demonstrate success in developing and presenting complex ideas to executive audiences and effectively articulating customer positions, status, and strategies to senior management in a clear, concise, and decisive manner.
• Proficiency in MS Office Applications and CRM tools (Word, PowerPoint, Outlook, Excel, Teams, and Microsoft Dynamics).

#DMX #Growth

Working at ICF

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