Note: The job is a remote job and is open to candidates in USA. Strategic Growth Partners is hiring a Chief Business Development Officer employed by SGP and dedicated to the organization it supports. The CBDO will build and lead a unified business development system, set growth strategy and targets, direct BD functions, and oversee capture, proposals, marketing, and executive relationships across priority business units.
Responsibilities
- Set growth targets. Build an annual growth plan with revenue, pipeline, and win-rate targets for each business unit and operating company in the CBDO's scope, and gain the approval of the CGO and the client's executive leadership
- Establish agency targets. Set the portfolio's target agencies, markets, and contract vehicles, and approve each business unit's targets within them so the operating companies do not compete with one another
- Partner with the CGO on growth strategy. Work with the CGO to shape the organization's overall growth strategy, including markets, contract vehicles, teaming, and acquisitions, and bring SGP's growth methods and reach-back support to each business unit
- Run one BD system. Stand up and enforce a single CRM, common pipeline stages and entry criteria, and bid/no-bid gates across all business units
- Set the tone and direct the SGP VPs. Communicate expectations, priorities, and standards for BD across the portfolio, and direct the vice presidents who lead proposals, pricing, marketing, and related functions. Assign the Market Intelligence Analyst, Business Development Managers, and Capture Managers to the business units, and resolve competing demands for their time
- Lead the BD team. Directly manage the BD staff who move to SGP and report to the CBDO. Lead outreach and direct the capture process for the business units in the CBDO's scope, and coordinate with BD staff who remain within their business units so all teams work inside the same system
- Make bid/no-bid decisions. Chair gate reviews for every pursuit, and record each decision in a bid/no-bid memo
- Standardize capture and proposals. Make sure every pursuit follows a standard capture plan, capture deck, and proposal process, including compliance checks, color reviews, pricing and price-to-win, and contract review (the contract review workflow is still being defined). The CBDO directs the capture process on pursuits in the CBDO's scope; where a business unit lead directs capture, that unit follows the same process
- Lead executive relationships. Build executive-level relationships with priority customers, primes, teaming partners, and mentor-protégé partners, in coordination with the business unit leads who own day-to-day customer relationships. Make sure every contact is logged in the CRM
- Lead marketing. Set marketing strategy and brand standards across all operating companies, and approve capability statements, website and SAM/DSBS profiles, campaigns, and event plans
- Hold business unit leads accountable for growth. Run a monthly growth review with each business unit lead against the unit's growth targets, and escalate unresolved priority or resource conflicts to the CGO. P&L performance remains with the business unit leads
- Report monthly and quarterly. Deliver the monthly performance report to the CGO and the client's executive leadership, by business unit and portfolio total, and present a quarterly BD update to the Board
- Learn from every award decision. Complete a win/loss debrief after each award decision, and feed the lessons into the next capture plan
Skills
- Experience leading growth for a company or business unit of at least $100 million in annual revenue, with direct accountability for its pipeline, bookings, and revenue targets
- Experience directing vice presidents and senior functional leaders across proposals, pricing, and marketing
- Fifteen or more years of federal business development, capture, and proposal experience, including at least five years leading a BD organization at the executive level
- A record of winning new federal work and retaining recompetes across multiple agencies
- Working knowledge of the SBA 8(a) program and the rules for tribally owned entities, including sole-source authority, set-asides, and affiliation
- Experience positioning companies on major contract vehicles such as OASIS+, SEWP, and STARS III
- Experience leading capture and proposal teams through a formal, gated process such as Shipley
- Experience building a CRM-based pipeline and delivering monthly performance reports to executives or a board
- Ability to hold business unit leads accountable for growth without direct authority over them
- Bachelor's degree
- BD experience in federal IT and defense services markets
- Experience growing a multi-entity holding company or a tribal, Alaska Native, or Native Hawaiian enterprise
- Active security clearance, or the ability to obtain one
- MBA or related advanced degree
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