Founded in 1990, award winning AFG Group, Inc. provides a full range of program, project, and construction management services to our clients - from project planning, definition, design, and construction, through commissioning, relocation, and move-in.
Recognized as an ENR Top 100 CM Firm, AFG’s portfolio includes the Department of Defense (DoD), General Services Administration (GSA), National Institutes of Health (NIH), Department of Veterans Affairs (VA), and various state/local agencies served through AFG’s nationwide offices and locations.
Business Development Director
AFG is seeking an experienced, collaborative, and strategically focused Business Development Director across major design and construction programs for Federal & Public Agencies, Healthcare & Laboratories, Transportation, Courts & Criminal Justice, and Education markets.
The successful candidate will have proven experience targeting and cultivating strategic business relationships, exceeding assigned objectives, and developing and executing 5-year growth plans.
This role requires the strategic and tactical development of opportunity pipelines, contract vehicles, revenue development plans, and support of and coordination with a seller-doer network of senior program and project managers.
Location and Reporting:
- While this is a remote position personnel should be located within the Virginia, Maryland, or Washington, DC metropolitan area
- Position reports directly to the Senior Vice President-National Sales and Growth
- Position collaborates with embedded operational BD technical staff (doers/sellers) in each division/office (doers/sellers) for expansion of existing client markets
- Position leads BD efforts for capturing new clients and contracts.
- Local and long-distance travel throughout the Eastern United States will be required as necessary to meet assigned objectives. This includes areas generally considered outside of the Eastern Region if client headquarters are located elsewhere.
Duties:
- Develop 5-year and Annual Growth plans for each office and division within AFG, concentrating on opportunities located within the Eastern Region of the U.S.
- Function as client facing business development lead to promote company, cultivate relationships, analyzes existing and anticipated client needs in partnership with operational staff.
- Expand business with current clients, and seek, create, and win new opportunities.
- Strategize on win themes to align with customers’ critical needs. Develop an opportunity pursuit plan and lead tactical planning sessions with core support team
- Convert Strategic growth initiatives into tactical pursuit action plans that prepare and preposition the Company for the win.
- Uncover actionable intelligence that enables the company to pre-position as a trusted advisor and subject matter expert with opportunity stakeholders and decision makers.
- Plan and participate in Business Development (BD) activities, to include opportunity gate reviews, black hat sessions, collaboration and workshop sessions, and proposal reviews
- Lead competitive assessments, teaming, and price-to-win efforts
- Develop white papers, RFI responses, and proposals as assigned
- Conduct proposal Pink, Red and White Team assessments for their prospects
- Brief Business Development status to senior management
- Conduct postmortem reviews on losses to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
- Mentor Project and Program Directors in business development, pursuit, capture strategies and tactical plan development.
- Cooperate with and lead matrixed teams in a virtual environment to achieve growth goals
- Exemplify company values and culture, being a team player and conducting oneself with high professional ethics
- Ability to operate office equipment such as personal computer, printer, copy machine, telephone, fax machine, desk supplies and other work related tools
- Ability to use computer programs (Deltek Vision, etc.), virtual meeting applications, social media sites like LinkedIn, MS Office suite including PowerPoint, Outlook, etc.
- Have clear, concise, and accurate professional communications skills, both verbal and written.
- Ability to lead and cooperate with teams of varying disciplines and levels of experience.
- Apply capture planning processes and best practices consistently.
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Minimum Qualifications
- Bachelor's Degree with at least 10 years’ business development within the AEC industry
- Professional certifications such as Registered Architect (RA), Certified Construction Manager (CCM), Professional Engineer (PE) preferred
- 5 years’ working on Federal Sector business development programs,
- A proven examples of successful capture management,
- Ability to obtain Security Clearance required; Active Secret clearance is preferred,
- Technical writing and proposal development experience
- Strong verbal communication skills and prior experience briefing executives
Physical and Environmental Demands
- Constantly Communicating with others to exchange information,
- Constantly Assessing the accuracy, neatness and thoroughness of the work assigned,
- Occasionally moving self in different positions to accomplish tasks in various environments,
- Occasionally remaining in a stationary position, often standing, or sitting for prolonged periods,
- Occasionally moving about to accomplish tasks or moving from one location to another,
- Occasionally adjusting or moving objects up to 20 pounds in all directions
- Rarely Low temperatures
- Rarely High temperatures
- Rarely Outdoor elements such as precipitation and wind
- Rarely Noisy environments
Benefits
As an employee, you could be eligible for:
- Competitive Industry Pay
- Paid Time Off and Holidays
- Flex Time
- Bonus plans
- Professional Learning and Membership Incentives
- Health, Dental, and Vision Plans
- 100% Company-Paid Disability & Group Life
- Flexible Spending Accounts
- 401K with Employer Match
- New Parent Leave
- Relocation Assistance
- Pre-tax Commuter Benefits
Qualified applicants at AFG Group, Inc. must be U.S. citizens or lawful permanent residents and must meet client security requirements. Positions requiring security clearance are open to U.S. citizens only.
AFG Group, Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or national origin.
We are equal opportunity/affirmative action employers, committed to diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability, or protected veteran status, or any other protected characteristic under state or local law.