Business Development Manager

Chenega Corporation

14h•$155,000 - $155,000•Remote

About The Position

Come join a company that strives for Extraordinary People and Exceptional Performance! AOR Logistics LLC seeks to add a Business Development Manager. AOR is a Small Business Administration (SBA)-certified 8(a) Small Disadvantaged Business and is a member of the Chenega Alaska Native Village Corporation and the Chenega Professional Services Business Unit (PSSBU), which supports multiple subsidiaries of the Chenega Corporation. AOR Logistics specializes in government industry transportation and logistics services, including transportation planning, transportation management, transportation services (shuttle, busing, other vehicles), freight forwarding, and distribution logistics. The Business Development Manager will drive organizational and revenue growth across these current and other potential future company capability areas. Organizational Structure and Reporting The Business Development Manager will report to the President of AOR Logistics LLC.

Requirements

Education: Bachelor’s degree required.
10+ years demonstrated experience and success developing business in the government transportation services, distribution, and logistics marketplace. The ideal candidate will have knowledge and experience identifying, qualifying, and successfully pursuing contracts in the federal, state, and local government transportation marketplace.
Successful background check.
Exhibit and nurture a positive, collaborative, and collegial demeanor and working relationship with co-workers, supervisors, and subordinates.
Provide clear communication about work routine, schedule, and activities, ensuring company leadership and others are fully aware of project and task status, activities, progress, milestones, deliverable status, support needed, and availability.
Demonstrate a seamless ability to work remotely in a highly effective and impactful manner, with little to no continual direct supervision.
Communicate with co-workers, supervisors, and subordinates in a clear, positive, and constructive manner.
Demonstrate strong analytical and critical-thinking skills to evaluate markets, customers, competitors, risks, and investment decisions.
Demonstrate strong knowledge, experience, and success in the business development identification, qualification, and capture process.
Possess an innate ability to collaborate and build mutually beneficial industry partnerships, with a focus on understanding how to create company value propositions and discriminators in a highly cost-competitive environment.
Possess working knowledge of government pricing strategies, cost drivers, and price-to-win methodologies.
Work across PSSBU subsidiaries and Chenega business units by collaborating constructively and interacting seamlessly with stakeholders at all levels. Exhibit the ability to lead, influence, and drive outcomes across cross-functional teams without direct authority.
Demonstrate superb writing skills and the interest, ability, and initiative to make significant writing contributions to proposals.
Be able to successfully build and work within high-performance teams in an entrepreneurial environment.
Proactively identify and capture business opportunities, conduct competitive intelligence, and lead research into gathering critical information relative to upcoming government solicitations and unsolicited requirements.
Demonstrate the use of sound judgment
Be of unassailable ethics, integrity, and professionalism.
Be capable of traveling 25% or more at the direction and authorization of company and/or business unit leadership.

Responsibilities

Work closely with the company President to ensure business development and operations efforts are aligned and executed seamlessly and harmoniously.
Identify appropriate government and industry target markets, sectors, opportunities, customers, and partners. Serve as a primary point of contact for key customers, building, and maintaining trusted relationships before, during, and after contract awards.
Lead the development of appropriate business growth strategies.
Identify, qualify, and successfully lead the pursuit and capture of new business opportunities, including opportunity gate reviews and go/no-go decisions, providing data-driven recommendations to the President and company leadership.
Conduct research on government and commercial contract opportunities through market research databases and websites.
Apply an expert-level knowledge of working with tools such as Deltek GovWin, Capture Exec, and/or others to develop a comprehensive business growth pipeline. Track metrics including pipeline values, win probability/rates, revenue targets, and return on investment for capture activities.
Identify and shape customer requirements, gather competitive pricing intelligence, and conduct analyses to create winning business development strategies.
Support the development of responses to government Request for Information (RFIs), Sources Sought notices, and Proposals, and help identify proposal Win Themes, Differentiators, and Price-to-Win strategies.
Support the development of White Papers that encourage government customers to consider technologies and other solutions offered by our firm, the adoption of which generate efficiencies and enhancements to performance, quality, customer service, and/or cost savings.
Develop and leverage mutually beneficial industry partner relationships, positioning the company for maximum success in developing competitive and non-competitive Prime and/or Subcontract bids, proposals, and/or directly negotiated awards.
Identify appropriate industry associations and/or organizations the company should consider joining that enhance the company’s positioning, competitiveness, and access to customers in the target marketplace. Actively participate in networking events offered by associations or organizations the company joins and contribute to committee and/or working group activities offered by these associations or organizations.
Lead and document post-award decision lessons learned, for both successful and unsuccessful business opportunity pursuits, to help steadily improve the company’s competitive knowledge and performance on future competitive bids.
Collaborate with company and PSSBU leadership to establish and mature long-range fiscal and capture planning and forecasting processes, and conduct in-depth analysis in support of business and prospect capture decisions as required.
Champion company and PSSBU organizational growth through an entrepreneurial spirit and by co-authoring and executing creative strategies that directly impact company growth.
Support the company leadership with the management, administration, and adherence to federal and industrial compliance requirements relating to the company’s freight and transportation certifications and registrations, including the Transportation Security Administration (TSA), Federal Maritime Commission (FMC), and others. Become qualified for and assist company leadership in managing the company’s suite of transportation sector certifications.