Logistics Business Development Manager (Technology/Data Center)

A E M Inc•Springfield, VA

8d•Onsite

About The Position

The Logistics Business Development Manager will lead capture and opportunity pipeline development activities for the company and provide full life cycle management and support of the proposal response in close collaboration with moving, relocation and logistics business unit leaders and their teams. This position is focused on driving growth across our multiple lines of business and is responsible for identifying and qualifying new business opportunities originating from a variety of electronic RFP/bid/procurement opportunity sources, participating in needs assessments, leading the creation of solution recommendations and the development of oral and written solution presentations, written proposal responses and other business development collateral, as needed. The incumbent will lead and/or participate in team selling presentations, and will play a key role in achieving a common understanding of solutions to complex problems among executive and senior-level decision-makers with diverse viewpoints. The incumbent is also expected to assess unusual situations for business development opportunities, interpret data using statistical and visual modeling methods and independently develop action plans for addressing these opportunities. The ideal candidate is someone who is a self-starter, intellectually curious, thrives under pressure and enjoys a collaborative work environment.

Requirements

Experience leading the development of marketing communications material, proposals or grants.
Proven strong project management, organizational and decision-making skills.
Experience performing market and competitive analyses, using statistical and data analytics tools and best practices.
Business development experience (e.g., presenting proposals and negotiating with existing and prospective clients).
Confident and dynamic personality.
Excellent oral and written communication skills.
Strong attention to detail with respect to accuracy, proofreading and accuracy.
Strong work ethic and willingness to do what is necessary to consistently meet deadlines.
Ability to collaborate with internal and external contributors and stakeholders of all levels in an organization.
Highly proficient in Microsoft Suite (Word, Excel, PowerPoint, Outlook), Adobe, sales force automation (MS CRM preferred).
Ability to travel.
Ability to speak, read, write, and comprehend documents written in English to an above average competency.
Ability to support proposal writing, reports generation, and general correspondence.
Ability to effectively present information to internal or external clients.
Ability to add, subtract, multiply, and divide in all units of measure at an Intermediate to Advanced level.
Ability to work with mathematical concepts such as probability and statistical inference.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Nice To Haves

Experience working in international/cross-cultural environment highly desirable.
Candidate must be a Subject-Matter-Expert (SME) selling into the technology/data center, arts/museums, healthcare, aerospace/defense, or government/public sector space.
Ideal candidates will possess experience in proposal or grant writing and advanced knowledge of the various procedures and paperwork required for opportunity qualification, contract negotiations and procurement.

Responsibilities

Manage the full life cycle of the proposal response process, from identification and analysis of RFPs to final production and submission of proposals.
Research, query and continuously monitor industry publications, electronic RFP/bid/procurement government and other commercial opportunity sources, along with attending industry events as a company representative, for identifying potential new business development opportunities in moving, relocation and logistics.
Form and manage proposal response teams, by meeting with internal colleagues at all levels of the organization, and assigning tasks and completion dates as necessary and appropriate. The incumbent will schedule regular check-ins and provide relevant coaching as needed.
Review the work of cross-functional team members on the proposal team for accuracy, relevancy and completeness.
Assist the capture team with the identification and recruitment of service providers and contractors required for a successful bid submission.
Lead and/or participate in, as necessary and appropriate, team-selling presentations of proposal submissions to external clients. The incumbent will play a key role in achieving a common understanding of solutions to complex problems among executive and senior-level decision-makers with diverse viewpoints.
Register new business development opportunities in the company’s CRM database; monitor, note and report on wins, losses and no-decisions using CRM reporting and analytics tools.
Produce and present client management (e.g., client and/or company activity) reports on a periodic basis, with an interpretation of findings and recommendations for future action.
Create, manage and maintain a companywide proposal library, to include previous RFPs, RFP submissions and proposals.
Collaborate on the development of engaging and informative business development content, ensuring consistent tone, voice, perspective and alignment with brand guidelines and standards.
Perform market and competitive analyses in targeted geographies/markets/industries to identify new business development opportunities. The incumbent is expected to assess unusual situations, interpret data using statistical and visual modeling methods (e.g., regression analysis, flowcharts, diagrams, etc.) and independently develop action plans for addressing these opportunities.
Support management initiatives and requests as needed.
All other duties as assigned.