Manager, Business Development

American Bureau of Shipping•Washington, DC

About The Position

The Business Development Manager – Government Sector drives growth for ABS Group’s government-focused portfolio by developing and executing strategies to win new work and expand existing accounts across federal, state, and local agencies. This role is a core sales position responsible for new business acquisition and account expansion, with a focus on professional and consulting services such as risk and reliability, safety and mission assurance, cybersecurity, and digital/analytics solutions. The successful candidate combines strong government market knowledge with a proven track record selling complex professional services and the ability to connect ABS Group’s capabilities to mission, regulatory, and operational needs.

Requirements

Bachelor’s degree from an accredited university in business, engineering, science, public administration, or a related field; or equivalent relevant experience.
Typically 5+ years of experience in business development, capture, or account management within government markets, with a focus on professional/consulting or technical services.
Demonstrated success winning work with U.S. government agencies (e.g., DHS, DoD, DOT, DOE, USCG), including experience with federal acquisition and contracting processes.
Proven track record of identifying, qualifying, and winning complex government opportunities and meeting or exceeding sales targets.
Strong understanding of government acquisition processes, contract vehicles, and procurement regulations; familiarity with FAR/DFARS and major government contract types (e.g., IDIQ, BPA, FFP, T&M).
Excellent consultative selling, communication, and presentation skills with the ability to engage both technical and non‑technical stakeholders, including senior government officials.
Ability to rapidly learn and effectively articulate ABS Group’s technical capabilities, value propositions, and past performance to government clients.
Proficiency with CRM and standard business productivity tools; strong skills in producing professional proposals, presentations, and business communications.
Highly self‑motivated, organized, and able to manage multiple accounts, pursuits, and deadlines simultaneously.
Strong collaboration skills and the ability to work closely with cross-functional teams across sales, operations, technical delivery, contracts, and leadership.
Cultural and organizational awareness of how government agencies operate, make decisions, and measure success.

Nice To Haves

Experience in one or more of the following domains is strongly preferred: Risk management, safety, mission assurance, or asset integrity
Cybersecurity, OT/ICS security, or critical infrastructure protection
Management systems, regulatory compliance, or assurance services
Digital transformation, analytics, or operational excellence in a government context.

Responsibilities

Develop a deep understanding of government missions, priorities, and operating environments (e.g., federal civilian agencies, DHS, DOT, etc.), including budget cycles, acquisition approaches, and funding mechanisms.
Monitor policy, regulatory, and market drivers affecting demand for ABS Group services such as risk management, safety and mission assurance, cybersecurity, resilience, and digital/operational excellence.
Identify and understand the key challenges, risks, and requirements shaping government programs in areas such as critical infrastructure, transportation, maritime, and public safety.
Build and maintain strong relationships with government decision‑makers, program managers, contracting officials, and key influencers across assigned agencies and accounts.
Serve as a trusted advisor by understanding agency missions and program needs and aligning ABS Group’s technical capabilities and past performance to support those objectives.
Grow existing accounts by expanding into new programs, missions, and functional areas while ensuring high levels of customer satisfaction and repeat business.
Proactively identify and qualify new opportunities through market research, industry networking, partner engagement, and regular client interaction.
Track opportunities through government procurement channels (e.g., SAM.gov and other agency portals, contract vehicles, GWACs/IDIQs, BPAs, and task orders).
Develop and execute capture and account plans for priority agencies and programs, including call plans, competitive positioning, and win strategies.
Maintain a strong working knowledge of ABS Group’s government-relevant services and solutions, including but not limited to: Cybersecurity and OT/ICS security Management systems and compliance Data analytics, digital and operational excellence solutions
Work closely with internal subject matter experts (SMEs), project managers, and technical teams to shape solution concepts and value propositions responsive to government requirements.
Plan and lead client meetings, briefings, and presentations, including bringing ABS Group leadership and technical experts into strategic discussions with agencies.
Collaborate with proposal, contracts, and legal teams to: Develop compliant, compelling, and competitive bids and proposals. Structure pricing and terms that align with government acquisition regulations and ABS Group business objectives. Contribute to proposal strategy, solution narrative, win themes, and orals preparations as needed.
Ensure accurate and timely entry of all account, contact, and opportunity information in ABS Group’s CRM; maintain a clear view of pipeline, stage, probability, and forecast.