Business Development Representative - State Government and Commercial

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The Acuity Business Development Representative (BDR) position is a senior, customer-facing sales role. The position requires client/partner management skills, contracting expertise, and business leadership for solution positioning and program capture. The BDR will be called upon by Acuity's Executive Leadership Team (ELT) for insight and action on strategic initiatives.

The BDR will work closely with leadership, operations, internal cross - functional teams and operational delivery lines to expand our portfolio of services across our Integrated Mission Solutions and Global Health Services Business Units for State Governments and Public Transportation Organizations (Commuter Rail/Bus/Metro/Ferry/Port Authority)

This role will focus primarily on specific State government departments within a subset of states that are best aligned to the Acuity managed services portfolio. We believe that a significant market exists due to large populations of "safety sensitive" work forces. These work forces require ongoing medical surveillance and occupational health services (Police, Corrections, Fire, EMT, Transportation, Environmental Management etc.). Further, as the States invest in modernizing infrastructure, a need exists for Independent Advisory Construction Management (CMa "owners agent") professional services. CMa is required for large capital projects typically related to "Infrastructure". The buyers of this service are often the State Departments of Transportation and General Services. In addition, we believe that Acuity's Emergency/Disaster Response and Recovery Services can also be positioned with the States' Department of Emergency Management (DEM) and with our strategic partners (Tidal Basin/MLU and others).

The BDR will create and maintain relationships with influential industry partners to identify and drive winning solutions and multi-year contracts. Note that Acuity has invested in the success of this role through pairing the BDR with consulting "Advocate" services to help make introductions to key State government leaders. The vision for this role is to be part of the State Government, political and business "fabric". This will require participation in locally based activities such as fund-raising dinners, political associations, industry events etc. Ideally the BDR lives in NoVA, or NE Florida or can easily travel to the target States from home location (east coast based preferred but not required).

The successful BDR will build and maintain an active pipeline of single-award programs, and task orders opportunities associated with IDIQ contracts. The goal for this "book of business" is to develop a pipeline that is 3 x the annual booking target for the targeted States. This role is eligible for the Sales Variable Compensation (Bones) Program as described in the Compensation Policy for net new work won by the BDR and the supporting capture team "Capture Bounty". Additional bonuses are available for exemplary performance associated with key strategic wins.

Ideally, the BDR will have the ability to work from our offices and travel to customer sites as needed. There is an expectation of consistent travel to increase the visibility of Acuity and develop relationships with customer/partner stakeholders (Department Operational Leaders, Contract Officers/Contract Officer Representatives, Executive Leadership etc.)

Duties and Responsibilities:

• Leverages customer intelligence & research resources to identify, develop, and qualify opportunities that align to the company's strategic sales campaigns that result in meaningful and measurable revenue growth.
• Achieves growth goals through winning new business, contract recompetes by developing long term teaming, and on-contract program growth strategies.
• Develops and maintains an active strategic growth plan, and the associated pipeline, in alignment and consistent with corporate campaign strategy and goals.
• Primary interface with customer stakeholders and industry community for assigned opportunities.
• Builds customer relationships through effective communications, pre-identification development, and long-term thought leadership
• Develop strategies and leverage customer relationships to build insight into program requirements and acquisition strategy ahead of procurements.
• Identify and target new business markets, adjacent services and markets, and strategic partnerships.
• Incorporates the standard Acuity Business Development, Capture, and Proposal Processes in daily activities, and effectively manage and communicate the opportunities and plans for management and technical teams.
• Assists in developing potential adjacent customers by demonstrating dynamic solutions, capabilities, and potential acquisition paths for early-stage opportunities, working with internal technical and program management teams to develop responses for requests for information (RFI), market surveys, white papers, presentations, briefings, and major event demonstrations.
• The BDR will work closely with marketing, operations, and leadership to develop offers/content for innovative new platforms for the growth and delivery of our expert managed services solutions. This person should ensure that we are well represented at targeted industry events.

Qualifications:

• Bachelor's degree in a field related to business development such as business administration, marketing, communications, etc.
• Five (5) years of experience successfully supporting State Government business development and/or capture activities to include related technical or program management experience.
• A minimum of four (4) years of experience focusing on large government opportunities.
• Demonstrated a successful track record of winning contracts with state and local government customers.
• Proven experience building relationships with strategic teaming partners (as a prime and as a tier 1 sub-contractor).
• Existing relationships across multiple State government agencies. Activity with RGA, DGA, NGA and/or other State government/transportation associations a "plus".
• Ability to think strategically and operate independently. Aggressive and methodical follow-through on topics of interest.
• Track record of documenting and executing a call plan that resulted in net new business.
• Ability to work hand in hand with internal Capture, Pricing, Contracts and Proposal Managers.
• Extensive knowledge of the business development process (Shipley model or similar framework) to include, but not limited to:
  • Development of management and technical responses.
  • Past performance approaches.
  • Cost volume management.
  • Teaming/pricing strategies and competitive assessments.
• Understanding of profit and loss calculations and basic business finance.
• Strong leadership skills with an ability to coach, lead, and motivate others to support corporate goals and objectives to produce a winning proposal within budget and schedule constraint.
• Demonstrated the ability to analyze business environments including typical terms and conditions and other typical bid requirements.
• The BDR must operate as a trusted partner to our clients, Acuity, and our Teammates. The expectation is to prioritize the best interest of the relationships with customers, partners, and internal stakeholders. Consequently, there may be work that is too risky to pursue - the BDR should operate as a thought leader on this topic to help manage Acuity's risk, financial performance and grow our business in their target markets.

Acuity International is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration without regard to race, color, sex, national origin, age, protected veteran status, or disability status.

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