Job Description

The Acuity Business Development Representative (BDR) position is a senior customer-facing sales role. The position requires client/partner management skills, federal contracting expertise, and business leadership for solution positioning and integration. 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, and internal cross functional teams and operational delivery lines to expand our portfolio of services across our Integrated Mission Solutions strategic business unit, focusing primarily on the Federal Civilian Market to include but not limited to agencies such as FEMA, DHS and HHS. 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. Acts as the 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. Develops strategies and leverage customer relationships to build insight into program requirements and acquisition strategy ahead of procurements. Identifies and targets 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. Operates as a thought leader on this topic to help manage Acuity’s risk, financial performance and grow our business in their target markets. 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. Qualifications: Bachelor’s degree in a field related to business development such as business administration, etc. or equivalent relevant work experience. Minimum of seven (7) years of Federal contractor experience supporting business development and/or capture activities to include related technical or program management experience and minimum of four (4) years focusing on large government opportunities. May substitute Federal government employment experience as either a Sr. Business Development Specialist, Supervisory Business Operations Manager, or Government Program Manager in lieu of Federal contractor BD experience. Demonstrated successful track record of supporting and winning contracts for federal and/or state and local government customers. Possess developed and mature key relationships across multiple federal civilian government agencies. Ability to think strategically and operate independently. Track record of executing aggressive call plan including history of being able to “walk the halls” and schedule meetings with customers to increase brand awareness, resulting in a two-way dialogue with ongoing follow up to develop solution presentations based on the client’s needs. Ability to work hand in hand with internal Capture, Pricing and Proposal Managers to confirm that the solution and messaging stays consistent with what was presented to the customer during the sales campaign. Extensive knowledge of the business development process that entails the development of management, technical, and past performance approaches, cost volume management, teaming, pricing strategies and competitive assessments. Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with senior managers, employees, and the public. Strong leadership skills with an ability to coach, lead, motivate and influence others to support corporate goals and objectives to produce a winning proposal within budget and schedule constraint. Ability to understand profit and loss calculations and basic business finance. Demonstrated ability to analyze business environments including typical terms and conditions and other typical bid requirements e.g., Letters of credit, offset, holdback, warranties, etc. Advanced working knowledge with Microsoft Office products (Excel, PowerPoint, Word, etc.). Shipley (or ToTS) or APMP certified. Position may require U.S. citizenship for purposes of obtaining clearances. Preferred Qualifications: Master’s degree in business management or related field. Advanced project management skills. Physical Requirements: Work involves sitting and standing for prolonged periods of time. Able to communicate verbally and listen for constant surveillance of staff activities. Work is normally performed in a typical interior/office work environment; travel within the United States is required.

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