The Business Development Manager or Director will lead assigned markets, client accounts, and pursuits from early positioning through capture and proposal transition. The incumbent will also help establish and maintain company-wide business development processes, including pipeline governance, CRM data quality, pursuit tracking, forecasting, marketing strategy, and coordination across executives, technical leaders, capture managers, and proposal staff. Responsibilities may be allocated by client, geography, or market among members of the business development team. The position requires leadership, management, and consistent execution; it is not solely a relationship-management or sales-advisory role.
Primary Responsibilities:- Develop and sustain trusted relationships with Federal clients, industry partners, and other stakeholders, with emphasis on one or more priority USACE or NAVFAC organizations.
- Create and execute account plans for assigned clients and markets, including relationship goals, client needs, acquisition outlooks, positioning strategies, call plans, and measurable next steps.
- Identify, qualify, and shape opportunities well in advance of solicitation; assess fit, competitive position, likely acquisition approach, teaming needs, investment requirements, and probability of success.
- Lead or support capture for priority pursuits, including capture planning, competitive assessment, solution development, win themes, teaming strategy, price-to-win inputs, gate reviews, and transition to the proposal team.
- Manage the business development pipeline and opportunity forecast. Ensure opportunities have accurate intelligence and manage stages, values, probabilities, schedules, owners, and next steps.
- Administer the Company's CRM framework and business development operating rhythm, including data standards, dashboards, pipeline reviews, action tracking, and accountability for timely updates.
- Develop and lead an integrated marketing strategy that supports priority accounts and capabilities, including campaigns, client-facing materials, conferences, sponsorships, presentations, website content, and thought leadership.
- Coordinate closely with technical and operational leaders to translate Marstel-Day's capabilities and past performance into differentiated client solutions and practical growth strategies.
- Build and manage relationships with large and small business partners; evaluate teaming opportunities and recommend appropriate prime, subcontractor, joint-venture, or mentor-protege approaches.
- Monitor Federal budgets, agency plans, contract vehicles, forecasts, recompetes, and market developments; communicate actionable intelligence to company leadership and delivery teams.
- Establish and improve business development tools, templates, procedures, calendars, account records, and knowledge repositories so that information is current, accessible, and useful across the Company.
- Support proposal strategy and reviews and participate in color-team reviews, oral presentations, debriefings, and lessons-learned sessions. Proposal production is not a primary responsibility and will be led by dedicated proposal staff.
- Provide concise, candid reporting to executive leadership on pipeline health, capture progress, resource needs, risks, and expected outcomes.
- Represent Marstel-Day professionally at client meetings, industry events, conferences, and partner engagements; travel up to 15% as needed to advance assigned accounts and pursuits.
Priority Client Relationships:The strongest candidates will bring well-established, current relationships and a record of successful business development with one or more of the following organizations. Experience with every listed organization is not required.
- U.S. Army Corps of Engineers Baltimore, Mobile, Norfolk, and/or Louisville Districts.
- Naval Facilities Engineering Systems Command Atlantic, Mid-Atlantic, Washington, and/or Southeast.
Qualification Requirements:- Demonstrated success developing and winning Federal work in architecture-engineering, environmental, natural resources, installation and community planning, resilience, sustainability, or related professional services.
- Established relationships with decision-makers, program managers, contracting personnel, technical leaders, or other influential stakeholders in at least one priority USACE or NAVFAC organization identified above.
- Experience leading the Federal business development and capture lifecycle, from market intelligence and opportunity qualification through capture, proposal strategy, award, and debriefing.
- Working knowledge of Federal acquisition practices and contract vehicles, including IDIQ and task-order environments. Experience with SF 330 selections and qualifications-based procurements is strongly preferred.
- Experience managing a CRM and a multi-opportunity pipeline, with the discipline to maintain reliable data, forecasts, action items, and management reporting.
- Ability to develop marketing strategies and client-facing messages that connect company capabilities to specific mission needs and acquisition opportunities.
- Strong judgment, initiative, follow-through, organization, and written and verbal communication skills.
- Ability to work collaboratively across a remote, multidisciplinary organization and to hold peers and leaders accountable for agreed business development actions.
- Bachelor's degree in business, marketing, planning, engineering, environmental science, communications, or a related field.
- Typically, six or more years of progressively responsible Federal business development, capture, client management, or related experience is required for the Business Development Manager position and twelve years for the Business Development Director position. Marstel-Day will consider candidates with a different mix of experience who demonstrate strong relationships and a record of results.
- Proficiency with CRM platforms and Microsoft 365 applications.
Measures of Success:- Growth in qualified pipeline, client access, capture readiness, and wins within assigned accounts and markets.
- Accurate and timely CRM records, forecasts, pursuit schedules, and next-action tracking across the business development pipeline.
- Consistent execution of account plans, capture plans, pipeline reviews, and marketing initiatives.
- Effective coordination among business development, operations, technical staff, proposal personnel, and executive leadership.
The incumbent must:- Be able to travel periodically for client meetings, conferences, partner engagement, and capture activities.
Salary and Benefits:The Company offers a very flexible work environment with competitive salaries and excellent benefits. We pay a competitive salary or wage commensurate with the incumbent's level of education, certification or registration, experience, and responsibilities. Business Development Manager salary range is $88,000 - $115,000 and Business Development Director salary range is $115,000 - $138,000. Full-time employees receive access to a Company-provided health plan and 401(k) plan; disability and life insurance coverage; holiday and personal leave accruals; and other benefits.
Application Requirements:If reading this open position announcement on our Company's website employment page, follow the instructions provided on the employment page. If viewing this announcement on another independent employment website, there may be additional site requirements necessary for submitting an application. If reading this announcement offline or on a site that does not link to our webpage, please go to https://www.marstel-day.com/MarstelDayLife.html and follow the instructions on the Company's employment page. At a minimum, please submit a resume for consideration. Candidates are encouraged to include a brief description of the Federal client organizations with which they have substantive relationships and examples of pursuits they have helped position, capture, or win. We will eventually need a minimum of three professional references and a copy of your transcripts.
