Business Development Manager

About Rockwood: Rockwood Company, LLC is a woman-owned small business change management consulting firm that delivers unrivaled value in the DC Metropolitan Area. Our consultants are solution innovators who specialize in devising and implementing bold, yet practical solutions to complex problems. We work side-by-side with our clients to take on the most critical challenges our nation faces. Our goal is to enable a more innovative, collaborative, and effective government capable of successfully executing today's mission and anticipating tomorrow's evolving challenges and opportunities. We bring human-centered design approaches to ensure our clients adopt and institutionalize sustainable change. Our core service offerings include strategy development and implementation, stakeholder alignment, customer experience, workforce readiness, strategic communications, and program management. Rockwood provides a team-oriented learning environment that pushes our consultants to grow. Consultants own their own success and partner with leadership to achieve their professional development goals.

About the Position:

The Business Development (BD) Manager plays a pivotal role in driving growth and expansion for Rockwood. This position is responsible for identifying strategic opportunities, forging key partnerships, and driving revenue growth through new business initiatives. The role requires a seasoned professional with a deep understanding of the Govcon industry, exceptional strategic thinking, and strong leadership skills. The position requires the ability to work full spectrum Business Development - from the identification of new opportunities to pursuit, capture, and proposal development and submission. This position also requires the ability to interface with government customers and industry partners on a regular basis. This position reports to the Director of Growth and is located in the Washington DC metro area.

Duties:

• Market Analysis: Analyze industry trends and market dynamics to identify emerging opportunities and threats. Stay informed about competitor activities and market shifts.
• Pipeline planning and execution: Develop and manage a comprehensive business development pipeline aligned with the company's objectives to achieve revenue and market share growth. Facilitates pipeline updates and capture gate reviews with corporate leadership as required.
• New Business Identification: Achieve revenue targets by identifying, pursuing, and capturing new business opportunities.
• Capture Management: Lead capture and support other Rockwood capture managers for new business opportunities including IDIQ contracts.
• Proposal Management: Lead development and submission of responses to RFIs/Sources Sought Notices and Request for Proposals (RFP)
• Contract Terms and Pricing: Work alongside executive leadership to negotiate contract terms, pricing, and agreements.
• Partnership Development: Establish and maintain relationships with potential partners, clients, and key stakeholders. Collaborate on mutually beneficial business ventures.
• Reporting and Analysis: Provide regular reports and updates to the executive team, highlighting key performance metrics and progress toward growth goals.
• Budget Management: Develop and manage bid and proposal allocations to optimize resource allocation and achieve strategic objectives.
• BD Process Development: Develop and improve internal BD processes.
• Training and Education:

• Foster a culture of growth excellence and customer satisfaction.
• Provide periodic training and mentorship for account and project managers on tools and techniques for supporting the entire BD lifecycle, from opportunity identification to proposal.
• Collaborate with Account and Project Managers on longevity planning, identifying and shaping new opportunities, reviewing agency acquisition forecasts, developing call plans, etc.

• Product and Service Expansion: Evaluate and recommend new service offerings that align with market demands and company capabilities.

Required Qualifications:

• Bachelor's degree and minimum of 8-10 years of experience in federal business development
• Active Security clearance
• Small business growth experience
• Demonstrated skills in all areas of business development including opportunity qualification, capture strategy, customer relationship development, relationship development with competitors, etc.
• Experience negotiating teaming agreements, contracts, and partnerships to ensure favorable terms and conditions for the company.
• Deep federal Govcon industry knowledge and network of government and industry contacts.
• Experience within DOD and the Federal Civilian marketplace.
• Demonstrated experience developing Price to Win (PTW) strategies and competitive proposal pricing volumes.
• Proficiency with Federal market research online tools (e.g. GovWin, Sam.gov, GSA eBuy, FPDS, etc.)
• Experience in identifying and qualifying business opportunities greater than $5M Total Contract Value.
• Deep familiarity with Shipley's capture process and a proven track record of winning new business in the federal market space.
• Eagerness to establish and maintain business relationships with government and industry customers and partners and participate in in-person meetings, industry events, etc.
• Expert knowledge and use of the MS Office suite) to prepare documents, spreadsheets, and presentations.
• US Citizen

Preferred Qualifications

• Master's degree
• TS/SCI Clearance Our Unique Benefits
• Competitive medical, dental, and vision insurance plans
• Employer paid short-term, long-term disability, and life insurance
• Rockwood matches eligible 401(k) plan members' contributions in an amount equal to 100% of your employee contributions, not to exceed 4%. Rockwood will allocate matching contributions into your Safe Harbor Matching Contribution Account after the end of each pay period.
• Five weeks of paid vacation
• Eight federal paid holidays
• Continuous education budget
• Spot cash bonuses and additional vacation days throughout the year to consultants who go above and beyond their job and bring exceptional value to the company, the team, and clients
• Tuition reimbursement
• Choice of cell phone, hotspot, or internet reimbursement
• Wellness stipend (for gym membership and other wellness related activities
• All company gatherings and events
• Participation in a wellness program to earn money that Rockwood will donate to charity of your choice
• Laptop, office supplies, and other equipment to maximize effectiveness when working from a home office (when necessary)

Rockwood Company values creating a diverse and inclusive environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local law. If you have a disability and would like to request and accommodation in order to apply for a position with Rockwood, please e-mail careers@rockwoodcompany.com. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.