Business Development Manager (DOD/Military)
Rasmussen University
Washington, D.C.

Responsibilities:

• Develop a viable pipeline of new business enough to satisfy annual quota requirements.
• Employ a solutions-based approach to identify client business problems.
• Work closely and collaborate with internal subject matter experts to formulate high value client-based solutions.
• Maintain timely records to provide accurate pipeline and activity reporting.
• Maintain a working knowledge of federal human capital issues in general and specific impacts within an assigned territory.
• Prospect within territory to identify opportunities that align Graduate School USA capabilities..
• Assess target organizations and create the business development plan.
• Develop and execute a sales plan that includes establishing contacts, building key relationships, qualifying leads, and defining capture strategy.
• Organizing and leading capture teams and managing all tasks and activities necessary to win new business.
• Working closely with Bids and Contracts to develop responses to opportunities.
• Building relationships with partners to expand strategic teaming opportunities.
• Identify and participate in marketing and networking events, such as agency industry days, small business forums and creative business events.
• Creates marketing collateral for pitch purposes to attract and educate targets.
• Screens potential business opportunities by analyzing ideal customer profiles to ensure correct targeting.
• Documents all business development by using Salesforce.
• Maintains confidentiality of all GSUSA information.
• Updates job knowledge by participating in educational opportunities; reading professional publications, maintaining professional networks, participating on professional organizations.
• Prepare briefings and present information to internal and external stakeholders regarding trends, issues, and opportunities.
• Share new Graduate School USA products and services with client network.
• Work with internal stakeholders to meet special or unique customer needs.
• Arrange and participate in internal and external client briefings
• Identify opportunities for campaigns, services and distribution channels that will lead to an increase in sales and revenue.
• Use knowledge of the federal government and business competitors to identify and develop GSUSA’s unique selling propositions and differentiators.
• Other duties as assigned.

General

• Demonstrates staff planning and assessment skills, and strong leadership skills including consensus-building, conflict resolution, motivation, and decision-making.
• Promotes identifications of best practices and fosters cross functional sharing of initiatives, innovation, and best practices.
• Continuously improve internal operations.
• Other projects as assigned.

Position Requirements:

Unique knowledge and skills:

• A track record in sales that supports evidence of a proven ability to close.
• Strong listening and presentation skills.
• Must be self-motivated and have the ability to motivate others.
• Extensive Business Development and Sales Force system knowledge.
• Ability to establish priorities among multiple tasks.
• Ability to operate independently to accomplish the assigned mission.
• Ability to make logical decisions that support the intended objective, considering the best interests of GSUSA.
• Professionalism and high degree of emotional intelligence.
• Ability to manage expenses to assigned budget.
• Provide weekly situational reports, and monthly budget reports.
• Strong digital research skills, ability to quickly and accurately find, absorb and analyze market information and recognize patterns and trends
• A detailed understanding of the Department of Defense marketplace, including potential customers, partners, and competitors.
• Knowledge of federal training processes/procedures and government procurement processes, practices, and vehicles including the GSA schedule is highly desirable.
• A background in marketing and successfully selling a range of training and management consulting professional services to the federal government.
• A strong network of current executive and line management relationships at key federal agencies and prime contractors.
• Ability to work with staff at all levels.
• Must have excellent verbal, written, communication and interpersonal skills with a strong customer focus.
• Ability to work in a team environment.
• Strong Internet research skills, ability to find, absorb and analyze market information and recognize patterns and trends quickly and accurately.
  • Must have strong presentation skills with the ability to speak comfortably to large audiences and in a one-on-one environment at varying levels of leadership.
  • Willing to travel as appropriate to partner sites to maintain business relationships and attend education fairs and other functions.
  • Ability to work cooperatively and collaboratively with all levels of employees, management, and external partners to maximize performance, creativity, problems solving and partner experience.
  • Must be able to easily work within a fast-paced, growing organization.
  • Must have high ethics, courtesy, and professionalism.
• Contact (types and levels – internal and external):
  • External contacts will include executive, senior and mid-level at private corporations and associations, and current and prospective students.
  • Internal contacts may include fellow GSUSA employees up to the CEO and Board of Directors level, including students, alumni, and prospective students.
• Problem solving and decision-making ability:
  • Ability to organize resources in the most effective way to accomplish many competing missions.
  • Ability to establish priorities among multiple tasks.
  • Ability to operate both autonomously and within a collaborative team atmosphere.
  • Ability to translate general mission guidance into specific actions.
  • Ability to make logical decisions that support the intended objective, considering the best interests of the university system.

Required Education and Preferred Experience:

• Must have at least 4 years’ experience in sales.
• Military Background preferred.
• Demonstrated ability to communicate and collaborate with mid- to high-level leadership (e.g., Managers, Directors, Presidents/CEOs of corporate and industry trade organizations and government agencies).
• Must have a proven track record of success of individual success as well as proven ability to lead and grow high-performing teams.
• Experience with government-wide and schedule procurement vehicles as well as the government contracting processes and practices.
• Must be proficient in Microsoft Office applications and use of the Internet.
• Experience with Salesforce.com preferred.
• Project management and data analytics experience preferred.
• Experience with customer relationship management, data visualization and data reporting and analysis software preferred.

Competencies Critical to this Position:

• Self-directed, self-aware, self-managed, empathetic.
• Customer service and student orientation.
• Strong communication skills and ability to listen.
• Strategic thinking, change, creativity, and innovation.
• Task and project management.
• Planning and monitoring for results.
• Rational decision making.
• Patient and willingness to be a team player.
• Possesses a high degree of situational adaptability.

Desired Attitudes:

• Passionate about work, success and making a difference.
• A dedicated professional.
• Seeks to continuously develop skills and knowledge of self and others.
• Mature, confident, and assertive with a “get it done attitude.”
• Embraces challenges and uncertainty as an opportunity to grow both professionally and personally.
• High degree of credibility, expertise, and confidence (with a notable absence of arrogance).
• Encourages others to stretch beyond their current capabilities and demonstrates a willingness to do the same; is creative and open to new ideas.
• Is concerned about the total organization; perceived as a good partner with other groups and individuals within the company.

About Us:

Founded in 1921, Graduate School USA (GSUSA) is an independent, not-for-profit educational institution based in Washington, DC, offering workforce training and services across the U.S. and around the world. The organization is a leading provider of professional development and training courses for the federal government and private sector, serving organizations and individuals with programs designed to support organizational missions, career and occupational development, and the personal ambitions of adult learners. GSUSA’s courses and programs are delivered by instructors with real-world government experience, including customized training solutions, distance education, and leadership training.

Graduate School USA is an Equal Opportunity Employer: Race, Color, Religion, Sex, Sexual Orientation, Gender Identity, National Origin, Age, Genetic Information, Disability, Protected Veteran Status, or any other legally protected group status.