JOB DESCRIPTION

TITLE: Business Development Manager

Characteristic Duties and Responsibilities

Strategy

• Supports the establishment and ongoing implementation and improvement of company-wide business development process
• Works collaboratively with VP Strategic Growth/Chief Growth Officer and Program Directors as procurements evolve to gain ongoing insights into customer strategy and cadence
• Understands and communicates to staff the latest developments, innovations, and best practices within the proposal and capture management professions

Capture Management

• Serves as a key member of the Arbor Research Growth team and works seamlessly across business development stages
• Leads all aspects of capture and win strategy to include opportunity identification and qualification, shaping, selling, and closing capture efforts to win new business.
• Interacts with clients and funders to ensure business development efforts are undertaken with a client-first, market-facing approach.
• Conducts business intelligence research and offer strategic recommendations on how advance our business within the industry.
• Analyzes our organizational capabilities and in collaboration with the VP Strategic Growth/Chief Growth Officer, Program Directors, and Scientific Directors to help drive the “win” strategy for future business.
• Develops and executes the capture strategy plan for new business, including creating specific actionable and measurable milestones to assess the strategy’s success.
• Works closely with the proposal manager and writers to weave together win themes and strategies into our proposal responses.
• Performing other duties as assigned.

Proposal Development

• During proposal development surges, can operate as a proposal manager or key proposal contributor to lead the proposal review process through the entire lifecycle e.g. manages, facilitates, and prepares for all color team reviews
• Establishes the response team infrastructure, including kickoff meetings, stand up meeting cadence, outlines, response milestones, reviews, risk mitigation plans, compliance matrices, and both internal and client debriefs
• Coordinates the support of pricing, contracts, and other supporting departments to ensure the compliant production of business volumes and related volumes e.g. administrative, conflict of interest
• Writes and edits proposal sections

Health Services Research Projects

• Will spend a variable portion of time on projects across our health services portfolio that leverages skills in data collection and analysis, publication/manuscript development, stakeholder engagement, dissemination of research findings, and data visualization

Knowledge Management, Training, and Tools

• In collaboration with other members of the Growth Team, maintains proposal folders, SharePoint sites, and other systems of record
• Develops and maintains a library of boilerplate materials
• Trains staff on business development best practices
• Creates tools and resources to support more efficient business development and adherence to company process
• Suggests business development strategies, in collaboration with stakeholders, to customize and improve the quality of proposals and other business development tools and documents

Core Values

Our core values define who we are as an organization and serve as the foundation of our code of ethics. Arbor Research expects all employees to embody these and demonstrate them in our day-to-day work.

• Collaborative Spirit

We expect each staff member to learn from and teach one another, and ask each to exhibit a curiosity and respect for the contributions of others.

• Creativity

We strive to cultivate a challenging, stimulating, and supportive environment where our employees are expected to be inquisitive, take initiative, and demonstrate ingenuity.

• Credibility

Our employees are smart, thoughtful, and objective in their work. We expect them to be technically solid in their area of expertise, and for those conducting research to demonstrate scientific rigor.

• Dedication

Our team achieves success because of our dedication to carrying out high quality work and delivering trusted results.

Supervision Received

General administrative supervision is received from the VP Strategic Growth/Chief Growth Officer. Close collaboration is expected with program directors and technical subject matter experts who will serve as technical proposal leaders.

Supervision Exercised

None.

Required Qualifications

• Master’s degree in Public Health or related field
• Track record of successful proposal bids and wins
• Demonstrated understanding of government proposal requirements and processes (e.g., FAR, GWACs, IDIQs)
• Exceptional communication skills
• Ability to work on multiple concurrent proposals/projects
• Comfortable communication with all levels of the organization and able to gain the trust of team members
• Customer-focused and self-motivate with a great sense of urgency and follow through
• Able to self-direct to accomplish the proposal objectives and develop a compelling and winning proposal.
• Deep Excel and Tableau skills
• A history of successfully supporting or leading projects at HHS

Desirable Qualifications

• Relevant certifications such as Shipley and/or APMP
• A proven track record of managing and winning proposals within the federal market, preferably at HHS, ranging from $2M to $50M-plus

Annual Salary Range

$100,000 - $145,000

This position is classified as exempt according to FLSA guidelines