Energy and Natural Resources (ENR) Business Development Executive

Job Overview

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Energy and Natural Resources (ENR) Business Development Executive

Rockville, MD, United States


The World at Abt
Solving the world’s most pressing issues and improving the quality of life for people worldwide is what we do every day at Abt Associates. Creating a more equitable world is no small task, but we are driven by big challenges.
We are a team of 4,000+ people in over 50 countries working in unison and focused on the bigger picture. Only by sharing our commitment and energy do we affect change and push the boundaries of what’s possible. We welcome diverse ideas, backgrounds, and viewpoints – joining Abt means access to exceptional thinkers at the top of their game.
To thrive at Abt is to embrace flexibility and freedom. We’ll enable your entrepreneurial spirit to design your work as you deem fit, balancing your work and personal life as needed to optimize personal well-being. Creating a more equitable world starts from within – we look after people around the world, and we’ll do the same for you.
Ready to embrace rewarding and meaningful work? Now’s your chance.

The Opportunity

As an Energy and Natural Resources (ENR) Business Development Executive, you will be a senior leader driving Abt’s growth strategy.  Experience building business in the federal energy, climate, disaster management, and environment markets and in-depth familiarity with associated Federal agencies, including DHS, EPA, DOE, DOI, DOT and related state agencies and tribal nations will allow you to be grow new business and increase Abt’s impact.  You should have superlative client relationship development skills and experience that includes pipeline creation and qualification, business development capture, proposal management, client buyer value and win theme definition, teaming and partnering, and competitive positioning.  You will partner with Client Account Leads and other growth-focused team members to identify, qualify, assess, and win high priority business opportunities.  These opportunities will include new opportunities with existing clients as well as new opportunities with new clients (i.e., ‘white space market areas’).  In this role your focus is to build a pipeline of qualified, addressable opportunities that supports the portfolio’s growth in line with long-range strategies and plans. You will meet with clients, build relationships with key partners, develop winning bid strategies, including crafting key inputs into solutioning, pricing, teaming, and staffing, and identify resources and requirements to pursue, bid and win.

Core Responsibilities:

•   Identify opportunities through client engagement, client and partner networks, and market intelligence tools and data.
•   Align opportunity pursuit to company criteria and strategic priorities.
•   Opportunity qualification, including validated win themes and solution features, resulting in a larger qualified pipeline and higher PWin pursuits
•   Partner with Client Account Leads (CAL) to execute Account Plan and Strategy; Support CAL(s), providing inputs into annual Account Plan(s)
•   Secure new client relationships and expand existing relationships through creation of relationship maps and call plans and identifying client decision makers and influencers.
•   Identify and support up-sell/cross-sell opportunities from existing contracts
•   Support and drive the early phases of capture activities, including:
o   Identifying customers’ strategic priorities, goals, pain points, needs
o   Liaising with Abt Horizontals to identify and shape high level solutions
o   Defining competitive landscape and Abt positioning relative to competition
o   Define the initial “Why Abt” rationale, teaming strategy
o   Creation of materials for Division leadership, Bid Board for go-no-go determinations
o   Lead RFI responses
•   As needed, support and drive later stages of capture, including:
o   Supporting more detailed solutioning, pricing, price-to-win activities
o   Participating in color team reviews
o   Leading/participating in Black Hat/competitive assessments
•   Identify and negotiate with partners and prepare input for NDAs and TAs (working with Contracts)
•   Creation of client sales presentation materials and decks.  Support the creation of sales/marketing material.
•   Identify new opportunities for pursuit, including early identification of opportunities that go to RFP as well as “demand generation” activities that define and shape new opportunities with clients for which Abt is well positioned.
•   Maintain and update opportunity management system
•   Achieve and exceed annual sales goals.  Grow a larger and more qualified sales pipeline, especially digital.
•   Develop business development skills of key staff

What We Value

•   Bachelor’s Degree and 15 years of experience
•   Minimum of 7-10 years’ experience in business development, capture, or equivalent client facing/relationship development role.
•   Demonstrated success in identifying, initiating, and nurturing new or ongoing business opportunities at DHS, EPA, DOE, DOI, DOT, and related state agencies and tribal nations.
•   Strong working knowledge of the Federal government’s sales cycle and demonstrated experience working across different phases of that cycle to identify, qualify, capture, and win opportunities
•   Preference for business development in the areas of digital, data analytics, technical assistance delivery and research/public policy.
•   Previous work with DHS, EPA, DOE, DOI, or DOT and strong relationships with current Program Leaders and decision-makers
•   Strong working knowledge of DHS, EPA, DOE, DOI, or DOT organizations, mission areas, and programs
•   Communication and interpersonal skills including verbal and presentation skills to individuals and groups, internally and externally
•   Superior proficiency with Microsoft Office tools (e.g., Word, PowerPoint, Excel, Teams, etc.)
•   Experience with CRM tools
Abt Associates is an Affirmative Action/Equal Opportunity employer committed to fostering a diverse workforce. Abt Associates provides market-competitive salaries and comprehensive employee benefits. Local candidates strongly encouraged to apply.
Disclaimer: Abt Associates will never ask candidates for money in exchange for an offer of employment.
This position offers an anticipated annual base salary range of approximately $185,000 to $225,000, and may vary by ten percent depending on candidate geographic location.  Salary offers are made based on internal equity and market analysis

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