Founded by Tuskegee Airmen, ICF is a rapidly growing consulting company, and as they develop their footprint in technology modernization solutions, they are looking for experienced Federal growth leaders to drive business.
The Senior Director, Business Development (Federal Health) will use their intuitive skills and honed business expansion experience to ICF. In this role, the successful candidate will drive the full lifecycle of business development activities to build, qualify, and manage a robust pipeline, as well as shape and win large single award opportunities in partnership with capture and proposal teams.
The role is focused on building direct Federal customer relationships within the Federal Health marketplace to foster opportunity development for ICF. Knowledge and experience in marketing capabilities in the areas of application development and digital modernization is required, and knowledge of low-code/no-code platforms such as ServiceNow, Salesforce, and Appian is a significant plus.
Position Description:
Responsible for bringing, maintaining, and establishing relationships with federal clients and solution partners across federal health agencies including, but not limited to: Food and Drug Administration (FDA), National Institutes of Health (NIH), Centers for Disease Control (CDC), Centers for Medicare and Medicaid (CMS), and Health and Human Services (HHS);
Serve as the primary leader for the market/portfolio growth plan/strategy, working with and across the Lines of Business (LOB) to develop and drive a unified go-to-market market/portfolio strategy and identify, qualify, and advance a healthy three-year pipeline;
Responsible for identifying, shaping, and winning opportunities with an annual sales target of $50M;
Work with DMX Growth and market research team as needed to hone search criteria to identify agency-specific opportunities that ICF should evaluate for pursuit;
Identify, develop, and implement near-term and long-term business strategies that provide the business an opportunity to grow revenue;
Provide market/portfolio and client subject matter expertise and insights throughout the capture and proposal process;
Nurture & sustain customer and partner relationships that align with market growth and business development objectives;
Engage, and/or join industry associations relevant to market/portfolio to include speaking and supporting planning of conferences and events attended by market/portfolio clients and partners to showcase ICF's thought leadership and capabilities;
Interact regularly with senior management/executives from multiple areas within the company to include briefings and presentations on sales initiatives and outcomes;
Partners with BD leadership to support overall strategic planning and linking pursuits/capture activities that support the business development metrics for awards submits, and pipeline growth in IT modernization.
Qualifications:
Required
Bachelor's Degree;
15-plus years of selling work within the federal market;
10-plus years of building and executing client call plans, shaping requirements, and leading business development strategies in a collaborative team environment;
Eight years of demonstrated and verifiable opportunities won each valued over $50M;
Five-plus years selling application development and modernization solutions;
Two-plus years establishing relationships with federal clients and solution partners across federal health agencies including, but not limited to: Food and Drug Administration (FDA), National Institutes of Health (NIH), Centers for Disease Control (CDC), Centers for Medicare and Medicaid (CMS), and Health and Human Services (HHS).
Preferred
Recent experience (within the last five years) winning opportunities valued over $50M;
Expertise in developing opportunities for program growth and actively proposing and pursuing appropriate enhancements and changes;
Exemplary presentation and communication skills, including authoring white papers, and responding to RFI's and other presentation materials;
Demonstrated success in developing and presenting complex ideas to executive audiences and effectively articulating customer positions, status, and strategies to senior management in a clear, concise, and decisive manner;
Proficient in MS Office Applications and CRM tools (Word, PowerPoint, Outlook, Excel, Teams, and Microsoft Dynamics).