Vice President of Business Development

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Job description

Pursuant to MV's desire to continue to grow within the transportation industry, and maintain its current footprint in the transportation space which includes but is not limited to fixed route, paratransit, Shuttle, Airport, and Microtransit operations, MV is seeking to hire an individual in the role of Vice President of Business Development. In addition to base pay this position qualifies for sales commission which is subject to change based on company policy.

The Vice President of Business Development is responsible for managing competitive procurements from pre-RFP to submittal and interviews as needed for either new business and/or retention of current MV contracts primarily in the Western Region geographic area and other geographic area as needed and assigned by Senior Vice President of Business Development Western Region. This position will work collaboratively with the Sr. Vice President of Business Development and other members of the Business Development Team in the sales territory and the entire Procurement team comprised of internal and external assets to ensure responsive and quality technical and pricing submittals in a leadership role managing assigned projects and sales leads for development. The Vice President will attend meetings, interviews and complete field and other related research for the project as needed and/or assigned. The Vice President of Business Development is expected to manage assigned client relationships and to identify and nurture new client relationships for future or new bidding opportunities. The Vice President will work closely with the Sr. Vice President to develop and identify sales and performance goals and address and improve any identified performance issues.

Sales and Procurement Management

Strong interpersonal communication skills, success working under pressure in a fast-paced environment and being flexible, proactive, responsive, and efficient are skills and characteristics crucial to this role. This person must be exceedingly well organized and must enjoy the various challenges that accompany a government procurement / sales environment. A strong sense of professionalism, discretion, and understanding of confidentiality is mandatory. Expert level written and verbal communication skills, relationship building skills, presentation skills, strong decision-making ability and attention to detail are equally important. This person must be able to understand all aspects of the procurement process and be skilled at Request for Proposal (RFP) reviews ensuring the Company is addressing all aspects of the technical and pricing submittal and they are in line with the defined and approved strategy.

This person works with a procurement team and will oversee the technical and price proposal process, perform ground research, attend client hosted meetings, analyze the contractual opportunity, and determine unique strategies to win the bid. Procurement activities will include:

• Reviewing new procurement opportunities and determining viability to make educated bid/no bid decisions in alignment with the gating process.
• Developing operational plan to support the proposal, in consultation with various procurement team members.
• Making pricing decisions based on field work and requirements in the request for proposal.
• Completing advance research of the bid and agency/client to develop a strategy that will resonate with the client and other key stake holders.
• Identifying/submitting meaningful questions based on RFP review that allow the Company to obtain needed and critical information to reduce the risk associated with the bidding opportunity.
• Working with Production team and other team members to complete technical proposal response.
• Working with the Finance and Operations teams to complete pricing proposal response.
• Ensuring employment markets are researched and Company is making informed decisions relating to labor recruitment and retention.
• Ensuring Collective Bargaining Agreements are reviewed by the Labor Relations team and work closely with Procurement team to ensure a strategy is formed for the operation and financial impacts of the strategy is accounted for in the price proposal.
• Working with the Procurement team to identify operating facilities to accommodate work that meets operational and procurement requirements.
• Work with the Procurement team to identify and recruit varying levels of management positions appropriate for the contract.
• Soliciting, identifying, and negotiating with L/D/W/M/S/DV/OBE vendors and ensuring costs are accounted for in the price proposal and identified in the technical proposal as required.
• Updating Salesforce based on sales activities.
• Editing/writing technical documents based on developed strategies.
• Attending pre-bid conferences, board meetings, city council meetings and other client related meetings as needed.
• Work with the Procurement team to specify and identify proposed vehicles meeting the requirements of the bidding opportunity.
• Attending industry conferences/seminars as needed to ensure client relationships are maintained and forged.
• Gathering and interpreting market, customer, and competitor data to plan future company strategy and responses to procurements.
• Leading conference calls, such as strategy calls, pricing reviews, etc.
• Successfully review draft service agreement, review, and identify items of risk to ensure the Company can successfully operate the contract in alignment with the price and technical proposal.
• Other duties or responsibilities, as assigned.

Talent Requirements:

This individual must be proficient in Microsoft Office, especially Excel, PowerPoint, Outlook, and Word. They must be able to work independently without administrative assistance and support. Winning and professional behavior under pressure is critical, as are excellent communication skills (both verbal and written). The selected candidate must be able to work on multiple high priority tasks simultaneously along with multiple projects, and must be willing to travel 80% of the time. This is a remote position.

Team Management:

In addition to sales and procurement project management, the successful candidate will also have demonstrated leadership and personnel management skills. Allocating work, monitoring timelines, effective coaching, management and procedural discipline, clear communications, and delegation, and working within a management team are all essential skills.

MUST HAVE:

• Experience in competitive procurement sales, and/or public transportation.
• Superior presentation skills.
• Relationship building, client networking, and strong interpersonal skills.
• Excellent computer skills.
• Management and supervisory skills.

STRONGLY PREFER:

• Support experience in a professional services, sales, or marketing environment
• Experience in managing and/or operating public transportation services.
• Strong understanding of software/technology business preferred.
• Experience successfully creating and/or modifying processes.
• Bachelor's degree.

During the course of employment, employees may receive and have access to confidential information. All employees are expected to respect and maintain the confidentiality of non-public customer and business records and any other information that MV classifies as confidential.

MV Transportation is committed to as policy of Equal Employment Opportunity and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin or ancestry, sex, physical or mental disability, veteran or military status, genetic information or any other legally recognized protected basis under federal, state or local laws, regulations or ordinances. The information collected by this application is solely to determine suitability for employment, verify identity and maintain employment statistics on applicants.

Where permissible under applicable state and local law, applicants may be subject to a pre-employment drug test and background check after receiving a conditional offer of employment.