Business Development Associate

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Job description

Overview:
Education and Experience

Undergraduate degree or graduate degree in a relevant field is preferred. Based on our core business offerings, relevant studies are defined as directly relating to topic areas of business, marketing, international affairs, national security, engineering, and communications.

1-3 years of business development, sales, account management, and/or consulting experience is a plus. Relevant internships will be considered.

Demonstrated or proven experience as a critical team member in a rapidly growing, dynamic business environment. With mentoring and training, should also be able to stand alone in senior client settings and eventually manage client and consultant relationships.

Clear oral and written communication skills to present complex value propositions to client senior executives or INTEGRAL colleagues.

Outstanding networking ability with clients and colleagues at all levels.

Ability to problem solve multiple complex situations and effectively engage with clients to understand business needs and adapt to them.

Focus on entrepreneurial approaches; ability and desire to initiate the identification and pursuit of innovative ideas.

Excellent writing and editorial skills.

Ability to obtain security clearance, which U.S. Government regulations restrict to US citizens solely.

Must have willingness to travel

Position Summary

This entry level role will be located out of Rockville, MD office but will have a significant remote component. This role may require travel to our other corporate offices. This position will report directly to the Chief Growth Officer (CGO) and collaborate across INTEGRAL's lines of business to help grow INTEGRAL's customer profile with Federal Government clients. These clients may include: US Department of Defense, US intelligence agencies, US Department of Homeland Security, and others. This is viewed as a growth role for INTEGRAL. The candidate will be provided with significant
apprenticeship opportunities and will be challenged to develop their professional skills, network, and business development expertise in a rapid manner. Openness to training and coaching is a key attribute for any candidate. The right candidate will be a self-starter who can quickly learn INTEGRAL's established business development process and drive growth with an entrepreneurial personality. The ideal candidate will work closely with INTEGRAL's business development and leadership to expand INTEGRAL's impact within relevant markets and play a key role in generating new awards. This individual will have responsibilities across all areas of INTEGRAL's established business development process, as an individual contributor and key catalyst for collaboration with INTEGRAL leaders and subject matter experts.

Essential Functions and Responsibilities

This holistic business development process can be broken into three phases. Business development includes all activities that occur before a client has decided internally to move ahead with a specific requirement that will be awarded on a given topic. Capture management begins once an opportunity has been qualified and ends with the formal award decision. Proposal delivery typically starts with the Request for Proposal/Quote (RFP/RFQ) release and ends upon proposal submission.

INTEGRAL's phases are presented below:

1) Business development
a. Phase 1 - Long Term Positioning
b. Phase 2 - Opportunity Assessment

2) Capture management
a. Phase 3 - Capture Management

3) Proposal delivery

a. Phase 4 - Proposal Planning
b. Phase 5 - Proposal Development

Business Development:
Business development will constitute a significant portion of this candidate's efforts; examples of business
development activities include:

Establish relationships with procurement professionals in target client organizations.

Advise INTEGRAL leaders on whether and how to pursue opportunities.

Work with the CGO, INTEGRAL's Business Development team, and the operational Line of Business VPs to construct comprehensive client account plans and manage the client opportunity pipeline.

Support INTEGRAL leaders in developing written materials for client development discussions (e.g., capability briefs, white papers, proposals, marketing materials).

Expand your network and personal brand to establish relationships with other industry consultancies and contractors with whom INTEGRAL might partner in service to the government, focusing especially on organizations that have: a) established contract vehicles at target clients; b)
complementary skills and capabilities that the government may require; and c) organizations that are classified as certified small businesses and other team partners.

Educate federal client procurement professionals and potential partners about INTEGRAL's capabilities.

Attend conferences and industry days where relevant contracting opportunities might be discussed.

Gather intelligence about upcoming procurements for which INTEGRAL might be well suited to compete.

Serve as a thought partner to INTEGRAL leadership about the growth strategy for impact opportunities at target clients.

Make recommendations to INTEGRAL leaders about how a team could market itself more effectively and lead select marketing efforts.

Own your own pipeline of opportunities, advance those opportunities through established business development process, and use the existing CRM tool to create transparency.

Capture Management:
Examples of capture activities include:

Provide market research input to procurement officials in a compliant manner as procurements are being formed to ensure the government is clear about their requirements and will be able to procure the kind of assistance it requires.

Make recommendations to INTEGRAL leaders and personnel about how to gather useful information about emerging procurements,

Identify partners with whom INTEGRAL could team for emerging procurements and along with contracts; initiate and negotiate agreements.

Develop opportunity-specific competitive intelligence analysis, including relative strengths and weaknesses of competitors.

Proposal Planning and Development
Examples of proposal planning and development activities include:

Analyze the objectives and requirements of the Request for Proposal (RFP) and strategize what it will take to win the procurement.

Collaborate with team members to ensure key aspects of our customer knowledge resonate throughout the proposal.

Create work plans and align resources to develop high-quality according to proposal milestone
schedules.

Develop proposal content.

Identify and leverage relevant internal and external sources of proposal content.

Participate in internal and external proposal reviews (color teams); assist with recovery actions; advise on necessary course corrections, including challenging the proposal team and INTEGRAL leadership when appropriate.

Assist with final compliance and quality reviews prior to proposal submission.

Help INTEGRAL leaders prepare for oral presentations, including counseling colleagues on their objectives during the oral presentations and providing feedback on rehearsals.

Post-award, participate in internal lessons learned reviews and external (customer) debrief sessions