Business Development Manager

Business Development Manager
Graduate School USA
Washington, D.C.

The Business Development Manager (BDM) will focus on the federal government market, promoting Graduate School USA and its programs to prospective organizations and current clients to develop new business opportunities. The BDM will establish relationships within their territory, including civilian executives, senior leaders, mid-level managers, prime and sub-contract partners, and GSUSA account management counterparts. They will collaborate with internal and external stakeholders to create, launch, and implement programs to grow registrations and may also represent and manage conferences, events, and ceremonies for GSUSA.

This is a hybrid role at Graduate School USA's headquarters in Washington, D.C.

Responsibilities:

• Prospect within territory to identify opportunities aligning with Graduate School USA capabilities.
• Maintain accurate pipeline and activity records in Salesforce.
• Develop a viable pipeline to meet annual quota requirements.
• Employ a solutions-based approach to address client business problems.
• Collaborate with internal subject matter experts to formulate high-value client solutions.
• Maintain knowledge of federal human capital issues and specific impacts within the territory.
• Assess target organizations to create and leverage detailed account plans.
• Develop and execute a sales plan, including establishing contacts, building key relationships, qualifying leads, and defining capture strategy.
• Organize and lead capture teams, managing tasks and activities to win new business.
• Work closely with Bids and Contracts to develop responses to opportunities.
• Build relationships with partners to expand strategic teaming opportunities.
• Participate in marketing and networking events, such as agency industry days and small business forums.
• Create marketing collateral to attract and educate targets.
• Maintain confidentiality of all GSUSA information.
• Update job knowledge through educational opportunities, professional publications, networks, and organizations.
• Prepare briefings and present information to stakeholders regarding trends, issues, and opportunities.
• Identify opportunities for campaigns, services, and distribution channels to increase sales and revenue.
• Use knowledge of the federal market and competitors to develop GSUSA's unique selling propositions and differentiators.
• Meet all internal and external deadlines.
• Perform other duties as assigned.

General

• Demonstrate staff planning and assessment skills, and strong leadership skills, including consensus-building, conflict resolution, motivation, and decision-making.
• Promote identification of best practices and foster cross-functional sharing of initiatives, innovation, and best practices.
• Continuously improve internal operations.

Reporting Relationships:

BDM's report directly to the Vice President of Business Development and may have direct reports.

Requirements:

Unique knowledge and skills:

• Proven track record in sales with evidence of closing deals.
• Strong listening and presentation skills.
• Self-motivated and capable of motivating others.
• Extensive knowledge of business development and Salesforce.
• Skilled in establishing priorities among multiple tasks.
• Operates independently to accomplish assigned job duties.
• Makes logical decisions that support GSUSA's objectives.
• Professionalism and high degree of emotional intelligence.
• Manages expenses within assigned budget.
• Provides weekly situational reports and monthly budget reports.
• Strong digital research skills: quickly and accurately analyzes market information and recognizes patterns and trends.
• Detailed understanding of the federal marketplace, including potential customers, partners, and competitors.
• Knowledge of federal training processes/procedures and government procurement practices and contract vehicles.
• Background in marketing and successfully selling a range of training and management consulting services to the federal market.
• Works effectively with staff at all levels and within a team environment.
• Excellent verbal, written, communication, and interpersonal skills with a strong customer focus.
• Strong presentation skills; comfortable speaking to large audiences and in one-on-one settings at varying leadership levels.
• Willing to travel to partner sites to maintain business relationships and attend education fairs and other functions.

Required Education and Preferred Experience:

• Bachelor's degree or related work experience
• At least ten years of business development experience.
• Proven ability to communicate and collaborate with mid to high-level leadership (e.g., training coordinators, federal GS level leadership, members of the Senior Executive Service, and Presidential appointed agency leaders).
• Track record of individual success and ability to lead and grow high-performing teams.
• Experience with government-wide and schedule procurement vehicles, and government contracting processes and practices.
• Proficient in Microsoft Office applications and AI use.
• Proficient with Salesforce.com.
• Preferred experience in project management and data analytics.
• Preferred experience with customer relationship management, data visualization, and data reporting and analysis software.

Competencies Critical to this Position:

• Self-directed, self-aware, self-managed, empathetic.
• Customer service and student orientation.
• Effective communication skills and ability to listen.
• Strategic thinking, change, creativity, and innovation.
• Task and project management.
• Planning and monitoring for results.
• Rational decision making.
• Patient and willingness to be a collaborator.
• Possesses a high degree of situational adaptability.

Desired Attitudes:

• Enthusiastic about work, success, and making a difference.
• Dedicated professional.
• Continuously develops skills and knowledge of self and others.
• Mature, confident, and assertive with a "get it done" attitude.
• Embraces challenges and uncertainty as growth opportunities.
• Encourages others to stretch beyond their capabilities, creative and open to innovative ideas.
• Concerned about the total organization, a good partner with other groups and individuals.
• Acts with integrity, professional courtesy, kindness, and purpose.

Benefits & Compensation:

Graduate School USA offers a robust total rewards program that includes a competitive compensation and benefits program. These offerings are meant to support your well-being, offer recognition opportunities and provide personal and career growth resources and support.

Our defined compensation structure is market competitive and is built to reward performance. A reasonable estimate of the current range for this role is $69,400.00 to $81,600.00. We take a number of factors into account when determining individual starting pay, including but not limited to: job and level hired into, location, skill set; experience and training; peer compensation and other business and organizational needs. This range is subject to change.

Pay is just one component of our total rewards package. We offer a choice of plans for Medical, Dental and Vision, a 401(K) retirement plan with employer matching, employer paid basic life insurance, AD&D, and numerous voluntary plan options. We also have a continuing education benefit available for full-time employees offering a 100% tuition reduction on courses taken within our family of brands, a robust learning management system and individual development planning. We are committed to supporting an environment where everyone feels valued, respected, and empowered to contribute their unique perspectives.

About Us:

Located in Washington, DC, Graduate School USA is a leading provider of professional development and training courses for the federal government, serving organizations and individuals with programs designed to support organizational missions, career and occupational development, and the personal ambitions of adult learners. GSUSA's courses and programs are delivered by instructors with real-world government experience, including customized training solutions, distance education, and leadership training.

Graduate School USA is proud to be an Equal Opportunity Employer. We commit that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.