Accessibility Links

Search for jobs

Or browse jobs

Federal Business Development & Sales Director

  • Job reference: NA-001620
  • Sector: Defence, Emergency Management, Support Services
  • Location: Alexandria

This vacancy has now expired... why not:

Start a new job search

Read our latest blogs

Create a job alert

Atkins has been providing infrastructure planning, engineering, construction, environmental consulting, urban planning, architecture, and program management services to public and private clients across the United States for more than 50 years.

At Atkins, we offer our employees more than just a job; we offer an opportunity to shape the world for generations to come through innovative and sound design. Delivering projects and programs for FEMA, USACE, National Guard, and numerous other Federal agencies, few companies can rival the size and diversity of our projects. Whether it’s flood mapping or the improvement of a management processes, master planning, designing air fields and facilities/buildings, providing logistics support – we plan, design and enable solutions for our Federal clients.

Atkins seeks an energetic and highly motivated self-starter to join our Federal Business Unit as the Business Development & Sales Director. In this role, you will develop and implement business development and sales (BD&S) activities to maintain and expand the firm's participation in Federal business opportunities throughout North America and the globe, with a focus on large, complex federal programs and projects as well as creating business opportunities that ultimately result in meeting the established sales targets.

MAJOR FUNCTION/ROLE

Participates in the development of strategic and/or operational plans for the Federal Business Unit (FBU), and implements accordingly. Develops and implements the FBU’s sales plan consistent with Atkins’ strategic and BD&S plans, assists in identifying new opportunities and positioning Atkins to capitalize on those opportunities to achieve sales targets for the BU. Plays a major role in new work identification and pursuit, working with the Atkins BD&S team, Client Account Managers, and Project Directors/Managers. Performs no/go reviews of FBU pursuits.

Provides input to FBU Director and BD&S Team regional managers on opportunities, legislative/political developments, competitors, key client trends, funding trends, marketing/branding, and other related issues that may have an impact on the FBU’s success. This may include, but not be limited to, recommendations for services, key opportunities/pursuits, participation on trade organization boards or specific conferences, marketing/branding, and/or unique client relationships.

Leads in effectively positioning the FBU for key client opportunities, gathering market and client intelligence, (clients/programs/projects) to expand participation with existing clients, penetrate geographic markets and maintain a competitive advantage leading to winning contracts that are aligned with the FBU strategy.

Coordinates/Collaborates extensively with the FBU Director and the Defense and Civilian Sector Managers to develop and manage the overall Sales budgets for the FBU.

JOB DUTIES
  • May serve as a Client Account Manager for key clients of the FBU. Responsible for working with other Client Account Manager to oversee development and implementation of Client Account Manager plans. 
  • Assists with the preparation, provides review and approval, and manages the FBU budget for BD&S activities; develops annual projections of BD&S expenditures, and revenue based on opportunity pipeline 
  • Explores business opportunities with new clients and areas, working closely with the FBU Team as well as Client Account Managers and other key Atkins staff; identifies new project prospects, screens project opportunities, and schedules contacts, visits, information gathering and follow-up. 
  • Coordinates and reviews all aspects of proposal development with the Pursuits Team, FBU staff, and technical professional staff, and Marketing/Communication personnel, including proposal strategy, pursuit strategy and team composition. 
  • Develops and executes teaming agreements with strategic partners on behalf of the FBU, working collaboratively with the Atkins’ BD&S Director. 
  • Responsible for Customer Satisfaction Surveys and Reporting for the FBU. 
  • Foster client recognition through participation in awards competitions, in conferences and technical paper presentations with the client’s staff. 
  • Assists with opportunity presentation strategies, support materials and visuals; coordinates and critiques rehearsals and presentations. 
  • Actively engages members of the FBU and Atkins’ Technical Professional Organization (TPO) to stay abreast of key technical and business trends generated from ongoing client and project activities. Leverages information gathered to support development and evolution of sales and marketing strategies to advance marketing positioning. 
  • Participates in the development, planning and implementation of FBU marketing and branding initiatives with the Marketing/Communications team; participates in selective industry associations and community/civic activities in a leadership role, and helps drive FBU thought leadership efforts.




EDUCATION AND EXPERIENCE
  • Bachelor's degree, preferably in engineering plus 15-20 years' relevant experience and proven track record in business development and sales, with emphasis in the Federal Sector. 
SPECIAL SKILLS
  • Excellent interpersonal skills plus written and oral communications skills are essential. Outgoing, self-starter with innate sales orientation, optimism and drive; good organizational skills. Background in Federal consulting is required. Experience identifying, pursuing, and winning major Federal pursuits in more than $25M is highly desired. 
PROFESSIONAL REGISTRATIONS
  • Professional registration in field of practice is required, if available, i.e., P.E., P.G., PLS, R.A., or RLA. 
General Competencies expected of all Professionals and Managers are as follows: Client Service, Commitment, Communication, Innovation & Continuous Improvement, Professionalism, Quality, and Teamwork.

Job requires ability to travel. If local travel is required and no company vehicle is available, the use of a personal vehicle may be required. The incumbent must have a valid driver's license and a driving record that meets company policy. The vehicle must be in good working order and insured. Mileage reimbursement allowance will be available.

Atkins offers its employees a robust package which includes: a competitive salary; a broad benefits package including medical/RX, dental, vision, life, disability, legal, hospitalization and other valuable voluntary options; generous time-off programs; flexible work schedules; 401(k) with employer match; professional and career development opportunities through our corporate university, as well as a highly-regarded tuition reimbursement program; and an unmatched culture focused on client-service, quality, and tireless pursuit of excellence in all we do. Atkins is an equal opportunity, drug-free employer committed to diversity in the workplace.

Our people