Federal Practice Business Developer

Position Overview

Davey Resource Group is looking for a dynamic person to grow our federal practice. The position requires working in a team setting across multiple offices throughout the US to develop business related to our core environmental consulting services. The ideal candidate would have extensive experience in identifying and capturing large contracting opportunities, preferably in the federal market and experience in building and managing a multi-year services marketing pipeline. This position requires periodic travel to meet with clients, teaming partners, and DRG staff, and to attend federal conferences such as those hosted by the Society of American Military Engineers, Small Business Administration, and Department of Defense. 

Qualifications

Ideal candidate characteristics  

• Loves winning. Is drawn to the concept of providing innovative solutions to clients. 
• Engaging personality, ability to comfortably talk with a variety of personality types, and a high level of self-motivation 
• An understanding of or ability and interest in learning the various opportunity and contract tracking platforms available, such as GovWin, SAM.gov opportunities tracking, and how to conduct federal market research with target agencies.  
• Background in environmental engineering or environmental sciences is preferred but does need to be from a technical role, may be as a business development/marketing role in these service lines 
• Understanding of the federal procurement processes including various small business types (such as 8a), phases of the solicitation process (such as Sources Sought vs. Pre-Solicitation), standard federal contract types (such as GSA, MATOC, BPA), and teaming arrangements (such as Joint Venture, Mentor-Protégé, Teaming Agreements) 
• Ability to lead a large proposal effort, although the candidate does not need to be familiar with all the technical expertise needed, but should understand the requirements of a solicitation, and have the ability to effectively organize and lead a multi-disciplinary team of DRG staff and subcontractors 
• Ability to work on multiple items simultaneously, often prioritizing efforts based on deadlines. 

Job Duties

Primary Responsibilities 

• Develop, execute, and own an annual Strategic Business Development Plan. 
• Prepare proposals and budgets. 
• Pursue the growth and development of the client base and services by identifying, proposing, and closing sales. 
• Lead business development in multiple markets and lead the firm’s role on certain contract vehicles. 
• Organize and attend internal and external meetings, as well as attend and speak at conferences. 
• Turn leads and sales activities into proposal writing opportunities. Work collaboratively with the team to prepare scopes of work and develop cost estimates.  Engage team leaders and project managers in the sales process from site visits to scoping and budgeting. Follow up on proposals and turn them into contracts and projects. Assist other team members and business development staff as needed with sales. 
• Position is 75% sales (including proposal development) and 25% transitioning projects to DRG staff 

Overview of Duties 

• Own and manage a pipeline of opportunities, tracking, and status updates. 
• Lead the federal workgroup including frequent collaboration with federal workgroup team members 
• Identify marketing materials needed to support federal business development and work with marketing team to develop them. 
• Collaborate with other Davey offices/service lines on sales and production strategies to win work.  
• Identify and build relationships with teaming partners and clients. Retain subcontractors through teaming arrangements, including working with Davey legal and contract review staff to review and approve language. 
• Compliance with Davey policies and safety training.  
• Occasionally participate in scope review, approach, and production of other natural resource consulting team projects. 
• Coordinate with potential clients to understand future RFP plans, presell applicable project opportunities, coordinate with potential teaming partners in advance of RFP release, and respond to RFPs and other proposal/qualifications requests. 
• Identify and track which conferences are best suited to federal business development.  
• Help ensure that every client has a positive experience. Seek regular client feedback to evolve approaches and grow opportunities/accounts. Engage in extensive contact and communication with clients to report on the status of projects, identify problems, and develop solutions. Represent the company and the client at professional meetings and communicate ideas, technical information, and industry intelligence as appropriate.

Additional Information

Reporting 

This position reports to the Business Development Manager who will conduct annual reviews and determine compensation and performance incentives, as well as provide support, sales plan development, coaching, and direction. 

Compensation*

• Starting Salary of $TBD + incentive 
• Access to full Davey medical, dental, and vision benefits on the first day of the month following 30 days of employment 
• Access to additional Davey benefits after one year of service including 401k and stock ownership plan 
• May either use fleet vehicle/fuel card or expense mileage for personal vehicle use for all work-related travel  
• Paid vacation time and sick time, paid holidays
• Cell phone reimbursement
• Coverage of approved industry memberships, professional affiliations, and annual renewals of certifications (e.g., PE, PWS, AICP, CERP, CPESC); access to professional development and training as approved
• Scholarship program for children of employees
• Charitable gift matching program

*all listed benefits available to eligible employees  

Company Overview

Invest in your future. Join one of the largest employee owned companies in the nation!  Davey has a unique culture that focuses on the open exchange of ideas, community partnerships, a commitment to safety, and delivering unrivaled client service while acting as industry leaders in horticultural and environmental services.