Overview
The Vice President Strategic Growth Account Executive delivers new and sustainable growth based on the company's portfolio of solutions. This role will create and implement the strategies that lead to captures for large multi-year federal contracts primarily within DoD. The Strategic Growth Account Executive will serve as a key member of the FTI leadership team reporting to the Chief Growth Officer.
Responsibilities
Competencies
Account Management
Building long term, value-based relationships with accounts, developing business and maximizing the revenue they generate while reducing the time and costs in managing them.
Develops new approaches and methods in the area. Is recognized as an expert within the organization.
Oversees the strategic annual business plans for assigned key accounts.
Manages the overall business relationship with the organization's most strategically important customers.
Leads solution development efforts that best address customer needs, coordinating the involvement of marketing, sales, and business development teams.
Leads solution development efforts that best address customer needs, coordinating the involvement of marketing, sales, and business development teams.
Establishes internal communication processes to inform the organization regarding its largest accounts, gaining the organization's support for strategic account development.
Business Development
Researching and approaching new clients and markets in order to acquire new customers for the company.
Develops new approaches and methods in the area. Is recognized as an expert within the organization.
Establishes the framework and standards for customer acquisition across the organization.
Drives the achievement of new revenue sales goals.
Manages adjustments to plans and strategies for new business acquisition.
Champions an environment that supports effective teamwork by facilitating constructive conflict resolution and encouraging collaboration.
Strategic Sales Planning
Identifying and developing business opportunities that are consistent with the long-term strategic plans of the organization.
Applies the competency in new or complex situations and advises others.
Identifies strategic targets, developing leads into prospects and prospects into sales in selected industries.
Develops new customer and existing customer potentials for maximum penetrations and profitability.
Leads the development and maintenance of prospect lists.
Develops pricing structure in conjunction with other managers.
Leads investigations of the economic conditions related to one's business such as industry trends and competition.
Leads design and implementation of initiatives to increase current and future market share.
Manages each stage of the sales pipeline.
Product and Technical Knowledge
Applying an understanding of the products and services provided, how each product works, and the business value it brings
Applies the competency in the full range of typical situations, requiring guidance in only the most complex or new situations.
Matches product knowledge to the implicit needs of the customer.
Describes how the organization's products/services can create a competitive advantage for the customer's business.
Uses knowledge of alternative products/services to enable upselling.
Stays up-to-date on new product and service offerings.
Account Planning
Building a clear plan to achieve revenue goals within an account. Defining roles and responsibilities within the customer and the vendor.
Applies the competency in new or complex situations and advises others.
Builds deep and broad connections in the account, creating, strengthening, and protecting the relationship.
Champions the account strategy and the customer's goals internally, linking activities to achieve these goals, while assuring value to the vendor.
Gains access to executive-level decision makers to develop relationships and generate both short- and long-term opportunities.
Conducts account reviews to demonstrate and drive best practice.
Develops new ideas about how to grow the account in terms of customer satisfaction, loyalty, revenue, and margin.
Partnering
Seeking and building partnerships and alliances that further the organization's objectives.
Seeks partnership opportunities
Captures opportunities to partner, identifying existing opportunities and creating new ones.
Assesses the value of entering partnerships in terms of achieving short- and long-term goals.
Initiates partnerships and alliances that promote organizational objectives.
Fostering Communication
Listening and communicating openly, honestly, and respectfully with different audiences, promoting dialogue and building consensus.
Communicates complex messages
Communicates complex issues with widely varied audiences, in a clear and credible manner.
Handles difficult on-the-spot questions (e.g., from senior executives, public officials, interest groups, or the media).
Secures support for ideas or initiatives through high-impact communication to overcome resistance.
Collaborating with Others
Working together with others in a cooperative and supportive manner to achieve shared goals.
Fosters collaboration
Gives credit and acknowledgement for contributions and efforts of others.
Provides constructive feedback to others.
Helps build consensus among members of groups.
Provides opportunities for all group members to contribute to group discussions.
Responsibilities
Participates and leads specific growth strategies based on key customer markets with revenue targets to support new growth each year. This includes assessing our customer requirements, performing and understanding competitive assessments and other market dynamics, assuring technology alignment and synchronization with the companies targeted growth plan
Follows a rigorous Business Development Lifecycle and Capture process to include formal business reviews to move opportunities through the pipeline
Focuses on identification and capture for multiple sizes of multi-year opportunities
Lead, mentor and develop others responsible for growth and business development activity within FTI
Works in harmony with FTI Technology, corporate and operations staff to assure the best resources are working to optimize each pursuit
Oversees capture and teaming activities for pipeline opportunities - to include meeting with customer program and acquisition teams to understand the underlying requirements and pain points; identifies and engages with partner companies to establish teaming arrangements that can improve the companies win probability for the opportunity
Leads Win strategy reviews for key opportunities to ensure the right enterprise solution(s) are being identified for the opportunity; leads solution and strategy development for bids; develops Win themes
Develops and executes on effective teaming strategies to bring together the right capabilities and customer understanding through partners
Manages pipeline opportunities in the corporate pipeline tool (CRM) and ensures the accuracy of information on a frequent basis
Education/Qualifications
Bachelors degree required. May be substituted for additional experience
10+ years of Business Development in US Federal government contracting, with an emphasis on DoD
5+ years of experience leading and driving strategic outcomes through Business Development activities
Ability to obtain and possess DoD Top Secret security clearance. Current TS clearance a plus
Entrepreneurial passion
ID2022-5389
CategoryBusiness Development
TypeRegular Full-Time
Location : LocationUS-AL-Huntsville
Clearance RequirementsNo clearance
