Senior Director of Business Development

IBTS is committed to enhancing public safety and community resilience. Our mission is to provide top-quality services and solutions for a safer, more efficient, and sustainable built environment. Serving governments, private and non-profit sectors, IBTS specializes in technical compliance, building code enforcement, disaster planning and recovery, energy, sustainability, and public safety. Leveraging advanced technology and best practices, IBTS optimizes energy use, ensures compliance, and aids disaster recovery, while promoting safer communities and professional development through training and certification programs.

IBTS has a history of growth, both in terms of its technical capabilities as well as its client set. Currently the company is keenly focused on leveraging its technical expertise to significantly grow its federal market presence.

ROLE AND RESPONSIBILITIES:

The Senior Director of Business Development (SDBD) serves on the organization's senior leadership team and reports directly to the CEO. The SDBD is responsible for leading the organization's overall strategy development and business development functions and working collaboratively with other leaders to achieve overall growth and expansion of the organization. The SDBD provides strategic thinking to maximize impact of IBTS on communities, programs, governance, and thought leadership.

The SDBD leads the overall business development vision, strategy, plans, and processes that will drive organizational growth, increase revenue, expand markets, and accomplish financial objectives.

While each division, serving in their program areas, has responsibility for growth, impact, client relationships, and subject matter expertise, the SDBD will align the efforts of all divisions with the approved IBTS strategic plans, maximize the growth by coordinating development, execution, collaboration among all divisions, and best use of IBTS positioning, messaging, staff, partners, and resources.

The SDBD is expected to build an environment of entrepreneurship, servant leadership, public private partnership, transparency, thought leadership, and teamwork with a long-term view.

The SDBD is expected to build the staff, processes, content, and strategies for business development, research, marketing, and strategic planning. The SDBD will also partner with the board-appointing government associations to have complementary and synergistic on-going relationships.

The SDBD is responsible for:

Leading the development of the long-term and annual growth plans across all markets.
• Managing the resources required to grow the client-serving divisions and provide mentoring, training, and guidance to division staff on company branding/image, proposals, and growth issues.
• Expanding and fully leveraging a broad network for teaming partners to enable growth of our current business and thoughtful exploration of new lines of business.
• Monitoring and improving the processes, techniques, staff capabilities, and use of technology for business development and marketing.
• Optimizing use of approved budgets for growth, image building, and obtaining new contracts, grants, and teaming including making key decisions for growth.
• Reporting and tracking pipeline opportunities.
• Developing and implementing value-added Key Performance Indicators (KPI) for business development and marketing functions.
• Overseeing market research to develop, pursue and win new markets for IBTS services and technologies.
• Maintaining and monitoring staff, sufficient staffing levels, knowledge-skills-attributes, and staff performance in the areas of marketing, business development, and market research.
• Coaching and developing staff, recommending awards/recognitions, taking corrective actions, and establishing performance measures/expectations of the staff involved in the marketing, business development, market research.
• Travel as needed (~25%) to expand and enhance our business relationships

Business Development: The SDBD is responsible for stable and strategic growth by leveraging business network and mentoring and developing the contributory efforts of other senior leaders. This includes the general business development, specific clients, services, proposals, grants, agreements, and non-profit public private partnerships (NP3). SDBD makes decisions to achieve success and identifies corporate-wide actions to support business development, teaming, and partnerships. The SDBD is responsible for gaining organizational approval on all final proposal submissions and teaming strategies.

Strategic Planning: The SDBD is responsible for developing and updating the strategic plan in collaboration with other company leaders.

People Leadership: The SDBD is responsible for the development and oversight of the Capture, Marketing, and Bid and Proposal teams.

• The SDBD will have a proven record of accomplishments in business development with a focus on collaborative driving results across all markets.
• Built environment, energy and sustainability, and building science knowledge and experience.
• Strong and deep relationships in our markets, especially the federal sector.
• Significantly growing our service to federal clients is imperative to IBTS' growth strategy. As such, the SDBD will have an extensive background in developing business in the federal built infrastructure, energy, and services markets.
• Experience in developing data-driven strategies that drive growth.
• A "player-coach" who is willing to roll up their sleeves and do what's required to make their team successful and drive growth.
• Ability to deploy robust solutions (people, technology) that will reach across the organization and accelerate marketing, life cycle management, and customer experience.
• Visionary serving leadership skills with ability to set clear goals for team members, delegate tasks, provide support, and guide teams to success. Uses visionary leadership to motivate teams to think differently and innovate. Leads team to ensure a world class marketing team.
• Demonstrated significant successes, business and financial acumen, unquestioned integrity, entrepreneurialism, and leadership skills.
• A track record of building high performance teams, with focus on employee development, engagement, and succession planning.
• A well-established capacity to understand and deal with the complex marketing, business development, and teaming issues faced by a consulting services organization with a public-sector customer base.
• Exceptional communication skills. Open and candid, effective, and persuasive with customers, management, employees and other industry and market contacts.

EDUCATION

• Minimum of a bachelor's degree in engineering, business, or related field. Strong business acumen is required.

EXPERIENCE

• Minimum of ten (10) years of professional leadership experience preferably in technical organizations.
• Minimum of eight (8) years of business development experience, preferably in the federal market.

SPECIAL NOTE: This is a hybrid position for those within driving distance of our Ashburn, VA headquarters office. No relocation reimbursement is provided.

Bring your passion, expertise, and experience to IBTS, where we appreciate and are committed to our employees. We offer outstanding benefits, growth opportunities, and work hard to maintain a culture that values our employees.

The Institute for Building Technology and Safety (IBTS) is a 501(c) (3) non-profit organization established to provide unbiased professional building code compliance services, while enhancing the communities in which we work. At IBTS, our mission is to deliver quality services to meet the challenges of governance at all levels while enhancing public safety, economic development, and the general welfare of the community. Our services include Building and Community Development, Energy and Sustainability Services, Disaster Planning and Recovery, Quality Assurance, as well as Compliance and Risk Monitoring.

IBTS is headquartered in Ashburn, VA, with additional offices in Louisiana, Missouri, New York, Puerto Rico, and Washington, DC.

We are committed to building a community of experts with diverse backgrounds, disciplines, and perspectives who are passionate about our mission. IBTS is proud to be an Equal Opportunity and Affirmative Action Employer that maintains a diverse and inclusive workforce. All qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex, national origin, age, disability or sexual orientation. This opportunity is open to Section S3 Residents. Veterans and individuals with disabilities are encouraged to apply.

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