Business Development Mgr-Comp Gov Outsourcing

Title: Business Development Manager - Comprehensive Government Outsourcing Department: Sales Job Type: Regular Full Time Location: Remote Shift: Monday through Friday 1st shift Company Summary: NMS Labs has developed an extensive menu of more than 2,500 tests to support clients in forensic, criminalistic, public health and clinical fields. For over 50 years, our clients have relied on NMS Labs for unique testing solutions that demonstrate our company core values of Quality, Integrity, Service, Innovation and Engagement. As we work to increase the company's positive impact on public health and public safety, we are seeking talented professionals to join us for the journey! We invite you to learn more about our company by visiting . Job Summary: The Business Development Manager is an important commercial role within NMS' Forensic Business Unit delivering revenue growth via public government laboratory testing outsourcing to NMS. This role will be responsible for delivering topline revenue growth by uncovering new outsourcing opportunities by establishing the NMS Labs value proposition/economic modeling. This person will establish strategic awareness within the public laboratory marketplace leading to FBU revenue growth. This role will develop plans and strategies to expand NMS' government customer base. The BDM should have a verifiable record of c-suite and government selling accomplishments growing revenue. Requirements: Bachelor of Science degree, preferably in the sciences, MBA preferred. 5+ years of related experience utilizing enterprise selling skills. Previous government and C-suite sales experience in medical diagnostics, laboratory services or forensic marketplace with government procurement and or lobbying experience a plus. Previous economic model selling experience preferably to C-suite. Significant experience with bid response and contract writing/management, government sales and forensic science exposure is a plus. Strong understanding of customer needs in the areas of C-suite, government, and complex procurement processes. Proven track record of delivering growth in both revenue and profits, establishing strong relationships coupled with utilizing analytical skills to deliver growth. Major Duties and Responsibilities: The primary emphasis of this role is new client/business growth. Personally, accountable for the achievement of revenue budget and profitability target Develop and maintain relationships with strategic influential decision makers (C-suite) with government agencies at the federal, state, and local levels to favorably position NMS Labs and the breadth of our products and services. Develop and execute a comprehensive government sales strategy that aligns with the FBU business goals, economic modeling, and targets key government (C-suite) personnel, agencies, and departments. Engage with government stakeholders (C-suite) to understand their needs and challenges and position our products and services as solutions to these issues. Build and maintain a pipeline of government sales opportunities, leveraging existing relationships and developing new ones through targeted outreach and networking (both internal and external) resulting in "wins" and budget achievement. Understand the needs and requirements of government customers, and effectively communicate how our esoteric portfolio of products/services meet those needs. Responsible for new C-level client development with large complex customers with longer sales cycle Collaborate with internal teams, including toxicology, lab operations, sales, marketing, and the executive team, to ensure that we deliver products and services that meet the needs of government customers. Keep up to date with changes in government regulations and policies that may impact our business conducting market research and stay up to date on industry trends to identify new opportunities for growth Prepare sales presentations and account plans based upon specific customer needs. Prepare and submit bids, proposals, and general contract management in a timely fashion. Provide forecasting in support of operational efficiencies and budget/forecast achievement. Maintain client profiles, contact history and other pertinent data in approved CRM system. Open and flexible approach to problem solving and new ideas. Fiduciary approach planning and managing expense spend focused on return-on-investment. Travel as required by the business unit (may meet or exceed 50% overnight travel) Other duties as assigned. Knowledge, Skills, and Abilities: Strong results orientation inclusive of government selling experience/knowledge. Experience across the enterprise selling spectrum, from account planning, prospecting, qualification, opportunity identification, solution development and proposal and service delivery. Ability and commitment to build "superior" NMS, competitive and market knowledge with desire to continuously remain informed while learning more with good negotiation skills. Strong ability to create trusting relationships with team members/customers/C-suite. Strong (use of) analytical/financial and business acumen skills Very high degree of integrity in all interactions Proactive/creative problem solver not afraid to take appropriate risks and move fast. Assertive while maintaining a constructive self-awareness that recognizes areas for own personal development. Highly accountable with a passion for making a difference for both clients and NMS possessing a very positive, can-do approach. Team player with excellent organizational and communications skills as well as strong attention to detail Works independently to continuously generate and execute plans to attain goals. Proficient in Microsoft Office, including Excel, Word, PowerPoint, D365 (commitment to use) and PBI leading to strong writing skills appropriate for client communication, proposal writing and bid responses. Experience in consultative and diagnostic selling strategies and familiarity with the selling process and sales programs such as: Sandler, Strategic Selling, Dale Carnegie, Spin Selling, economic model selling and others. Current valid driver's license Qualified to have current passport allowing for occasional business travel outside of United States Physical Demands: Ability to talk, hear, stand, reach with hands and arms, and use hands and fingers to manipulate instrument/equipment controls, computer keyboard, office equipment, objects, or tools. Moving from one work location to another to sit and stand, sometimes for extended periods of time. Ability and qualified to drive a vehicle. Ability to travel via airplane. Vision (with correction), distance, peripheral vision, depth perception, and the ability to adjust focus. Offers of employment are made contingent upon a nationwide background investigation and urine drug screen with results satisfactory to standards of employment at NMS. We are an equal opportunity employer and will not discriminate against any employee or applicant for employment because of race, creed, sexual orientation, color, religion, sex, national origin, age, marital status, citizenship status, otherwise qualified disability, or protected veteran status (disabled Armed Forces Service medal, recently separated, active duty or campaign badge), domestic violence victim status, arrest record, or predisposing genetic characteristics.

Created: 2024-11-08