Company Description
The Clearing is a management consulting firm that helps leaders identify underlying causes of organizational obstacles, resolve highly complex challenges, prioritize the fewest, most important initiatives to tackle regardless of conflicting needs, and make informed decisions in the context of an agreed-upon mission, vision, and strategy.
We help create peak-performance organizations through strategy, organizational development, leadership training, and change management. Our experienced consultants bring a powerful blend of analytic and creative skills from diverse fields, including change management, finance, engineering, communications, education, policy, design, and corporate leadership. This position reports to the Chief Operating Officer.
Position Description
The Director of Business Development drives The Clearing's business growth strategy, identifies new business opportunities, and enhances client relationships. This position oversees The Clearing's net new business development, capture, and proposal management functions to drive the building and execution of a robust pipeline. The Director of Business Development collaborates with senior leadership to set and achieve annual growth targets and is critical in expanding the firm's market presence.
What You'll Do
- Lead and coordinate market and competitive intelligence research to identify trends, opportunities, and competitive positioning to inform the prioritization of market investments and opportunities; present findings to the Executive Team and Accounts.
- Develop and implement comprehensive sales and growth strategies to achieve revenue targets and expand client base; collaborate with Solution Designers/Account Directors to align growth strategies with strategic priorities and business objectives.
- Lead the development of a firm-wide Capture strategy for open competitions (in collaboration with Capture Managers) in alignment with The Clearing's strategic priorities and growth goals.
- Identify and pursue new business opportunities through networking, partnerships, and strategic alliances; prioritize and manage The Clearing's partner portfolio/database.
- Establish and maintain strong relationships with prospective and existing clients and partners.
- Oversee data integrity and maintenance of The Clearing's enterprise pipeline.
- Develop and maintain a robust pipeline of full and open opportunities, tracking progress and forecasting potential revenue growth.
- Establish priorities with The Clearing's Solution Designers and Marketing staff for market and industry engagement activities; identify and participate in market and industry engagement activities relevant to our growth in the full/open competitive arena.
- Oversee net new business development and the proposal and capture management functions; implement best practices and processes and update existing processes to enhance the efficiency and effectiveness of business development, capture, and proposal management/writing activities.
- Demonstrate collaboration, teamwork, and partnership across The Clearing's business functions.
- Ensure compliance with company policies and procedures.
- Lead, mentor, and develop a high-performing business development team (2-4 direct reports).
- Foster a collaborative and innovative team environment, encouraging continuous learning and professional growth.
- Set performance goals, provide regular feedback, and conduct performance evaluations.
What You'll Bring
- Bachelor's degree required; master's degree preferred.
- 14+ years of experience in management consulting, business development, or a related field with a minimum of 7 years managing and/or leading enterprise level business development functions.
- Strong understanding of the management consulting industry and market dynamics.
- Proven track record of capturing and managing net new leads, driving business growth with existing clients, and achieving revenue targets (specifically in the Government Consulting industry).
- Strategic thinking and analytical skills to assess opportunities and develop winning strategies.
- Proficiency in CRM software (e.g., Salesforce).
- Certification in capture management (e.g., APMP Capture Practitioner) or project management (e.g., PMP) is a plus.
- Proficiency in word processing, spreadsheet, presentation creation tools, internet research tools, Google suite, and Microsoft Office suite.
- Critical thinking/problem-solving skills, attention to detail, organizational and time-management skills.
- Excellent communication, negotiation, and presentation skills.
- Strong business writing and verbal communication skills.
- Ability to work effectively in a fast-paced, dynamic environment.
- Demonstrated leadership and team management abilities.
- A minimum of two references for the purpose of current or past employment reference checks required. References provided must include a current or past manager and a current or past direct report.
- Willingness and ability to obtain and maintain a U.S. Security Clearance and/or a positive suitability determination by completing necessary background check investigations.
- Willingness and ability to travel to client sites in the surrounding DC and Baltimore metro areas; occasional travel outside of these regions could be expected (5%).
- Must be legally eligible to work in the United States without the need for visa sponsorship now or in the future.
Compensation
The projected salary range for this position is between $150,000.00 and $210,000.00 annually. Actual compensation and starting salaries are determined based on various factors, including education, experience, knowledge, skills, certifications, and clearance level of the candidate and internal equity. Once at The Clearing, movement through pay bands is based on performance. Base-annual salary is just one component of The Clearing's total compensation philosophy and approach. Employees are eligible to participate in The Clearing's robust benefits programs, including our incentive compensation (bonus) programs. Please refer to our Careers Page online for a complete list of benefits.
Physical and Mental Requirements
While performing duties of this job, an employee may be required to perform any, or all of the following: Attend meetings in and out of the office, including travel; occasional evening and weekend work may be required as job duties demand; communicate effectively (both orally and in writing); ability to effectively use computers and other electronic and standard office equipment; occasionally exerting up to 10 pounds to lift, carry, push, pull or otherwise move objects, including the human body. Work is primarily sedentary and involves sitting for several hours at a time. Occasionally walking, climbing stairs, and standing occur in this role. Additionally, this job requires certain mental demands, including the ability to use judgment, withstand moderate amounts of stress, and maintain attention to detail. The Clearing is committed to partnering with all candidates and employees to ensure reasonable accommodations are made to meet these requirements.
EEO
The Clearing is committed to providing equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors. In addition to federal legal requirements, The Clearing complies with applicable state and local laws governing nondiscrimination in employment. These protections extend to all terms and conditions of employment, including recruiting and hiring practices, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training and career development programs.
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