Business Development Manager

Location: Tysons Corner, VA
Date Posted: 12-06-2017
McLane Advanced Technologies (MAT) is actively seeking a highly motivated, self-directed professional to fill the role of a Business Development Manager to collaborate with the U.S. Defense Agencies (DLA, USTRANSCOM, DCMA, DCAA, MDA, DTRA, OSD, and other joint DOD) stakeholders, as well as key clients within the U.S. Army (PEO EIS, AMC, G-4, G-6, G-3). The successful candidate will identify, qualify, develop and close near and long-term opportunities for sales of services solutions within this assigned account territory.

  • Close complex services contracts by meeting with clients, business partners, SMEs and advancing all sales activities through the BD lifecycle
  • Develop strategic (3-5 year) and tactical (1-2 year) plans for business growth
  • Develop and maintain key business relationships in the government marketplace with primary responsibility for identifying and developing opportunities for business expansion
  • Generate and maintain extensive knowledge of current developments in target accounts to assess current and upcoming needs to identify and shape opportunities
  • Develop value propositions through program strategies, supporting business cases and project plans
  • Develop early win strategies and evolve the strategy throughout the BD lifecycle
  • Develop and manage sales forecasting of opportunities and pipeline within assigned territory
  • Strengthen key vendor, supplier and partner alliances and bring new products/solutions capability into the company’s portfolio
  • Maintain and foster territory relationships with key partners and OEM manufacturers
  • Conduct competitive assessments
  • Write complete and concise competitive bid analyses for executive management review
  • Demonstrated success in closing complex services contracts within DLA, the U.S. Army  other Joint Defense Agencies
  • Knowledge and experience with Logistics and IT support programs within DLA, USTRANSCOM and the U.S. Army
  • A strong understanding of DOD Logistics, specifically, Supply Chain, Asset Management, Asset Visibility, RFID, Warehouse Management, Distribution and Transportation processes.
  • Knowledge and experience in DoD procurement and contracting processes
  • Bachelor’s Degree or equivalent
  • 7+ years of proven business development experience; minimum 10 years of overall experience in related fields
  • Proven ability to utilize critical thinking skills required to identify/shape opportunities and develop value propositions
  • Experience working the entire capture process to include team building, developing win themes, procurement influence, and strategic positioning
  • Strong interpersonal and communication skills to interact with all levels of personnel – executive management, management, technical and administrative
  • Excellent organizational skills with the ability to work on multiple projects of varying complexity simultaneously
  • Experience and understanding in areas of systems engineering, network operations, data center operations and related DoD warfighter theater operations
  • Knowledge of software development, cybersecurity, mobility, big data and/or cloud infrastructure
  • Proven ability to build and maintain excellent relationships with clients
  • Experience with engineering services level of effort determination, competitive analysis and project pricing-to-win
  • Experience working in a Shipley-based or other structured capture environment
  • Excellent writing and presentation skills
  • Exceptional facilitation and organization skills
  • Prior experience working with large companies/systems integrators is a plus. 
  • A former consulting background and/or military experience is strongly preferred. 
About McLane Advanced Technologies

McLane Advanced Technologies is a small business headquartered in Tysons Corner, Virginia with a specialized focus on providing industry-leading Logistics and Technology services to the Department of Defense, Federal government and the private sector. MAT has extensive experience designing, developing, implementing and sustaining mission-critical logistics systems and software solutions. MAT is a leader in delivering innovative, reliable and cost effective services and technology solutions that address the needs of our clients and provide long-term benefits. MAT’s mission is to forge scalable and sustainable technology solutions by bridging the gap between logistics, technology, our clients’ needs, and delivering our services though the right mix of people, processes, and technology.
Working at MAT

MAT offers a rich, meaningful corporate culture with driven and determined leadership in a dynamic environment that was founded on openness and success. We enjoy an energetic and fun atmosphere in a culture of mutual respect and regard. At MAT, we build upon the principals and traditions of our military.  Personal responsibility and accountability are required character traits and working independently is a must.  As a leader in Logistics and Technology services to the Federal government and commercial sector, McLane Advanced Technologies (MAT) continuously seeks to align itself with talented, motivated individuals who are as passionate as we are about working with our clients to create smarter and leaner IT and business solutions. As a rapidly growing and successful company, MAT strives to be an employer of choice within the Washington, DC metropolitan area and the Federal government market. To achieve this goal, we hire only the brightest, most talented and passionate people. MAT’s professionals accept challenging and rewarding work and in return receive excellent compensation and benefits, as well as the opportunity for personal and professional development. Our hiring process includes pre-employment screenings, a thorough background check (including salary and education history), and an in-depth structured interview covering your entire career. If you pass the muster, you will be part of dedicated team and on the path to a rewarding experience.
We consider it a privilege to serve our clients in the Department of Defense, civilian Federal agencies, state & local government and the commercial sector.  We remain committed to our clients, our employees and our partners.  We are extremely confident in our ability to deliver our services and help our clients overcome their challenges and achieve their goals. 
MAT takes affirmative action to employ and advance in employment individuals with disabilities and our veterans, and treat qualified individuals without discrimination on the basis of their physical or mental disability or veteran status. MAT is an Equal Opportunity Employer of minorities, females, veterans, and those with disabilities. Visit MAT on the web at  
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