Business Development Lead, Air Force Markets

at  Logistics Management Institute

Overview:
We seek candidates who bring start-up energy with a track record of pursuing and winning large net-new opportunities. The successful candidate will be equipped to promote our offerings and solutions successfully and creatively, win large competitive pursuits and position LMI for future expansion.
LMI is seeking a Business Development (BD) Lead to help grow our USAF business. This role entails leading all USAF service organization business development activities (primary focus on HAF, PACAF, AFMC and AETC), as they relate to prosecuting LMI’s USAF business pipeline. Responsibilities span the full business development lifecycle, from opportunity identification to award, and includes, but is not limited to, new business identification, customer engagement and relationship management, industry engagement, opportunity qualification, strategy development, pipeline management, capture support, and proposal support.
LMI is a consultancy dedicated to powering a future-ready, high-performing government, drawing from expertise in digital and analytic solutions, logistics, and management advisory services. We deliver integrated capabilities that incorporate emerging technologies and are tailored to customers’ unique mission needs, backed by objective research and data analysis. Founded in 1961 to help the Department of Defense resolve complex logistics management challenges, LMI continues to enable growth and transformation, enhance operational readiness and resiliency, and ensure mission success for federal civilian and defense agencies.
Responsibilities:

The USAF Business Development (BD) Lead partners with LMI’s VP of Navy and Air Force Markets and Subservice Line VPs to actively develop market strategies and new business opportunities that align with account goals and objectives. In addition to broader market strategy execution, the BD Principal will work closely with line, growth, and functional resources to develop, implement, and execute effective capture strategies for all opportunities within the USAF portfolio.

• Identification, qualification, and capture of new business opportunities >$50M in the USAF market and domain
• Ability to build and maintain customer and industry relationships across USAF organizations; execute call plan in support of pipeline management.
• Development of market strategies and long-range business plans
• Development, implementation, and execution of effective capture strategies
• Develop and maintain a pipeline to qualify, pursue, and win new opportunities; provide comprehensive and timely pipeline management
• Successful interaction w/ customers and industry partners to enhance competitive position; ability to build customer, industry, and corporate network and overall positive visibility
• Experience with Multiple Award ID/IQ, task order type contracts.
• Utilize LMI’s CRM platform to ensure opportunity tracking in support of growth objectives
• Develop winning pricing strategies in cooperation with internal pricing team and external partners.
• Develop compelling value proposition to meet needs of the customer, including analyzing critical business drivers and risks.
• Professionally represent LMI at acquisition conferences, tradeshows, customer meetings, industry associations, public events, etc.

Qualifications:

• Active Top Secret security clearance.
• In-depth knowledge of the Air Force organizations’ mission areas, needs, and buying habits to research customer segments and strategies to identify and qualify new business leads.
• Demonstrated history of successful growth via pursuit of large, net-new opportunities.
• Excellent overall business acumen.
• Demonstrated expertise in building opportunity pipelines, executing full business development lifecycle processes, and prosecution of a pipeline to receive desired financial results.
• Solid understanding of Air Force Markets customers’ needs, dynamics of the market and specific experience with key client organizations.
• Strong ability to collaborate and execute in a matrixed organization.
• Experience working with high-performing and dynamic teams to deliver results.
• Demonstrated strong cultural fit and value alignment with LMI.
• Candidates will possess a master’s degree in a technical field or have three years of equivalent experience at level is needed. Additionally, a minimum of five to 10 years of logistics, program management, or government sales/marketing experience is required. An active Secret clearance is desired.

Applicants selected for this position may be subject to a government security investigation and must meet eligibility requirements for access to classified information. For this position, LMI will only consider applicants with current security clearances or applicants who are eligible for security clearances. Please note that only U.S. citizens are eligible for a security clearance

Please refer the Job description for details