Vice President of Business Development

Overview

Vice President of Business Development

Job Location s: US-TX-Dallas

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Position Type:
Regular Full-Time

The Vice President of Business Development is responsible for managing competitive procurements from pre-RFP to submittal, interviews, clarifications, Best and Final offers, and contract negotiations as needed for either new business and/or retention of current MV contracts primarily in the Western Region. This position will work collaboratively with the Sr. Vice President of Business Development Western Region and other members of the Business Development Team in the sales territory and the entire Procurement team to ensure responsive and quality technical and pricing submittals in a leadership role managing assigned projects and sales leads for development.

The Vice President of Business Development will attend meetings, interviews and complete field and other related research for the project as needed and/or assigned. The Vice President of Business Development is expected to manage assigned client relationships and to identify and nurture new client relationships for future or new bid opportunities. The Vice President will work closely with the Sr.

Vice President to develop and identify sales and performance goals and address and improve any identified performance issues.

Sales and Procurement Management

Strong interpersonal communication skills, success working under pressure in a fast-paced environment and being flexible, proactive, responsive, and efficient are crucial to this role. Must be exceedingly well organized and must enjoy the challenges that accompany a public transportation procurement environment. A strong sense of professionalism, discretion, and understanding of confidentiality is mandatory. Expert level written and verbal communication skills, relationship building skills, presentation skills, strong decision-making ability and attention to detail are equally important.

This person must be able to understand all aspects of the procurement process and be skilled at Request for Proposal (RFP) reviews ensuring the Company is addressing all aspects of the technical and pricing submittal and they are in line with the defined and approved strategy. This person works with the Procurement and Finance teams and will oversee the technical and price proposal process, perform ground research, attend client hosted meetings, analyze the contractual opportunity, and determine unique strategies to win the bid.

Procurement activities will include:

• Reviewing new procurement opportunities and determining viability to make educated bid/no bid decisions in alignment with the gating process.
• Developing an operational plan to support the proposal, in consultation with various procurement team members.
• Making pricing decisions based on field research and requirements in the request for proposal.
• Completing advance research of the bid and agency/client to develop a strategy that will resonate with the client and other key stakeholders.
• Identifying/submitting meaningful questions based on RFP review that allows the Company to obtain needed and critical information to reduce the risk associated with the bidding opportunity.
• Working with Production team and other team members to complete technical proposal response.
• Working with the Finance and Operations teams to complete the pricing proposal response.
• Ensuring employment markets are researched and the Company is making informed decisions relating to labor recruitment and retention.
• Ensuring Collective Bargaining Agreements are reviewed by the Labor Relations team and working closely with the Procurement team to ensure a strategy is formed for the operation and financial impacts of the strategy are accounted for in the price proposal.
• Working with the Procurement team to identify operating facilities to accommodate work that meets operational and procurement requirements.
• Work with the Procurement team to identify and recruit varying levels of management positions appropriate for the contract.
• Soliciting, identifying, and negotiating with L/D/W/M/S/DV/OBE vendors and ensuring costs are accounted for in the price proposal and identified in the technical proposal as required.
• Updating Salesforce based on sales activities.
• Editing/writing technical documents based on developed strategies.
• Attending pre-bid conferences, board meetings, city council meetings and other client-related meetings as needed.
• Work with the Procurement team to specify and identify proposed vehicles meeting the requirements of the bidding opportunity.
• Attending industry conferences/seminars as needed to ensure client relationships are maintained and forged.
• Gathering and interpreting market, customer, and competitor data to plan future company strategy and responses to procurements.
• Leading conference calls, such as strategy calls, pricing reviews, etc.
• Successfully review draft service agreement, review, and identify items of risk to ensure the Company can successfully operate the contract…