Senior Business Development Principal (12A.25)

Through its wholly owned subsidiaries, American States Utility Services, Inc. contracts with the federal government to provide water and wastewater services that include operating, maintaining, renewing, replacing, and constructing new systems on military installations throughout the United States. The installations where we presently operate are home to nearly 350,000 military and civilian personnel and families.

We proudly deliver these vital services to military installations in Maryland, North Carolina, South Carolina, Texas (including southeastern New Mexico), Virginia, Florida, Kansas, and Massachusetts.

Serving those who serve.

United States Veterans, Reservists, National Guard Members, and Military Spouses encouraged to apply.

POSITION DEFINITION:
The Senior Business Development Supervisor leads strategic business development efforts, focusing on identifying and capturing new federal government opportunities. They develop and execute strategies, build relationships with key stakeholders, and manage the capture and outside sales activities, ensuring compliance and success in securing contract opportunities. Additionally, the Senior Business Development Principal manages process and policy development and oversees outside sales and process compliance, including interaction with internal and external auditors. The Senior Business Development Principal manages marketing and branding activities and planning (e.g., newsletters, flyers, brochures, trade shows, and technical and industry conferences).

ESSENTIAL DUTIES AND RESPONSIBILITIES
* Develops and implements business development strategies aligned with company goals and federal market trends
* Identifies, researches, and qualifies potential federal contracts and grants
* Facilitates market communications by presenting the Company to customers
* Cultivates and maintains relationships with key government officials, agencies, and potential partners
* Contributes to the refinement of the company's brand with customers and key vendors and subcontractors
* Manages relationships with government agencies or departments, ensuring successful contract execution and client satisfaction. Acts as a liaison between the Company and the government, addressing concerns, negotiating changes, and monitoring capture and long-term relationship performance
* Leads and manages the capture process, including developing proposal strategies/ win themes, coordinating with internal teams, and preparing proposals
* Develops and maintains relationships with key installation personnel, agencies and partners to ensure the customer experience is seamless from capture to operations. Co-chairs transition efforts after pursuit win, providing continuity of service to the customer and guidance and
training to the transition and operations teams to convey contract requirements established during bid pursuit * Identifies and resolves issues that may impact contract performance or client satisfaction, such as delays, budget overruns, or disputes
* Evaluates the effectiveness of contracts and identifies areas for improvement, both within the Company and in client interactions and reporting KPIs to Director and Business Development Manager with proposed solutions for bid pursuits
* Tracks any updates for federal regulations and proposal policies as well as key mission and program directives to ensure compliance with regulation and customer support, thereby increasing the Company's pWin
* Evaluates processes and procedures for any refinements and efficiencies, identifying if such need requires "in-house" or industry teaming arrangements Identifies key strategic partners and leads negotiations of such necessary arrangements
* Tracks progress, analyzes results, and provides regular reports on business development activities and pipeline opportunity updates
* Supervises Business Development personnel, ensuring team activities and deliverables align with Director of Business Development directives, company processes/ policy and client mission and support the creation of compelling RFP responses.
* Interfaces with Company and corporate personnel and departments to help ensure compliance with Company and corporate policies, procedures, requirements and guidelines
* Maintains open communication with Operations staff to ensure client management messaging is relevant to current policies and procedures and representative of ASUS Operational Excellence
* Supports recording and reporting procedures related to privatization contract management
* Identifies and documents business management strategies revolving around existing utility privatization contracts and other utility contracts
* Evaluates and oversees the consistent application of company Sales policies and standards at ASUS and its subsidiaries
* Manages, develops, and prepares analyses and schedules for and liaison with internal and external auditors (including DCAA auditors) in matters related to Business Development
* Supports training material production on Business Development topics to personnel at subsidiary operations
* Co-manages the production of a bi-annual ASUS Newsletter and marketing/sales flyers and brochures
* Manages company preparation and participation in technical conferences, trade shows, and other industry/Government group forums
* Prepares status reports and briefings for Senior Management
* Other duties as assigned

BUSINESS ACUMEN, SKILLS AND COMPETENCIES
* Sustains on-going education in areas of expertise in order to pursue continuing education and professional development that benefits the department and the company as a whole
* Possesses ability to supervise others, consistent with the directives of the Business Development Director, in the execution of Business Development related tasks
* Communicates effectively by meaningful and articulate verbal discussion by commanding excellent verbal and written communication skills including the ability to write and deliver clear and concise instructions, reports, and proposal narratives
* Possesses an outstanding work-ethic, be highly motivated and customer-focused, upholding to a high customer service ideal
* Strong analytical ability with expertise in both business and configuration knowledge for functional areas
* Project leadership and management
* Strong presentation and facilitation ability
* Strong Communication & Interpersonal Skills with the ability to effectively communicate with clients, both verbally and in writing, and to build rapport and trust
* Knowledge of Federal Contracts, understanding the Federal Acquisition Regulation (FAR) and other relevant regulations and procedures
* Problem-Solving & Analytical Skills with the ability to identify issues, analyze data, and develop solutions
* Negotiation Skills, showing strong ability to negotiate contract terms, modifications, and disputes
* Project Management Skills proving the ability to manage contract timelines, budgets, and resources effectively.
* A strong Client-Focused mindset with commitment to ensuring client satisfaction and building long-term relationships

MINIMUM POSITION QUALIFICATIONS:
* Masters of Business Administration (MBA) degree, OR a Bachelor's degree in engineering, finance, accounting or closely related field from an accredited university; plus ten years of technical writing experience
* 15+ years' experience, primarily focused on Business Development, government procurements or an advancing program management pathway in utilities and/ or energy (e.g., proposal strategy and content development; staffing estimates and cost support; or public works program management)
* Experience with US Federal (specifically DoD) proposal and / or programmatic contracting Key attributes include a thorough understanding of DoD proposal processes and compliance aspects
* Experience in supervising others performing Business Development related tasks
* Experience in leading editing, formatting, and creative service tasks and teams
* Experience in contract transition/phase-in support, including client management, marketing, website support, interviews, and on-boarding activities
* Experience in performing senior-level customer visits and documenting customer needs
* Experience in government utility privatization, government contracts, privatization proposal development, government negotiation processes, operations startups, contract pricing is highly desired
* Proficient in the use of computerized office equipment and programs
* Knowledge of project management processes
* Excellent communication (both oral and written) and analytical skills
* Excellent presentation and leadership skills, capable of representing the company with little to no guidance in high-visibility situations and events
* Ability to research, interpret and compile analytical data
* Ability to work within a team environment to achieve mutual goals
* Ability to travel for multiple weeks to perform startup duties for New Contract Award

May include but not limited to standing, climbing, walking, lifting, bending, pulling and/or pushing, grasping, reaching, stooping and crouching, sitting, typing, walking, reading, writing, color determination, speaking and listening for extended periods of time.

BENEFITS

Our Company supports our employees with rich benefit programs and resources to help them thrive today and prepare for tomorrow. Benefit options include medical, dental, and vision plans with the Company currently paying 85% of the monthly premium for employees and their eligible dependents. We also offer paid vacation and sick time and twelve Company paid holidays per year. To help our employees plan for the future, we offer both a 401(k) retirement plan as well as a Defined Contribution Profit Sharing retirement plan. Additional benefits include life, AD&D, and LTD insurance as well as health savings account and flexible spending plans.

COMPENSATION INFORMATION

The compensation range provided is in compliance with state specific laws. Multiple factors are used to determine the actual starting rate of pay for all of our positions, including specific skills, years of experience, education, certification(s), and other job related factors.

U.S. Citizenship is required pursuant to our contract with the federal government.

The responsibilities of this position will involve access to information that may be considered confidential, private and sensitive. Therefore, the individual filling this position will be required to both allow and pass a background check.

NOTE: Reasonable accommodations will be made to enable individuals with special needs to perform the essential functions.