Account Executive

Summary

Account Executive for Mission Solutions Sector will identify, qualify, and pursue opportunities through the gate process, establish relationships with Contracting and clients supported by Mission Solutions – including Department of State, DoD, and DHS (CBP, USCIS, US Secret Service), and in adjacent Federal spaces, and attend industry days and conferences to develop a robust 24-month pipeline.   

The primary focus of this role is to drive revenue growth by identifying business opportunities, maintaining existing business, selling products or services, and ensuring exceptional customer satisfaction. The Account Executive serves as a liaison between the company and its clients, working to understand their needs and provide tailored solutions.  Apply knowledge of customer market and leverage relationships throughout industry to identify new opportunities, gain intelligence on acquisition plans, effectively target those opportunities best suited for MSS (to include 8a Direct Award and competitive pursuits), and work to shape opportunities to ensure MSS is fully qualified and prepared for bid and submission.  This position will have specified new business goals minimum and stretch, each fiscal year. 

Essential Functions

• Sales and Business Development
• Establish, at a minimum, a two (2) – year business development pipeline for potential business opportunities.
• Maintain comprehensive 24-month pipeline, with daily data entry in SalesForce to notate updates, client calls, acquisition plans, award dates, etc.
• Research and identify growth opportunities in support of Business Development and Capture
• Develop and defend Gate reviews
• Develop and implement growth strategies that include risk assessments.
• Meet business development, organic, and new growth targets each year as directed by the COMPANY Strategic Plan.
• Support capture and proposal activities as needed
• Generate reports and give presentations.
• Identify and prospect potential solutions and services to the Mission Solutions sector through research, networking, and referrals.
• Understand client needs and pain points to provide ANG solutioning product or service offerings accordingly.
• Conduct product presentations, demonstrations, and discussions to showcase how the company's offerings address client challenges.
• Develop and execute effective capture strategies to achieve or exceed business development targets.
• Negotiate and close deals while ensuring mutually beneficial outcomes for both the client and the company, (executing NDAs, TAs, etc.)

Competencies

• Drive business operations and growth
• Strategic thinking for both organic business growth and new business markets.
• Possesses a strong understanding of and the ability to us Shipley’s Business Development Lifecycle processes.
• Analytical thinking.
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• Stress management.
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Relationship Management:

• Establish strong rapport with clients and strategic partners, serving as their primary point of contact.
• Maintain regular communication to provide updates, address concerns, and gather feedback.
• Anticipate client needs and proactively propose solutions or enhancements.
• Build long-lasting relationships to encourage client loyalty and repeat business.

Account Coordination:

• Collaborate with cross-functional teams, including marketing, customer support, and product development, to ensure seamless client experiences.
• Coordinate the execution of projects, orders, and deliverables to meet client expectations and deadlines.
• Address any issues or challenges that arise, ensuring swift resolution and client satisfaction.
• Market and Competitive Analysis:
• Stay informed about industry trends, market developments, and competitor activities.
• Provide insights and feedback to internal teams to enhance product offerings and strategies.

Sales Reporting and Documentation:

• Maintain accurate and up-to-date records of client interactions, sales activities, and progress in CRM systems.
• Generate regular sales reports, forecasts, and performance metrics for management review.

Qualifications:

Work Environment

This position operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. ANG utilizes a hybrid work environment of in office and remote options.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Must be able to remain in a stationary position 85% of the time.
• Occasionally moves about inside the office to access file cabinets, office machinery, etc.
• Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
• Expresses or exchanges ideas by means of the spoken word. Those activities in which they must convey detailed or important spoken instructions to other workers accurately, or quickly.
• Frequently moves standard office equipment up to 25 pounds.
• Must be able to work indoor conditions 95% of the time.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.

Position Type/Expected Hours of Work

This is a full-time position. Typical days and hours of work are Monday through Friday, 8:00 a.m. to 5:00 p.m.  Evening and weekend hours are as required by business need.

Travel

Travel is primarily within the Washington, D.C. metropolitan area with regular travel to the Fairfax, VA or Colorado Springs office as needed.  Some out-of-state and overnight travel may be expected.

Experience

• 15+ years’ experience in the proposal and business capture environment.
• Former employee experience with the US Government  Demonstrated ability to lead, drive capture and generate revenue
• High energy level and excitement about the pursuit and having an impact

Additional Eligibility Qualifications

• Displays a high level of verbal and written communication skills to present customers with our understanding of customer needs, requirements, and ability to meet these requirements
• Knowledge of military / federal acquisition models, practices, and techniques
• Experience in supporting proposal development and other written communications

• Multitasking and attention to detail

• Goal oriented and highly motivated
• Results driven, time management and planning skillsStrong grammar and proofreading skills

Education

Bachelor’s Degree in Business Administration, Economics, Marketing, Social Sciences, or a related field preferred. 

Security Clearance

Not required; Secret clearance or ability to obtain a Secret or above Clearance is preferred

AAP/EEO Statement

All Native Group is an equal opportunity employer. All applicants are considered without regard to age, sex, race, national origin, religion, marital status, or physical disability. However, preference may be extended to persons of Indian descent in accordance with applicable laws.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.