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Manager, Business Development

American Bureau of Shipping (ABS)

Washington, District of Columbia

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JOB DETAILS
SKILLS
Acquisition Regulations, Bidding, Budgeting, Business Development, Consulting, Contract Management, Customer Acquisition, Customer Relations, Customer Relationship Management (CRM), Customer Satisfaction, Customer/Client Research, Data Analysis, Federal Contracts, Federal Government, Forecasting, Funding, Government, Government Acquisitions, Government Regulations, Government Requirements, Homeland Security, Internet Security, Legal, Market Research, Mergers and Acquisitions, Monitor Regulations, Pricing, Product Positioning, Professional Services, Project/Program Management, Public Administration, Public Safety, Purchasing/Procurement, Regulations, Relationship Management, Risk, Risk Management, Sales, Sales Management, Sales Presentation, Sales Prospecting, Solution Sales, Strategic Planning, Team Lead/Manager, Technical Consulting, Technical Strategy, Time Management, United States Coast Guard (USCG), United States Department of Defense (DoD), United States Department of Energy (DOE)
LOCATION
Washington, District of Columbia
POSTED
1 day ago
The Business Development Manager - Government Sector drives growth for ABS Group's government-focused portfolio by developing and executing strategies to win new work and expand existing accounts across federal, state, and local agencies. This role is a core sales position responsible for new business acquisition and account expansion, with a focus on professional and consulting services such as risk and reliability, safety and mission assurance, cybersecurity, and digital/analytics solutions.

The successful candidate combines strong government market knowledge with a proven track record selling complex professional services and the ability to connect ABS Group's capabilities to mission, regulatory, and operational needs.

What You Will Do:

Market & Client Insight
  • Develop a deep understanding of government missions, priorities, and operating environments (e.g., federal civilian agencies, DHS, DOT, etc.), including budget cycles, acquisition approaches, and funding mechanisms.
  • Monitor policy, regulatory, and market drivers affecting demand for ABS Group services such as risk management, safety and mission assurance, cybersecurity, resilience, and digital/operational excellence.
  • Identify and understand the key challenges, risks, and requirements shaping government programs in areas such as critical infrastructure, transportation, maritime, and public safety.
Account & Relationship Management
  • Build and maintain strong relationships with government decision-makers, program managers, contracting officials, and key influencers across assigned agencies and accounts.
  • Serve as a trusted advisor by understanding agency missions and program needs and aligning ABS Group's technical capabilities and past performance to support those objectives.
  • Grow existing accounts by expanding into new programs, missions, and functional areas while ensuring high levels of customer satisfaction and repeat business.

Business Development & Opportunity Generation
  • Proactively identify and qualify new opportunities through market research, industry networking, partner engagement, and regular client interaction.
  • Track opportunities through government procurement channels (e.g., SAM.gov and other agency portals, contract vehicles, GWACs/IDIQs, BPAs, and task orders).
  • Develop and execute capture and account plans for priority agencies and programs, including call plans, competitive positioning, and win strategies.

Solution Development & Sales Execution
  • Maintain a strong working knowledge of ABS Group's government-relevant services and solutions, including but not limited to:
    • Cybersecurity and OT/ICS security
    • Management systems and compliance
    • Data analytics, digital and operational excellence solutions
  • Work closely with internal subject matter experts (SMEs), project managers, and technical teams to shape solution concepts and value propositions responsive to government requirements.
  • Plan and lead client meetings, briefings, and presentations, including bringing ABS Group leadership and technical experts into strategic discussions with agencies.

Capture, Proposal, and Commercial Management
  • Collaborate with proposal, contracts, and legal teams to:
    • Develop compliant, compelling, and competitive bids and proposals.
    • Structure pricing and terms that align with government acquisition regulations and ABS Group business objectives.
  • Contribute to proposal strategy, solution narrative, win themes, and orals preparations as needed.
  • Ensure accurate and timely entry of all account, contact, and opportunity information in ABS Group's CRM; maintain a clear view of pipeline, stage, probability, and forecast.
What You Will Need:

Education and Experience
  • Bachelor's degree from an accredited university in business, engineering, science, public administration, or a related field; or equivalent relevant experience.
  • Typically 5+ years of experience in business development, capture, or account management within government markets, with a focus on professional/consulting or technical services.
  • Demonstrated success winning work with U.S. government agencies (e.g., DHS, DoD, DOT, DOE, USCG), including experience with federal acquisition and contracting processes.
  • Experience in one or more of the following domains is strongly preferred:
    • Risk management, safety, mission assurance, or asset integri

About the Company

A

American Bureau of Shipping (ABS)

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