JOB SUMMARY
The Business Development Manager (BDM) is responsible for identifying, developing, and qualifying new business opportunities that support GMRE's strategic growth objectives across the Department of Defense (DoD), Intelligence Community (IC), and international defense markets. This position develops customer relationships, shapes acquisition opportunities prior to solicitation release, and establishes strategic partnerships that position GMRE for successful capture efforts. The BDM works independently while collaborating closely with Capture Management, Proposal Management, Operations, and Executive Leadership to mature opportunities through qualification and transition into capture. Success is measured by the quality of customer relationships, pipeline growth, opportunity qualification, and contribution to contract awards.
ROLES AND RESPONSIBILITIES
Strategic Business Development
• Develop and execute account plans supporting GMRE's strategic growth objectives.
• Identify, qualify, and mature new business opportunities aligned with corporate growth strategies.
• Maintain a healthy pipeline of qualified opportunities across assigned customer accounts.
• Monitor DoD budgets, appropriations, POM activities, acquisition forecasts, and procurement trends.
• Develop long-term customer engagement strategies aligned with acquisition timelines.
• Support annual strategic planning and growth initiatives.
Customer Relationship Management
• Develop trusted relationships with government customers, acquisition professionals, program offices, and industry partners.
• Conduct regular customer engagements to understand mission priorities, modernization initiatives, and future capability requirements.
• Represent GMRE at customer meetings, industry days, conferences, and technical exchanges.
• Maintain customer contact plans and engagement records within the company's CRM system.
• Coordinate executive-level customer engagements when appropriate.
Opportunity Identification and Qualification
• Identify opportunities through customer engagement, market research, acquisition forecasts, and competitive analysis.
• Lead opportunity qualification using GMRE's established business development processes.
• Develop Opportunity Briefs and recommend Bid/No-Bid decisions.
• Evaluate opportunities against strategic, technical, financial, and contractual criteria.
• Transition qualified opportunities to Capture Management with complete customer, competitive, and acquisition intelligence.
Market Intelligence and Competitive Analysis
• Monitor federal and international defense markets for emerging business opportunities.
• Analyze acquisition strategies, organizational changes, budget priorities, and modernization initiatives.
• Track competitor activities, contract awards, teaming relationships, and market positioning.
• Develop competitive intelligence products supporting future capture activities.
• Maintain awareness of FAR, DFARS, and evolving acquisition policies.
Strategic Partner Development
• Identify, evaluate, and cultivate strategic industry partners.
• Support negotiation of Non-Disclosure Agreements (NDAs), Teaming Agreements (TAs), and Memorandums of Understanding (MOUs).
• Develop relationships with OEMs, subcontractors, and technology partners supporting future opportunities.
• Maintain long-term partnerships that strengthen GMRE's competitive position.
AI-Enabled Business Development
• Utilize AI-enabled tools to improve customer research, market analysis, stakeholder mapping, and opportunity identification.
• Apply AI-assisted analytics to competitive assessments and pipeline forecasting.
• Leverage automation to improve CRM quality, reporting, and market intelligence.
• Ensure responsible use of AI technologies consistent with company policies and customer requirements.
Cross-Functional Collaboration
• Collaborate with Capture Managers to transition qualified opportunities into active captures.
• Support proposal teams by providing customer insight, competitive intelligence, and market analysis.
• Coordinate with Engineering and Operations to understand current capabilities and future investments.
• Work with Finance to understand pricing objectives and growth priorities.
• Support marketing initiatives through customer success stories and market insight.
Pipeline Management and Reporting
• Maintain accurate pipeline information within CRM systems.
• Develop monthly pipeline reports, account updates, and business forecasts.
• Track business development metrics and individual performance objectives.
• Provide regular briefings to executive leadership regarding customer engagements and pipeline status.
WHY WORK FOR GMRE?
GMRE is a small veteran-owned company who cares about our employees. We offer health, dental, and vision insurance, 401(k), vacation, Paid Time Off (PTO), or Paid Sick Leave (PSL) based on state laws, paid holidays, and life insurance to all permanent full-time employees. GMRE’s mission is to provide high quality engineering and technical services to help our customers grow and succeed.
GMRE is an equal opportunity employer. GMRE is committed to making employment decisions based on valid requirements, without regard to age 40 and over, color, disability, gender identity, genetic information, military or veteran status, national origin, race, religion, sex, sexual orientation or any other applicable status protected by state or local laws.
This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.
Requirements
REQUIRED SKILLS/ABILITIES
• Knowledge of Department of Defense acquisition processes and federal procurement.
• Strong customer relationship development and networking skills.
• Ability to identify and qualify strategic business opportunities.
• Strong written, verbal, and presentation communication skills.
• Strong analytical and critical thinking skills.
• Ability to prioritize multiple opportunities simultaneously.
• Experience utilizing CRM platforms and market research tools.
• Strong organizational skills and attention to detail.
• Ability to work independently while contributing to cross-functional teams.
• Proficient with Microsoft Office Suite and related business software.
• Ability to work flexible hours and respond to business needs on short notice.
• Ability to maintain professional appearance.
EDUCATION AND EXPERIENCE
• Bachelor's degree in Business, Engineering, Government Relations, Public Administration, Marketing, or a related field.
• In lieu of a degree, a minimum of 10 years of relevant business development experience.
• Minimum of 5 years of DoD or federal business development experience.
• Demonstrated success identifying and qualifying federal contracting opportunities.
• Experience supporting defense, aerospace, or government services organizations.
• Working knowledge of FAR, DFARS, and federal acquisition processes.
• Experience supporting IDIQs, GWACs, BPAs, OTAs, or other federal contract vehicles.
• Experience with GovWin, SAM.gov, FPDS, CRM systems, and market intelligence tools.
• Shipley Business Development or Capture Training is preferred.
SECURITY CLEARANCE AND OTHER REQUIREMENTS
• Ability to obtain and maintain a U.S. SECRET Security Clearance.
• Valid driver's license required for company travel.
• Ability to pass background investigations required for customer facilities and military installations.
PHYSICAL REQUIREMENTS
• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.
TRAVEL REQUIRED
• Position will travel up to 35% of the time, including overnight travel, to support customer meetings, industry events, conferences, strategic partner engagements, and business development activities.
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