Director, Business Development
American Bureau of Shipping (ABS)

Job Info

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This Business Development Director drives ABS market position and the achievement of critical business goals across the Navy. This position has key responsibility for client relationship management, development of project engagements, leading capture of work to fully utilize ABS prime contracts and subcontracts with Navy clients, and representing ABS in a wide variety of meetings, events, and conferences. The scope of the role includes all of NAVSEA, including support for Program Executive Offices (PEOs), Program Management Offices (PMSs), and Warfare Centers, as well as other Navy and DOD offices responsible for naval programs.

Results should be achieved through an individual and collective team sales effort. This position will effectively collaborate with internal teams and the Product Development and Technology groups.

What You Will Do:

• Execute and drive sales strategies in the assigned area of responsibility and meet or exceed sales and revenue targets.
• Develop and maintain key client relationships with a focus on maintaining current work and expanding new business opportunities and prospects for new clients and business opportunities within your assigned responsibility.
• Lead the development and execution of visit and sales plans for assigned clients within the area of responsibility, including organizing client meetings for ABS senior management
• Maintains awareness of the overall ABS service portfolio.
• Communicates services/product opportunities to ensure peers and teams outside your core responsibility are aware of potential opportunities. They can and can assist and support sales efforts as required.
• Provide strategic insight within the assigned area or responsibility related to future business initiatives, market drivers, and competitor activities for inclusion in business planning
• Work with organizational teams to develop capture strategies, proposals, and pricing as appropriate
• Work with technical staff and other items to meet customer needs.
• Attend industry events and conferences and provide feedback and information on market and creative trends.
• Identify opportunities for marketing campaigns within the area of responsibility that will lead to increased sales.
• Forecast sales targets and track activity on accounts to meet these targets

What You Will Need:

Education and Experience

• Extensive understanding of NAVSEA and long-term relationships with NAVSEA and NAVSEA contractor personnel
• Bachelor's degree in business or a technical engineering field is required; non-degreed professionals may be considered pending their level of experience and business requirements.
• MBA or postgraduate engineering degree is preferred.
• Seven (7) years of experience in naval ship design, construction, and sustainment, preferably with programs and offices that work with ABS on ship Classification/Certification.
• Experience with active participation with SNAME, ASNE, and/or other organizations is preferred

Knowledge, Skills, and Abilities

• Ability to conceptualize solutions to complex client challenges and bring appropriate ABS capabilities and experience to provide those solutions
• Demonstrated success in sales, business development, and account management with experience in meeting and exceeding sales or business targets
• Demonstrated proficiency in developing strategic customer relationships.
• Strong leadership and personal presence and the ability to quickly establish and build credibility and relationships externally and internally.
• Excellent business judgment, including assessing the reasonableness and likelihood of success of various business scenarios and communicating the same to management.
• Demonstrated technical acumen related to the product or area of responsibility.
• A self-starter with a demonstrated desire to achieve goals and a collaborative personality who effectively works with teams and individuals to achieve organizational business outcomes.
• Strong commitment to ethical business practices.
• Excellent verbal and written communication skills. The primary language is English.
• US citizenship and ability to hold a DOD security clearance is required (existing DOD security clearance is preferred)

Reporting Relationships:

The incumbent typically reports to a Vice President.

ABOUT US

We set out more than 160 years ago to promote the security of life and property at sea and preserve the natural environment. Today, we remain true to our mission and continue to support organizations facing a rapidly evolving seascape of challenging regulations and new technologies. Through it all, we are anchored by a vision and mission that help our clients find clarity in uncertain times.

ABS is a global leader in marine and offshore classification and other innovative safety, quality, and environmental services. We're at the forefront of supporting the global energy transition at sea, the application of remote and autonomous marine systems, cutting-edge technical solutions, and many more exciting advancements. Our commitment to safety, reliability, and efficiency is ever-present, guiding our clients to safer and more efficient operations.

About Our Benefits

ABS Bureau proudly offers a variety of industry-leading benefits designed to enhance the life and well-being of our employees and their families. These benefits include, but are not limited to, medical insurance (PPO and HD), dental and vision insurance, Health Savings Account (HSA), Flexible Savings Account (FSA), life insurance, accidental death and dismemberment insurance, disability leave programs, parental leave program, paid holidays, and paid vacation time. The Company provides an Employee Assistance Plan (EAP) that offers support in personal wellness, including work-life services. ABS Bureau also offers a 401K plan with a generous company match, subject to plan requirements.

Equal Opportunity

ABS Bureau is committed to the equal employment opportunity of its employees and prohibits discrimination against any employee or qualified applicant based on race, color, creed, religion, national origin, sex, gender identity, age, disability, marital status, sexual orientation, citizenship status or veteran status, or other non-work-related characteristics that may be protected under the law of the Federal Government or specific state employment laws.

Notice

ABS and Affiliated Companies (ABS) will not pay a fee to any third-party agency without a valid ABS Master Service Agreement (MSA) authorized and signed by Human Resources. Any resume, CV, application, or other forms of candidate submission provided to any employee of ABS without a valid MSA on file will be considered property of ABS, and no fee will be paid.

Other

This job description is not intended, and should not be construed, to be an all-inclusive list of responsibilities, skills, efforts or working conditions associated with the job of the incumbent. It is intended to be an accurate reflection of the principal job elements essential for making a fair decision regarding the pay structure of the job. #ogjs

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