Business Development Analyst

About the Role

The Business Development Analyst will identify, qualify, and secure business opportunities by cultivating and maintaining mutually beneficial business relationships with current and potential customers. This position works with the BD team to identify, qualify, and bid new opportunities within existing and new markets (Department of Defense, DHS, DOJ) and leverages relationships to develop client and industry information to impact growth.

Responsibilities

• Identify and qualify opportunities in target markets using government systems (SAM, IDIQ sites, OTA sites, and client forecast), information services (GOVWIN, etc.), and direct client engagement with program managers, contracting, and small business offices.
• Provide research and analysis to support pursuit recommendations (go/no-go).
• Understand the sales process for GOVCON business (products and services); SHIPLEY training is a plus.
• Manage the growth pipeline with BD staff and PM staff.
• Develop and deliver executive-level presentations to ATSC leadership and clients.
• Support BD/Captures, including proposal support and marketing support for conferences and events.
• Leverage AI tools to make opportunity research and proposal development more efficient.
• Support opportunity identification, qualification, and bidding for opportunities under existing IDIQ contracts, OTAs, GSA contracts, and agency-specific contracts.
• Recommend marketing strategies to enhance company sales.
• Conduct market research into emerging trends in the industry.
• Support BD pursuits and captures with the expectation of being promoted into a BD role to lead captures—timing based on performance.
• Create custom reports and generate standard reports for management and sales staff.
• Analyze workflows and make recommendations for streamlining or improving processes.
• Help develop new sales leads for the company.
• Research marketing opportunities and communicate findings to marketing staff.
• Contribute to the development and refinement of the company’s online presence.
• Liaise with other department heads on the implementation of the company’s strategic and operational plans.
• Develop, review, and report on the business development department’s strategy, ensuring strategic objectives are well understood and executed by the team.
• Analyze contract finance and bidding processes to optimize awards and profitability—not just bidding based on low-cost, technically acceptable pricing strategy.
• Regularly attend client meetings, trade shows, conferences, etc.
• Follow up with clients continuously and respond to client inquiries.
• Prepare business development presentations and Gate Reviews to advance opportunities through the sales evaluation funnel.
• Identify potential new markets based on research and analysis of budgets, competitors, and products/services.
• Communicate with and qualify sales prospects.
• Analyze the capabilities, contracts, and products/services of competitors to assist with new business pursuits.

Requirements

• Bachelor’s degree in Business, Operations, or Marketing; Master’s preferred.
• 3-5 years’ experience in Sales, Marketing, or Business Development required.
• Experience with a DOD program preferred.
• Proficiency in Microsoft Office 365.
• Excellent analytical and research skills, including knowledge of how to research federal spending trends, procurement announcements, and client budgets.
• Understanding of the sales process for GOVCON business (products and services); SHIPLEY training is a plus.
• Understanding of government contracting vehicles for DOD and DHS.
• Experience with proposals and GSA bids; a track record of awards is a plus.
• Strong organizational skills and the ability to effectively prioritize tasks.
• Excellent computer and technical skills, including knowledge of report-writing software.
• Good problem-solving and decision-making skills.
• Strong leadership and managerial skills.
• Good negotiation and persuasion skills.
• Ability to obtain and maintain a Government Security Clearance.
• U.S. Citizenship is required.

Physical Demands and Work Environment

• Work is performed in an office setting.
• Regularly required to stand, sit, demonstrate manual dexterity, climb stairs, talk, hear, and see.
• May occasionally be required to lift moderately heavy objects (up to 25 pounds) during the course of the workday.
• Must be able to read, write, and speak English fluently.