The SourceAmerica story is an inspirational one. For more than 40 years, SourceAmerica is the country’s leading source of job opportunities for people with significant disabilities. Through our network of nonprofits, we supply products and services that meet the strictest quality standards, at a competitive price, and utilize a dedicated workforce of professionals with disabilities. Learn more about us at: https://www.sourceamerica.org/about
SourceAmerica is looking for a talented Vice President of Federal Business Development to join its Vienna, VA-based team.
We want to add a team member who has the best opportunity for success with our organization. Here are a few experiences/skills that are ideal for our needs:
Have you led the sales and business development opportunities for a national organization?
Have you guided sales initiatives based on a core set of business values?
Has your career included successful business development strategies with federal government customers?
If you’ve had similar experiences or have those skill sets, please read the following summary of the requirements of this position. Please keep in mind this is a summary and an official job description will be provided to candidates at the time of their interview.
Business development leadership with a non-profit organization is a unique opportunity to develop long term relationships and apply your revenue strategy experience to create workforce opportunities for people with disabilities. Our Vice President of Federal Business Development provides leadership necessary for creating new sales opportunities for SourceAmerica’s Members, which are a network of various non-profit agencies across the US that support people with disabilities. The revenue strategy includes considering the Members’ capabilities and capacity to fulfill contracts based on fee revenue and continual employment opportunities for the individuals they support.
The Vice President of Federal Business Development reports to the Chief Executive Officer, is a member of the executive management team and an adviser to the CEO, COO and his/her peers regarding sales and business development strategy and execution.
SourceAmerica is focused on hiring a skilled professional in the Washington, DC area. Relocation may be considered but local candidates are preferred.
Considers the legacy federal contract success SourceAmerica has had over its 40 years of supporting the U.S. AbilityOne Commission as well as leading initiatives to provide workforce opportunities for professionals with disabilities.
Builds and implements the strategy for national partnerships that drives brand awareness, connects supply and demand sides for employment opportunities for SourceAmerica members, and leverages SourceAmerica’s assets and capabilities for revenue generation and employment expansion for Member employees.
Considers future growth and workforce opportunities for SourceAmerica’s Members and develops strategies around meeting workforce demands in markets across the US.
Ensures that business development initiatives show year-over-year growth in the number of net jobs provided to professionals with disabilities.
The VP of Federal Business Development at SourceAmerica oversees the selection, management, administration, performance and retention of all sales, business development, and sales support team members.
Manages a team of sales / business development professionals across the US to set and achieve relationship development, revenue, and other critical KPI’s like the total hours of employment for professionals with disabilities. This team focuses its efforts on business development with federal government customers.
Implements strong sales methodology among the sales and business development team members including training and coaching, direct interaction, and frequent check-ins with the team on their approach to new business development. Ensures the team is updating CRM frequently and reviewing current weekly and monthly sales reporting. SourceAmerica uses Microsoft Dynamics as its CRM.
Manages the prime contracts program office and sales support functions.
Required Education, Experience, and Skills
Bachelor’s degree from an accredited institution in a relevant field
10 years leading a team focused on the federal sales/contracting process
10 years leading public sector marketing and business development
5 years in a senior leadership position with an organization with a multi-state or national scope.
Proven experience in a sales-driven organization with public sector (preferably federal government) direct customers
Scope of responsibility of a least $100M new sales revenue annually
Proven track record of establishing and meeting sales projections and budget management
Strong proficiency with Microsoft Office Suite including Excel, Word, Outlook, and PowerPoint.
Strong proficiency, use of, and holding team members accountable for use of a CRM. SourceAmerica uses Microsoft Dynamics as its CRM.
Demonstrated ability to clearly and effectively communicate with direct reports, colleagues, members of the Board of Directors, and other members of the public.
Demonstrated use and holding team members accountable for utilizing sales methodology. SourceAmerica uses Sandler Sales Solutions.
Desire and ability to match our key leadership competencies: strategic thinking, proactive planning, people management, communication, and self-awareness; and, skills and experience empowering others, building alignment across a complex and decentralized organization, and achieving operational excellence.
Preferred Education, Experience, and Skills
Experience leading ISO 9001 practices or similar quality / streamlined process systems.
Experience with Sandler Sales Solutions as a sales methodology.
Solution selling experience that drives significant business development activity that identifies new services delivery opportunities and new product catalog (sourcing) opportunities.
Ability to effectively collaborate with individuals and teams across a 400+ organization with a national footprint
Proficiency in MS Office including Excel, Outlook, PowerPoint, and Word
Strong interpersonal skills and ability to build and maintain relationships
Strong oral and written communication skills, including grammar and proofreading skills
Strong organizational skills
Capable of working independently and solving problems under time pressure
Flexible schedule and some travel required during certain time periods
Commitment to fulfilling SourceAmerica’s mission, vision, and values
Exhibit SourceAmerica’s STAR behaviors
Willingness to follow SourceAmerica’s Code of Conduct
SourceAmerica offers a comprehensive, flexible, and market-competitive benefits program including: paid holidays, vacation time, sick leave, health insurance, and retirement benefits.