Innovative…high-tech…revolutionary… these are just a few of the characteristics that make Advanced Functional Fabrics of America (AFFOA) unique. As a member of the Manufacturing USA Innovation Institute Network, AFFOA’s mission is to rekindle the domestic textiles industry by leading a nationwide enterprise for advanced fiber & fabric technology development and manufacturing, enabling revolutionary system capabilities for national security and commercial market applications.
AFFOA is seeking a seasoned, dynamic professional to lead the Institute’s business development activities as the Director of Government Business Development (DGBD). This entrepreneurial role will identify, shape and secure new government business opportunities aligned with the Institute’s strategic growth objectives. Through the cultivation and maturation of mutually beneficial relationships with target sponsors, the DGBD will bring transformational energy to building and scaling the current BD function to ensure organizational growth and sustainability.
A successful Director of Government Business Development will fundamentally build business opportunities for AFFOA to make a positive impact for our members by increasing the technology and manufacturing readiness of innovations in fiber and fabric technology. Our ideal candidate has a demonstrated history of winning multi-million-dollar opportunities through Federal agencies, specifically with the Department of Defense and other government agencies.
Responsibilities include:
- Generating new business to achieve the Institute’s financial objectives, focusing on both new and existing sponsors within government, foundation, and commercial spheres, to secure annual funding in the 8-figure range.
- Working with AFFOA leadership to refine and improve the Institute’s processes for identifying all possible opportunities for government-based funding.
- Building relationships with target sponsors, maintaining relationships, and collaborating where possible with BD leaders of other Manufacturing USA Institutes.
- Responsible for account development, developing propositions, strategic use of market insight, and the full-cycle proposal development process.
- Collaborating with the Director of Technical Program Development to lead all elements of the capture and proposal lifecycle, including developing pipeline, facilitating sponsor meetings, designing team strategy, negotiating with team partners, and pricing and proposal development.
- Identifying and developing the Institute’s selling propositions and differentiators in context of industry trends including market analysis, segmentations and sizing, and competitive analysis especially for government markets.
- Develops, advocates for, and implements a vision for the portfolio of business opportunities that the Institute should pursue; developing a tactical plan to achieve those objectives; and aligning, engaging, and enlisting the entire staff to execute those objectives.
- Acts as an enthusiastic advocate for the Institute’s capabilities to external entities including the government, membership, and other industry and academic groups.
- Positively represents AFFOA at trade shows, conferences, and other industry and government events to develop leads and publicize the Institute.
Traits / Characteristics
- Mission driven team player.
- Exceptional relationship builder with the highest level of integrity; motivating others and sustaining strong internal and external relationships via outstanding interpersonal skills.
- Creative, driven, agile and responsible with advanced business intelligence.
- Consistently displays effervescent sales motivation in prospecting, cultivating, and nurturing opportunities to fruition.
- Autonomous and self-governing; able to work independently with little direction.
- Able to multi-task, prioritize, delegate, and resolve issues.
- Critical thinker with strong problem-solving, analytical, and negotiation skills
- Entrepreneurial spirit with the business acumen to navigate decision making when there is a lack of data, pivot as situations evolve, and influence stakeholders effectively.
Required Experience
- Bachelor’s degree in technical or business field is required, advanced degree preferred.
- 10+ years of extensive government business development experience working with US Federal DoD/Civilian customers.
- Experience working with federal grants and/or contract funding mechanisms such as Other Transactional Authorities (OTAs), Collaborative Agreements (Cas), Indefinite Delivery/Indefinite Quantity (IDIQs) contracts, and others.
- Demonstrated leadership skills shown to inspire excitement and engagement with both external and internal prospects and partners.
- Demonstrated ability to develop strategy and work cross functionally to execute successfully.
- Ability to execute when facing ambiguity, shifting priorities, and limited resources.
- Proficient with MS Office Suite (Outlook, Word, Excel, Power Point.)
- Proficient with Salesforce or similar customer relationship software.
- Strong organizational skills and superior attention to detail.
- Effective communication skills including executive writing, speaking, influencing, and exceptional presentation skills.
Preferred Experience
- Experience within a high-tech or manufacturing organization or environment
- Experience with textiles or microelectronics
- Prior military service or civilian in the Department of Defense experience
Additional Information:
This position is a full-time, hybrid-remote position which will require frequent travel within the US for activities including visits to manufacturers, universities, and government sponsors as needed.
Work Authorization: To conform to U.S. Government export regulations, including the International Traffic In Arms Regulations (ITAR), you must be one of the following: a U.S. citizen, a lawful permanent resident of the U.S., a protected individual as defined by 8 U.S.C 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. Department of State.
