Vice President of Business Development

Position Summary

Reporting to the Chief Executive Officer, the Vice President of Business Development (VP BD) owns the go-to-market strategy and revenue growth. The role combines strategic market planning with hands-on capture and proposal leadership to expand our clients footprint in federal, state, and commercial beneficiary-support programs. The VP BD will identify new contract vehicles, cultivate C-suite and program-level relationships, shape requirements ahead of solicitation, and close high-value, multi-year opportunities that align with our social-impact mission and contact-center capabilities.

Key Responsibilities

Growth Strategy & Planning

• Develop and refine a 3-year growth roadmap covering target agencies (CMS, VA, HHS, SSA, state Medicaid/Exchange programs) and strategic commercial verticals.

• Conduct market intelligence and competitive analysis to position for prime and subcontract wins.

Pipeline & Capture Management

• Build, qualify, and maintain a $300 M+ qualified pipeline that supports 20 %+ annual revenue growth.

• Lead captures from “identify” through “proposal submit,” including teaming, solution design, pricing strategy, and color-team reviews.

Client & Partner Relationships

• Establish executive-level relationships with government program directors, systems integrators, and large primes.

• Represent us at industry events (ACT-IAC, AGA, CX Summit, HIMSS, etc.) and in BD partner forums.

Proposal Development

• Oversee proposal center operations—staffing, tools, and quality control—to consistently deliver compelling, compliant, and on-time proposals.

Marketing & Brand Elevation

• Direct integrated campaigns (thought leadership, case studies, digital demand gen) that highlight consultative, compassionate contact-center model.

Leadership & Reporting

• Coach/mentor a four-person BD & Capture team; set KPIs and commission plans.

• Provide monthly pipeline, forecast, and win-loss analytics to the ELT and Board.

Qualifications

• Experience: 12 + years in business development or capture leadership within contact-center/BPO, healthcare services, or citizen-services domains; at least 5 years closing opportunities >$25 M TCV.
• Market Knowledge: Deep familiarity with federal acquisition lifecycles (FAR, IDIQ, BPA, GSA, CMS SPARC), state procurement, and commercial CX outsourcing trends.
• Relationship Network: Demonstrated access to decision-makers in CMS, VA, DoD health agencies, or large commercial payers.
• Technical & Solutioning Acumen: Understanding of omnichannel contact-center technology (CCaaS, AI/IVR, WFM/WFO) and the ability to translate operational capabilities into differentiating win themes.
• Education: Bachelor’s degree required; MBA preferred.
• Other: Ability to obtain and maintain a Public Trust or higher government clearance; willingness to travel ~25 %.

Key Performance Indicators (First 18 Months)

• Qualified Pipeline: Build and maintain a pipeline valued at 6× annual bookings target.
• Bookings: Close ≥ $75 M in new contract value, with ≥ 40 % as prime awards.
• Win Rate: Achieve ≥ 45 % win rate on submitted proposals.
• Team Development: Reduce BD staff turnover to < 5 % and implement a standardized capture playbook.