Vice President, Government Business Development & Sales

Washington, DC

IHS (NYSE: IHS) is a leading global source of critical information and insight dedicated to providing the most complete and trusted data and expertise. IHS product and service solutions span four areas of information that encompass the most important concerns facing global business today: Energy, Product Lifecycle, Security and Environment. By focusing on customers first, IHS enables innovative and successful decision-making for customers ranging from governments and multinational companies to smaller companies and technical professionals in more than 180 countries. IHS has been in business since 1959 and employs approximately 4,000 people in more than 22 countries.

Summary:

The Vice President Government Business Development and Sales is a new position and will be responsible for driving revenue growth by seeking out and acquiring new government related business.  This position will have key strategic and financial impact, establishing a roadmap for the government sector, building a business development organization for government sales while delivering new revenues in an underserved market segment.  Government sales currently account for approximately $70 million, having the opportunity for significant revenue expansion which represents a key growth strategy for IHS.  This position will have three direct reports and will be responsible for building a sales organization for the purpose of maximizing revenue generation within Federal, State, and local agencies, as well as with government contractors.  The government sales organization will work across and with all IHS product lines and business leaders, whether in energy, security, defense, product lifecycle or environment, to identify new opportunities for revenue growth within the government sector.

Roles and Responsibilities:

• Lead government sales strategy development and implementation
• Create and maintain a high priority pipeline that tracks strategic initiatives and high value government opportunities
• Develop strong and strategic relationships within the government sector
• Build internal relationships with all IHS domain leads and teams in order to help develop specific government opportunities within their various business areas
• Develop internal government sales team/organization in order to identify new sales opportunities and oversee bid proposal process
• Establish government relations activities with an emphasis on working with legislators and agencies with respect to budget allocations
• Support key organizational business development projects, assisting with conferences, customer events, marketing events, etc., as required
• Plan, manage and attend sector specific trade shows
• Act as first point of contact concerning prospect opportunities or questions related to Government business
• Create and implement sales goals that align with the company business strategies
• Provide detailed, timely customer feedback and status on progress of strategic sales efforts
• Oversee bid strategies, pricing, teaming, and proposal strategies
• Responsible for qualifying opportunities, identifying the resources required to pursue a bid, assembling the bid team, and implementing the necessary processes to develop the bid plan
• Build relationships with clients, matching business problems to services offerings
• Establish government sales planning and forecasting process
• Work within a matrix environment to ensure that functional teams are fully aligned to key priorities and opportunities

Required Education and Experience: 

• Bachelor's degree, Master’s preferred
• Minimum five plus years successful experience leading a corporate government sales organization; consulting experience a plus
• Experience successfully responding to a Request for proposal (RFP), Request for information (RFI) and Request for quotation (RFQ) to Federal Government and government contractors.
• Experience identifying, qualifying, capturing and closing new, add-on, and follow-on business to the government market
• Understanding of Federal and State Government budgeting process
• Experience building winning teams for targeted sales opportunities
• Ability to problem-solve in a complex, dynamic environment
• Exceptional project management/organizational skills required; ability to manage multiple priorities
• Strong people management capabilities, motivational and mentoring skills, ensuring everyone is clear on roles and responsibilities, and is focused on meeting business objectives
• Ability to quickly build successful working relationships; strong consultative skills; ability to partner with senior leaders and professionals in multiple functions and organizations
• Experience managing and working in complex, matrixed organizations
• Excellent communication skills, both oral and written
• Goal oriented and driven for success; high energy level
• Must be congenial, a good listener, self-confident, diplomatic, and able to anticipate and handle unexpected situations
• Comfortable dealing with deadline pressures and managing multiple demands for critical deliverables with accuracy and grace
• Detail oriented with excellent planning and follow-through skills
• Must be highly collaborative in working with client teams and have ability to work with senior executives as well as government officials
• Must represent values of the organization of teamwork, respect, accountability, integrity and innovation
• Ability to work independently with minimal direction
• Proficiency in the operation of PC and related software, especially competent with PowerPoint and Excel
• Requires proven track record and strong presentation skills within the government sector; experience working with PACs a plus.
• Previous experience developing and managing a sales team required

IHS offers a complete package of rewarding programs, including competitive salaries and customized benefits. We’ll also provide you with extensive training, education and information resources to help you grow and develop in your career.

To apply for this position, please visit:   https://ihs.taleo.net/careersection/2/jobdetail.ftl?lang=en&job=23660 or  http://www.ihs.com/Employment/current-openings.htm

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