Business Development Manager

Purpose of Position

The Business Development Manager is a senior business development leader responsible for driving Andrews Federal’s membership growth strategy through the acquisition, expansion, and retention of Select Employer Groups (SEGs) and strategic community partnerships. This highly visible role manages and coaches Business Development Officers while maintaining direct responsibility for identifying, signing, and re-engaging SEGs to achieve Andrews’ membership acquisition goals, including Andrews’ annual Membership Growth Targets.
The Business Development Manager builds and sustains relationships with executive-level leaders within SEGs and community organizations, translating Andrews Federal’s membership features into compelling value propositions. This role ensures effective onboarding of new members into the Field of Membership, maximizes engagement within existing SEGs, and aligns all business development activities with organizational goals. The position primarily serves the Washington D.C., Maryland, and Virginia markets, with support for the New Jersey market as needed.

Supervisory Responsibilities

• Directly supervises Business Development Officers.
• Provides leadership, coaching, performance management, and professional development.
• Sets goals, monitors performance metrics, and ensures accountability for SEG acquisition, engagement, and membership growth results.

Essential Duties

Strategic Leadership & Management:

• Lead, coach, and develop Business Development Officers to ensure consistent execution of SEG acquisition, re-engagement, and membership growth strategies.
• Establish performance expectations aligned with Andrews’ Membership Acquisition Goals and departmental objectives.
• Review activity reports, pipeline performance, and results; provide actionable feedback and corrective guidance as needed.
• Partner with senior leadership to align business development strategies with organizational priorities and growth initiatives.

SEG Acquisition & Relationship Management

• Identify, pursue, negotiate, and sign new Select Employer Groups (SEGs) across targeted markets, including large employers, first responders, schools, healthcare organizations, and community-based entities.
• Re-engage and reactivate existing signed SEGs by strengthening relationships, refreshing value propositions, and expanding membership penetration.
• Maintain executive-level relationships with SEG decision-makers to ensure long-term partnerships and sustained membership growth.
• Ensure all SEGs are properly onboarded, supported, and integrated into Andrews Federal’s Field of Membership.

Membership Growth & Goal Achievement

• Drive achievement of Andrews’ annual Membership Growth Targets through SEG acquisition, reactivation, and increased participation within existing SEGs.
• Increase member participation and product adoption within SEG relationships to maximize value and engagement.
• Monitor SEG performance and ensure inactive or defunct SEGs are targeted for reactivation or removal from the charter, as appropriate.

Business Development Execution

• Develop and execute strategic plans for reviving dormant memberships and acquiring new membership groups.
• Lead high-impact presentations, meetings, and membership drives that clearly articulate the value of Andrews Federal membership.
• Participate in community outreach events, networking functions, and industry forums to promote Andrews Federal’s brand and mission.
• Support branch and business market sales efforts through coordinated onsite and remote events.

Reporting, Analysis & Compliance

• Track, analyze, and report business development performance, SEG activity, and membership growth results on a weekly basis.
• Utilize CRM systems to maintain accurate records of SEG activity, pipelines, and outcomes (Synapsys preferred).
• Maintain the Field of Membership section of the Andrews Federal Charter in accordance with regulatory and organizational requirements.
• Serve as liaison to internal committees and external organizations to facilitate business development initiatives.
• Complete Andrews Federal’s Business Secrecy Act (BSA) training annually with a satisfactory testing score.
• Perform other duties as assigned.

Required KSAs

• Bachelor’s degree or equivalent practical experience; candidates with 7–10 years of financial institution management experience and people management are strongly encouraged to apply.
• Proven success in signing new partnerships, closing sales, and achieving membership or revenue growth targets.
• Strong experience developing and managing community and employer-based partnerships.
• Excellent verbal, written, presentation, and organizational skills.
• Strong business acumen with the ability to align strategies to organizational goals and priorities.
• Ability to thrive in a results-driven, high-accountability environment.
• High level of independent judgment, discretion, and decision-making capability.
• Experience operating effectively in complex, matrixed organizations.
• Proficiency in Microsoft Office; CRM experience required (Synapsys preferred).

Physical Requirements

• Position based in Suitland MD
• Regular travel throughout Washington D.C., Maryland, Virginia, and occasionally New Jersey.
• Work activities may occur outside normal business hours, including evenings and weekends.

Pay Ranges

• $80,466.88 to $100,583.60

In accordance with the Americans with Disabilities Act, requirements may be modified to reasonably accommodate disabled individuals. However, no accommodation will be made which may pose serious health or safety risks to the employee or others or which impose undue hardships on the organization. EOE