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Hybrid Senior Business Development Manager – APG
Posted 6 days ago
About the role
- Senior Business Development Manager at W.S. Darley & Co. supporting and growing the APG portfolio. Driving deals and expanding relationships in military and government sectors.
Responsibilities
- Understand Darley products, services, contract benefits and value proposition and enthusiastically communicate these during direct sales activities.
- Consistently achieve booked order goals.
- Build instant credibility/rapport and working level relationships with senior executive level decision makers at the Program Executive Offices (PEOs), Program Management Offices (PMs), Warfare Centers and O-5 /O-6 Department heads at Major Flag Level Commands.
- Probe the Customer ecosystem to find information on new contracts that may be forming so that Darley can interdict these upstream and have a high probability of winning the ones that fit our business model.
- Research buying habits of potential customers by analyzing databases with historical purchasing information.
- Interface with current and potential new customers, deliver impactful/concise overview briefs, perform needs discovery and persuade them to use Darley as their Prime Vendor.
- Once a prospect customer becomes active, and strong opportunity exists, develop engagement plan and confer with Force Lead/ VP of Sales & BD to determine if a multi-person effort should be executed.
- After Customer is onboarded, build strong and deep relationships with military customers at all levels including end users, supply officers, contracting officers, decision makers and influencers.
- Creatively address customer problems becoming a true resource and solution provider.
- Understand and be able to teach how our contracting vehicles operate.
- Additionally have a working knowledge of various funding methods and how they may be applied to assist customers in their procurement strategies.
- Generate quotes for customers and transition them to Inside Sales / HQ Teams to enter into system.
- Partner with suppliers to provide best products & values to meet customer requirements.
- Brainstorm and develop innovative strategies to win business.
- Enter updates and maintains records in Salesforce so that all active accounts, live opportunities, key activities on those opportunities, stages in the pipeline and other required data are all accurate.
- Professionally represent Darley at trade shows, in-person meetings and Teams meetings by researching, preparing, rehearsing and making these events about the customer, not us.
- Conduct cold calls, either face to face or via telephone, to prospect new business.
- Work with support teams (purchasing, accounting, warehouse, etc.) to ensure that all information is up to date in the system and that orders are delivered in a timely fashion.
- Follow-up on closed sales to ensure delivery and quality were as promised.
- Monitor and report on market and competitor activities.
Requirements
- Bachelor’s degree.
- Master's degree in business related study or Defense Strategic Studies preferred.
- Top Secret Security Clearance preferred.
- Military leadership experience at the O-5 / E-9 level or above.
- 2–5 years of experience working in or overseeing acquisition efforts.
- Thorough understanding of US ARMY operations, capability development, and program management, acquisition processes.
- O-5 / O-6 as the last military rank held preferred.
- Experience at Aberdeen Proving Ground (APG), PEO C3T, PEO IEW&S, CECOM, DEVCOM, ATEC, ACC-APG, or HQ-level roles within the US ARMY preferred.
- DAU Level II/III Program Management certification preferred.
- 5-10 years of experience selling to military / government or working in acquisition fields inside the government preferred.
- Working experience with MS Office suite of products, especially Excel to perform business analysis and reporting.
Benefits
- PTO
- Paid Holidays
- Tuition Reimbursement
- Health & Wellness Reimbursement
- Medical
- Dental
- Vision
- Life & Disability
- HSA with Darley contribution
- FSA
- 401K/Roth with match and profit sharing
- Darley paid life insurance
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