Force Lead (Army)

About the role

The Force Lead, Army position at W.S. Darley & Co. is designed to strengthen the company's position within the U.S. Army enterprise. The ideal candidate is a retired senior military leader, government civilian, or defense industry professional with extensive knowledge of Army organizations, operational requirements, acquisition processes, and modernization priorities.

Job Responsibilities

• Understand Darley products, services, contract benefits, and value proposition and enthusiastically communicate these during direct sales activities.
• Develop and implement the execution plan of assigned team to meet or exceed the business objectives and/or revenue goals for a given period of time.
• Lead and manage the sales team, providing coaching, training, and support to achieve sales goals and improve performance of the individuals and the collective team.
• Hold effective team calls, enforcing accountabilities of tasks, reporting, awareness, and expectations for both short term (1-3 weeks ahead) and long term (4-12 weeks ahead) activities.
• Establish and maintain strong, long-lasting relationships with key customers and partners, understanding their business objectives and needs.
• Analyze sales data internal to the Company and from DLA to identify open opportunities/targets, trends, forecast future sales, and make proactive adjustments to achieve goals.
• Monitor competitor activity to identify new opportunities and inform sales strategies and planning for the Division Leadership Team and cross-functional Managers.
• Prepare and deliver sales presentations and proposals effectively communicating value propositions to potential clients, and teach, train, and observe your team to do the same.
• Manage sales operations that includes: 1) Developing sales budgets, 2) Setting sales quotas, 3) Ensuring Customer engagement frequency, and 4) Overseeing the proper and accurate use of Salesforce (CRM system).
• Collaborate with other departments like Marketing, Finance, Legal, and Product Development to ensure alignment and maximize sales efforts.
• Ensure compliance with all relevant regulations, policies, and procedures related to Government Sales and Darley operations.
• Arrange and manage sales resources aligned with sales plan and strategic goals.

Requirements

• Travel Ability: To travel up to 40% including to Army and joint command outposts, program, logistics and acquisition offices.
• Education: Bachelor’s degree (or extensive experience in US Govt / US Military leadership roles), Master's degree in Business related study or Defense Strategic Studies, Top Secret Security Clearance preferred.
• Experience: Retired military with acquisition, government procurement or supply experience, 5-10 years of experience selling to government agencies or working in acquisition fields inside the government, Working experience with MS Office suite of products, especially Excel to perform business analysis and reporting, Understanding of government contracts and purchasing vehicle.
• Skills: Command presence / strong public speaking ability, Highly organized and able to multi-task, Excellent written and oral communication, Team Builder, Committed to providing exceptional customer service, Understanding of basic business financial concepts, Able to use Customer Relationship Management (CRM) systems.