Force Lead (Federal Agency)

W.S. Darley & Co. is a family-owned business founded in 1908, supplying high-quality equipment solutions to military and first responder customers. With a focus on innovation and quality, Darley operates from its corporate headquarters in Itasca, IL, and ISO 9001:2015 certified manufacturing facilities in Chippewa Falls, WI, and Janesville, IA.

About the role

This position is based in or near Washington D.C. and requires regular on-site engagement with Federal agency acquisition, program management, and industry partners. The Force Lead will serve as a key leader in expanding Darley’s presence across Federal agencies, shaping strategy, identifying opportunities, and building trusted relationships.

Responsibilities

• Understand Darley products, services, contract benefits, and value proposition and communicate these during direct sales activities.
• Develop and implement execution plans for the assigned team to meet or exceed business objectives and revenue goals.
• Lead and manage the sales team, providing coaching, training, and support to achieve sales goals and improve performance.
• Hold effective team calls, enforcing accountabilities for tasks, reporting, and expectations for both short-term (1-3 weeks) and long-term (4-12 weeks) activities.
• Establish and maintain strong, long-lasting relationships with key customers and partners, understanding their business objectives and needs.
• Analyze sales data (internal and from DLA) to identify open opportunities, trends, forecast future sales, and make proactive adjustments to achieve goals.
• Monitor competitor activity to identify new opportunities and inform sales strategies for the Division Leadership Team and cross-functional managers.
• Prepare and deliver sales presentations and proposals, effectively communicating value propositions, and train the team to do the same.
• Manage sales operations, including:
  • Developing sales budgets
  • Setting sales quotas
  • Ensuring customer engagement frequency
  • Overseeing the proper and accurate use of Salesforce (CRM system)
• Collaborate with departments such as 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.
• Attract, hire, and retain sales resources aligned with the sales plan and strategic goals.

Requirements

• Ability to travel up to 40%, including to federal agency outposts.
• Bachelor’s degree (or extensive experience in US Govt / US Military leadership roles).
• Master's degree in Business-related study or Defense Strategic Studies (preferred).
• Top Secret Security Clearance preferred.

Qualifications

• Retired government or 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, especially Excel for business analysis and reporting.
• Understanding of government contracts and purchasing vehicles.

Skills

• Command presence and strong public speaking ability.
• Highly organized and able to multi-task.
• Excellent written and oral communication.
• Team builder with a commitment to providing exceptional customer service.
• Understanding of basic business financial concepts.
• Proficient in using Customer Relationship Management (CRM) systems.