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Sales Manager, Business Development - Army

National Industries for the Blind · Alexandria, VA · 5 days ago
HybridFull-time

About the role

The Sales Manager, Business Development - Army position is responsible for account growth through both the expansion of existing products and services, and the introduction of new products and services. In addition, expanding awareness of NIB capabilities to federal government agencies and commercial firms is another key role.

Responsibilities

Essential Job Functions

  • Consult with decision-maker/Action Officer-level to develop and implement an effective, enterprise-wide strategy that maximizes the value delivered by NIB’s products and services
  • Serve as a trusted advisor, offering added value, insightful and strategic insight into their mission requirements
  • Identify, develop, pursue, capture, and win new businesses of significant size and complexity, to include IDIQ/MAC, GWAC, Large Agency/DOD/GSA vehicles to promote NIB capabilities
  • Develop relationships with federal civilian and DoD procurement personnel to incorporate acquisition strategies for NIB set-asides within contract requirements
  • Provide updated capabilities overviews and connect with prime contractors for potential subcontracting opportunities
  • Create Strategic Account Plan and Annual Business Plan to establish Focus of Effort, Critical Success Factors and Critical Vulnerabilities
  • Maintain competitive knowledge and focus of assigned Account/DOD market space
  • Maintain current, accurate, complete record of opportunities in Salesforce.com
  • Participates in recurring Pipeline Reviews
  • Provide Weekly/Monthly Activity Reports, and sales opportunity reports/forecasts as required
  • Participate in and conduct AbilityOne orientation and education across assigned accounts on a regular/recurring basis
  • Participate in recurring staff meetings with Services & Products Program Managers

Other Job Duties

  • Meet with Non-Profit Agencies to discuss opportunities or capabilities
  • Utilize search engines to aid in prospecting/monitoring opportunities – to include, but not limited to, SAM.gov, GovWin, USASpending.gov, Agency-specific sites (e-Commerce, NECO, etc.)

Supervisory/Management Responsibilities

This position does not include supervisory responsibilities.

Travel

This position includes anticipated travel responsibilities. Up to 40% travel is required 2-3 times per month to potentially visit an NPA, attend a tradeshow/conference, or meet at a designated customer site.

Requirements

Education, Certifications, and Licensure

  • Undergraduate degree in business administration, logistics, supply chain management or related field from an accredited university or college
  • An equivalent combination of education and/or experience may also be acceptable

Required Skills & Experience

  • Experienced Federal/DOD business developer with eight (8) plus years in the Federal/DOD marketplace and a proven track record of direct sales of products and services
  • Must have comprehensive understanding and extensive experience in the DOD and select Federal agencies’ complex procurement process and purchasing cycles, to include, but not limited to knowledge of the FAR/DFARS
  • Intimate knowledge of the full lifecycle of the sales process from prospecting to close with emphasis on front-end development/capture; familiar with the Shipley methodology
  • Experience in developing and implementing business sales plans to lead NIB in achieving its goals & objectives through the current products portfolio
  • Strong understanding of Federal/DOD Supply Chain policies, processes and procedures
  • Proficient in account planning and management

Skills

Minimum Technical Skills and Experience

  • Proficiency in Microsoft Office, including Outlook, Word and Excel
  • Experience using Zoom, Microsoft Teams, and/or other online meeting platforms
  • Familiar with Salesforce.com and sam.gov
  • Maintain competitive knowledge and focus of assigned Account/DOD market space

Preferred Skills

  • Ability to prospect, build and manage excellent Senior-level relationships
  • Outstanding written and oral communication skills, including mastery of formal presentations
  • Demonstrate interpersonal communications abilities, negotiating skills, and highly collaborative
  • Demonstrates strong intellect, initiative, critical thinking, executive presence, sales acumen, and pursuit endurance
  • Frequently required to comprehend sales leads and process and occasionally required to analyze, concentrate, decision making, and judgment

NIB Core Competencies

  • Accountability
  • Communication Skills
  • Ethics / Integrity
  • Customer Care
  • Job Knowledge / Technical Skills
  • Process Improvement

Physical Demands

The physical demands described here represent those required to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. While performing this role, the employee is rarely required to carry and lift items weighing up to 15 lbs. The employee is constantly required to hear. The employee is frequently required to read and sit. The employee will be required to occasionally perform keyboard work and stand. The employee is rarely required to reach, walk. The employee may rarely perform work outdoors.

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