Sales Manager, Business Development

Statement of Purpose

This position is responsible for account growth through both the expansion of existing products and services, and the introduction of new products and services. This position is focused on multiple accounts (Federal/DOD agencies) and is responsible for driving new business within those accounts.

Responsibility for the Work of Others

None

Business Communications

Ongoing communication with employees of other NIB divisions, supervisory personnel, NIB associated agencies’ personnel, DOD components and select Federal agencies and individual state government personnel as well as commercial entities.

• Employees in Other Divisions                           Regular/Ongoing
• Supervisory Personnel                                      Regular/Ongoing
• Associated Agency Personnel                           Regular/Ongoing
• Federal/DOD Agencies                                                   Regular/Ongoing

Education

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

Training and Specialized Knowledge

•    Experienced Federal/DOD business developer with 9+ years in the Federal/DOD market place 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
    •    In-depth knowledge of existing NIB products and services
    •    Ability to prospect, build and manage excellent Flag/SES and Senior-level relationships and 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; serves as a trusted advisor, offering added value, insightful and strategic insight into their mission requirements
    •    Demonstrates strong intellect, initiative, critical thinking, executive presence, sales acumen, and pursuit endurance
    •    Outstanding written and oral communication skills, including mastery of formal presentations; highly collaborative; demonstrates sound soft skills and interpersonal communications abilities and negotiating skills
    •    Experience in developing and implementing business sales plans to lead NIB in achieving its goals & objectives through the current products portfolio
    •    Intimate knowledge of the full life-cycle of the sales process from prospecting to close with emphasis on front-end development/capture; familiar with the Shipley methodology
    •    Strong understanding of Federal/DOD Supply Chain policies, processes and procedures Proficient in account planning and management
    •    Possesses competitive knowledge & focus of Federal/DOD market space
    •    Pursues business opportunities of significant size and complexity, to include IDIQ/MAC, GWAC, Large Agency/DOD/GSA vehicles
    •    Ability to offer added value and strategic insight of the federal business environment

Core Competencies

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

Experience

• 9+ years of direct Federal/DOD sales experience – prospecting, identifying, qualifying, pursuing, winning new business; measurable/quantifiable recent/relevant results
• SalesForce user a plus
• Basic MS Office Suite skills a must

Travel

• Local and U.S. travel – Up to 40 percent; candidate must be willing to travel, up to 40%, to Federal/DOD agencies in CONUS.