Job Identification
- Job Title: Sales Manager, Business Development
- Area of Responsibility: Federal/DOD
- Department: Business Development
- Reports to: Director, Business Development
- Location: Alexandria, VA
- Grade: 19
- FLSA Status: Exempt
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
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- 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.
Specific Duties and Responsibilities
- Identifies, develops, pursues, captures and wins new business for NIB by selling NIB capabilities
- Engage 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
- Identifies and Qualifies opportunities utilizing established criteria and processes
- Creates Strategic Account Plan and Annual Business Plan to establish Focus of Effort, Critical Success Factors and Critical Vulnerabilities.
- Executes strategy and plan, to include the development/implementation of formal call plans to achieve strategic objectives
- Maintains competitive knowledge and focus of assigned Account/DOD market space
- Executes call plan to ensure frequent/continuous engagement with client base and development/sustainment of favorable client relationship management
- Maintains current, accurate, complete record of opportunities in SalesForce
- Utilizes search engines to aid in prospecting/monitoring opportunities – to include, but not limited to, SAM.gov, GovWin, Agency-specific sites (e-Commerce, NECO, etc.)
- Participates in recurring Step Reviews and Pipeline Reviews
- Provides 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
This job description does not imply that these are the only duties to be performed. The incumbent in this position will perform such other tasks as may be required for the effective operation of the Division/Department upon request by the supervisor.
