Business Development Manager

Galloup•Knoxville, TN

55d

About The Position

About The Kendall Group The Kendall Group is comprised of eight divisions with 75+ locations in ten states. Combined, we serve the Electrical, Automation, Pipe, Valve, and Fitting products, Steam, Lighting, Industrial Controls, and Instrumentation Industries. The Kendall Group is a 100% employee-owned company. Kendall offers a great opportunity for a rewarding career. Why The Kendall Group? Our employee ownership model is the core of who we are. You will not only own part of the company, but you will own your future. At Kendall, you'll have opportunities to learn and grow while being coached and mentored along the way. We're that company where people stay! We're proud to say more than 60% of our associates have more than 5 years of tenure, and more than 40% have greater than 10 years. At Kendall, you will be valued and supported, your ideas will be heard, your voice will matter, and you'll work alongside incredible people who care about your success. Reporting to the Director of Business Development, the Business Development Manager is responsible for the establishment and deployment of the company-wide growth strategy surrounding government projects with the DOE, DOD, and other related government agencies. This is a commercial-centric role that works cross-functionally to identify, negotiate, and nurture business development opportunities that open new sales channels and drive revenue and margin growth. This role will be focused both internally and externally, interfacing regularly with various internal teams (sales, legal, finance, marketing, etc.) as well as key vendors and customers in this space.

Requirements

Minimum 5 years of experience in sales or business development; 2 years of experience working with government contracts and knowledge of bid and RFQ process
Bachelor’s degree in relevant field
Experience working with MS Office
Well-organized with the ability to multi-tasking and shift priorities as needed
Ability to work well cross-functionally; provides excellent internal and external customer service
Ability to communicate well with all levels of the organization; excellent negotiating skills; excellent presentation skills to influence all levels of the organization effectively, strong interpersonal and customer service skills; high degree of discretion when dealing with sensitive and confidential information
Frequent sitting, driving, and getting in and out of a vehicle
Ability to see/sit/stand/walk/talk and hear
Ability to be on your feet for 8 hours a day
Normal office environment; occasional warehouse and fabrication environment and exposure to moving equipment
Must be able to travel up to 40% of the time will be a mix of overnight and local; customer visitation and offsite work activities require a good driving record and a dependable vehicle
Must possess and maintain a valid driver’s license and clean driving record; ability to attain or maintain appropriate security clearances for supporting customers

Nice To Haves

5 years of experience in sales or business development focused on federal government agencies and projects; knowledge of the nuclear energy space
Product knowledge of related manufacturers, applications, and pricing structures; product knowledge of various customer types and industry categories

Responsibilities

Establish and implement strategy to expand Kendall’s presence and product/service offerings for government contracts
Develop a thorough understanding of key government projects and entities within Kendall’s footprint, both for projects and ongoing operations
Identify and qualify new opportunities in the government space and any tangential markets
Operate as the Kendall Group subject matter expert and thought leader on the government opportunities
Operate as the Kendall Group subject matter expert on the quote process for government contracts, including those related to the Department of Defense (DOD) and the Department of Energy (DOE)
Work closely with the legal team to understand complex contracts and T&Cs
Alongside legal team, actively work to ensure compliance with key internal and external requirements by the Kendall Electric government team
Advise Kendall leadership on changes to sales processes and product/service offerings to establish Kendall as the premier distributor in the space
Conduct regular voice-of-the-customer studies to understand the needs of these customers
Partner with general managers, sales managers, and sales teams to execute strategic sales and marketing plans to achieve sales goals
Identify, evaluate, and develop new business opportunities to expand the business and increase profitability
Provide input to Kendall sales leadership on current market conditions/trends, significant opportunities for growth, and changing customer dynamics
Perform other duties as assigned