Sales Manager, Business Development, Prime Contractors

NATIONAL INDUSTRIES FOR THE BLIND•Alexandria, VA

56d•$87,696 - $109,620•Onsite

About The Position

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 will have a primary focus on prime contractors and federal civilian agencies and is responsible for driving new business within those accounts.

Requirements

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.
Experienced Federal/DOD business developer with 8+ 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
In-depth knowledge of existing NIB products and services capabilities
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 services and 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 into the federal business environment.
Accountability
Communication Skills
Ethics /Integrity
Customer Care
Job Knowledge/ Technical Skills
Process Improvement
8+ years of direct Federal/DOD sales experience – prospecting, identifying, qualifying, pursuing, winning new business; measurable/quantifiable recent/relevant results.
Local and U.S. travel – Up to 40 percent; candidate must be willing to travel, up to 40%, to Federal/DOD agencies in CONUS.

Nice To Haves

SalesForce user a plus
MS Office Suite skills necessary

Responsibilities

Connect with Prime Contractors (large & small) to develop teaming opportunities.
Focus on NIB service capabilities (Contact Centers, Supply Chain Management, Records Management, etc..) for growth opportunities.
Develop relationships with federal civilian and DoD procurement personnel to incorporate acquisition strategies for NIB set-asides within contract requirements.
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.
Execute 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, USASpending.gov, 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.
Develop strong ABOR-level relationships within federal agency accounts to drive new business opportunities.
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 from the supervisor.