Senior Business Development Manager- APG

W.S. Darley & Co. is seeking a highly qualified Senior Business Development Manager to support and grow our Aberdeen Proving Ground (APG) portfolio. The ideal candidate is a retired or senior-level ARMY Officer or NCO with deep understanding of military operations, acquisition systems, and industry engagement. This individual will serve as a key leader in expanding Darley’s presence across APG mission areas, shaping strategy, identifying opportunities, and building trusted relationships across government and industry.

This position is based in the APG area (Aberdeen, MD) and requires regular on-site engagement with Army acquisition, program management, and industry partners

The Senior Business Development Manager hunts for sales opportunities and closes deals at an aggressive pace. To succeed and generate revenue in a competitive environment, this position must be completely knowledgeable on their Customer base/assigned territory, apply the training and coaching received from the Company, create tremendous relationships with both Customers and Vendors, respond and engage with a sense of urgency, be fully compliant with the rules and regulations in Government contractual sales, contribute with passion to the Team and always be proactively prospecting for new Customers.

The over‑arching goal of this role is to drive deals upstream so that the Company has the best chance of winning the award. The Senior Business Development Manager reports to the Force Lead of that particular team.

• Understand Darley products, services, contract benefits and value proposition and enthusiastically communicate these during direct sales activities.
• Consistently achieve booked order goals.
• Build instant credibility/rapport and working level relationships with senior executive level decision makers at the Program Executive Offices (PEOs), Program Management Offices (PMs), Warfare Centers and O-5 /O-6 Department heads at Major Flag Level Commands.
• Probe the Customer ecosystem to find information on new contracts that may be forming so that Darley can interdict these upstream and have a high probability of winning the ones that fit our business model.
• Research buying habits of potential customers by analyzing databases with historical purchasing information.
• Interface with current and potential new customers, deliver impactful/concise overview briefs, perform needs discovery and persuade them to use Darley as their Prime Vendor.
• Once a prospect customer becomes active, and strong opportunity exists, develop engagement plan and confer with Force Lead/ VP of Sales & BD to determine if a multi-person effort should be executed.
• After Customer is onboarded, build strong and deep relationships with military customers at all levels including end users, supply officers, contracting officers, decision makers and influencers.
• Creatively address customer problems becoming a true resource and solution provider.
• Understand and be able to teach how our contracting vehicles operate. Additionally have a working knowledge of various funding methods and how they may be applied to assist customers in their procurement strategies.
• Generate quotes for customers and transition them to Inside Sales / HQ Teams to enter into system.
• Partner with suppliers to provide best products & values to meet customer requirements.
• Brainstorm and develop innovative strategies to win business.
• Enter updates and maintains records in Salesforce so that all active accounts, live opportunities, key activities on those opportunities, stages in the pipeline and other required data are all accurate.
• Professionally represent Darley at trade shows, in-person meetings and Teams meetings by researching, preparing, rehearsing and making these events about the customer, not us.
• Conduct cold calls, either face to face or via telephone, to prospect new business.
• Work with support teams (purchasing, accounting, warehouse, etc.) to ensure that all information is up to date in the system and that orders are delivered in a timely fashion.
• Follow-up on closed sales to ensure delivery and quality were as promised.
• Monitor and report on market and…