Sales Manager, Business Development, Prime Contractors

Job Identification

Job Title:

Sales Manager, Business Development - Prime Contractors

Area of Responsibility:
Federal/DOD

Department:
Business Development

Reports to:

Director, Business Development

Location:

Alexandria, VA

Grade: 19

FLSA Status:
Exempt

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.

None

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

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.
• Sales Force user a plus
• MS Office Suite skills necessary

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

• 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 Sales Force.
• Utilizes search engines to aid in prospecting/monitoring opportunities - to include, but not limited to, SAM.gov, Gov Win, USA Spending.gov, Agency-specific sites (e-Commerce, NECO, etc.)
• Participates in…