Business Development Manager

The Business Development Manager reports to the site General Manager and is responsible for generating new revenue for the Military and Marine Business of Blackmer. This position will identify, qualify, and directly develop and close new high-revenue and strategic value accounts and projects through direct personal outreach and following up on inbound inquiries. This role will share up-to-date feedback, lead generation, and market intelligence insights.

This role will find new applications in the US and Global markets and work with other Dover businesses to grow the overall Military business. Activities also include developing and implementing commercial and product strategy; growing customer relationships; facilitating training; monitoring customer and competitor activity and industry trends, market research, pricing, sales; identifying opportunities for competitive advantage; and scoping/prioritizing business cases for new products and services.

This position will work closely with the Military and Marine Engineering and Operations Manager, and sales managers on the West and East Coast. This position has direct reports;
Two Regional Sales Managers.

What You’ll Do

• Drives the sales activities and strategic direction for Regional Sales Managers who will serve as local market experts for their assigned region
• Engages Leads to convert into opportunities and, ultimately, new clients
• Meets or exceeds assigned revenue goals
• Identifies required sales or partner resources to achieve strategies and sales targets
• Research market opportunities and gaps using multiple sources of market intelligence
• Uncovering business drivers and new areas of opportunity and ensuring the voice of the customer is part of strategies and plans
• Create plans for revenue and market share development
• Identifies growth opportunities, including target account lists
• Work closely with Customer Service and Compliance to ensure smooth and complete account onboarding
• Maintain an accurate assessment of the target and opportunity funnel
• Provides Military forecasts to operations and finance
• Work with other Dover sites and businesses to find synergies and optimize Military and Marine offerings to global customers
• Research market opportunities and gaps using multiple sources of market intelligence. Uncover business drivers, new areas of opportunity, and ensures voice of the customer is part of strategies and plans.
• Contribute to and execute annual growth strategies (with three-year outlook). Deliverables include a summary of market & competitive position, strategic initiatives, and a growth plan summary.
• Create product specification and design targets with Engineering for new applications and products.
• Create, develop and execute business development initiatives and client account plans globally.
• Build and maintain effective client relationships; ensure the best practice application; manage client feedback program.
• Assist with other strategic projects and related duties as assigned.
• Must be able to travel 50% (includes global travel).

What You’ll Bring

• Previous/current Navy experience a must
• Bachelor’s degree in business, Engineering, or related field
• Minimum of 5 years’ experience in Sales, Marketing, and Business Development
• Minimum of 5 direct selling experience in technical sales
• 3-5 years managerial experience
• Will be required to gain access (CAC cards, shipyard badges, etc.) to various commercial shipyards and military bases to conduct sales and service calls.
• Will require current passport to conduct overseas travel if required.
• Knowledgeable in the US and Foreign Department of Defense programs, platforms and acquisition processes are highly desirable.

The Ideal Candidate Will Also Bring

• Must be a self-starter who can translate strategic direction into their tactical action plan at their designated key accounts
• Proven success growing and building a new customer base via business value / consultative selling in complex sales cycle environment, with an emphasis on working closely with key end-users
• Ability to apply the technical and sales competencies necessary to recognize and deliver solutions for spoken needs as well as hidden or unspoken needs of prospects,…