Senior Business Development Manager, NAVSEA

Senior Business Development Manager – NAVSEA Accounts

Darley is currently seeking a Senior Business Development Manager for NAVSEA accounts. The ideal candidate is a retired Senior Naval Officer or Senior Enlisted with experience in defense acquisition and program management, NAVSEA, Naval Surface Warfare Centers, and Program Executive Offices. Candidate must have a thorough understanding of the NAVSEA community and program‑level management that supports the Navy. Candidate would collaborate with our Navy Team, government customers, industry partners, and develop strategies for supporting Navy requirements and acquisitions while driving sales for our Navy Team and company growth.

The desired location for this role is Washington DC or the Mid‑Atlantic region.

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 about 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.

• The geographical areas for this role may include but are not limited to:
  • Washington, DC
  • Virginia Beach, VA
  • San Diego, CA
  • Crane, IN
  • Philadelphia, PA
  • Panama City, FL
  • Others as required
• Understand Darley products, services, contract benefits and value proposition and enthusiastically communicate these during direct sales activities.
• Develop and drive business opportunities within Navy programs, NSWC’s, NAVSEA, PEO’s, & Joint Service programs.
• 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 a strong opportunity exists, develop an engagement plan and confer with the Force Lead / VP of Sales & BD to determine if a multi‑person effort should be executed.
• After the 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 the system.
• Partner with suppliers to provide the best products & values to meet customer requirements.
• Brainstorm and develop innovative strategies to win business.
• Enter updates and maintain 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.
• Conduc…