Business Development Manager

About The Kendall Group

The Kendall Group is comprised of eight divisions with 75+ locations in ten states. Combined, we serve the Electrical, Automation, Pipe, Valve, and Fitting products, Steam, Lighting, Industrial Controls, and Instrumentation Industries. The Kendall Group is a 100% employee-owned company. Kendall offers a great opportunity for a rewarding career.

Our employee ownership model is the core of who we are. You will not only own part of the company, but you will own your future. At Kendall, you'll have opportunities to learn and grow while being coached and mentored along the way. We're that company where people stay! We're proud to say more than 60% of our associates have more than 5 years of tenure, and more than 40% have greater than 10 years.

At Kendall, you will be valued and supported, your ideas will be heard, your voice will matter, and you'll work alongside incredible people who care about your success.

Reporting to the Director of Business Development, the Business Development Manager is responsible for the establishment and deployment of the company-wide growth strategy surrounding government projects with the DOE, DOD, and other related government agencies. This is a commercial-centric role that works cross-functionally to identify, negotiate, and nurture business development opportunities that open new sales channels and drive revenue and margin growth.

This role will be focused both internally and externally, interfacing regularly with various internal teams (sales, legal, finance, marketing, etc.) as well as key vendors and customers in this space.

The essential duties and responsibilities of the Business Development Manager position will consist of, but are not limited to, the following:

• Establish and implement strategy to expand Kendall's presence and product/service offerings for government contracts
• Develop a thorough understanding of key government projects and entities within Kendall's footprint, both for projects and ongoing operations
• Identify and qualify new opportunities in the government space and any tangential markets
• Operate as the Kendall Group subject matter expert and thought leader on the government opportunities
• Operate as the Kendall Group subject matter expert on the quote process for government contracts, including those related to the Department of Defense (DOD) and the Department of Energy (DOE)
• Work closely with the legal team to understand complex contracts and T&C
• Alongside legal team, actively work to ensure compliance with key internal and external requirements by the Kendall Electric government team
• Advise Kendall leadership on changes to sales processes and product/service offerings to establish Kendall as the premier distributor in the space
• Conduct regular voice-of-the-customer studies to understand the needs of these customers
• Partner with general managers, sales managers, and sales teams to execute strategic sales and marketing plans to achieve sales goals
  
  Identify, evaluate, and develop new business opportunities to expand the business and increase profitability
• Provide input to Kendall sales leadership on current market conditions/trends, significant opportunities for growth, and changing customer dynamics
• Perform other duties as assigned

• Service Excellence
• Customer Focus
• Results, Action Oriented
• Accountability and responsibility
• Teamwork and collaboration
• Process Management
• Planning and organizing
• Strategic Ability
• Inspiring & Motivating Others
• Decision quality

• Work Experience: Minimum 5 years of experience in sales or business development; 2 years of experience working with government contracts and knowledge of bid and RFQ process
• Education: Bachelor's degree in relevant field
• Computer
  
  Skills:
  
  Experience working with MS Office
• Organization
  
  Skills:
  
  Well-organized with the ability to multi-tasking and shift priorities as needed
• Cross-functional skills: Ability to work well cross-functionally; provides excellent internal and external customer service
• Communication
  
  Skills:
  
  Ability to communicate well with all levels of the organization; excellent negotiating skills;…