Director, Business Development

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Full Time Sales Laurel, MD, Laurel, MD, US

We are seeking a highly motived Director, Business Development who will maintain and expand relationships with strategically important customers. Assigned to a territory, the Director, Business Development is responsible for achieving sales quota, assigned strategic account objectives and management and growth of sales representatives within the Territory.

• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively leads a joint, strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period, for assigned customers.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary ARA personnel.
• Accurate and up to date customer procurement forecasting; identifying and calibrated input from customer staff, influencer, and decision makers within the account and or program of interest.
• Salesforce CRM entry, support, reporting, and regular periodic tracking updates, including stage management, value, PGO, PWIN, and closing dates.
• Adopting and developing guidance knowledge of standard antenna product lines.

• Accountability - Ability to accept responsibility and account for his/her actions.
• Job Knowledge
  - Understand facets of job, aware of duties and responsibilities, keeps job knowledge current.
• Communication – Ability to communicate thoughts clearly, both oral and written.
• Dependability – Meets deadlines, works independently, accountable, maintains focus, good attendance record.
• Quality – Strives to eliminate errors, accurate work is a priority, seeks opportunities to improve products/services.
• Ethics – Honest, accountable, maintains confidentiality.
• Initiative – Acts, seeks new opportunities, strives to see projects to completion.
• Decision Making – Able to reach a decision, takes thoughtful approach when considering others, makes difficult decisions.
• Customer Service – Works well with customers, promotes a positive image of the company, strives to solve issues raised by customers.
• Sales Skills – Understands marketplace, works to meet prospect/customer needs, effective closing technique.
• Technical Skill – Maintains current knowledge of processes/equip, uses technology to increase performance/productivity.
• Sales Goal – Strives to maintain sales quota, respect, and achieve sales goals.

• Experience in identifying, planning, and capturing key DoD programs.
• Ability to lead a multi-function team.
• Contemporary knowledge of associated DoD acquisition programs, DoD budgeting and acquisition lifecycle (planning through award)
• Proficiency in CRM software, such as Salesforce.
• Knowledge of account relationship management strategies.
• Ability to both create and close deals.
• Military experience, a plus
• Understanding of DoD contracts.
• Ability to qualify for security clearance, a plus.

• Bachelor’s degree (Engineering or Business or a related field a plus)
• Technical degree or 10+ years of industry experience preferred.

Antenna Research Associates, Inc. and its subsidiaries encourage diversity in the workplace; we are an Equal Opportunity Employer. Race/Color/Gender/Sexual Orientation/Gender/ Identity/Religion/National Origin/Disability/Veteran