Chippewa Falls Area Chamber of Commerce

Senior Business Development Manager – APG

Chippewa Falls Area Chamber of Commerce

full-time

Posted on:

Location Type: Hybrid

Location: Aberdeen • Maryland • United States

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Salary

💰 $140,000 - $160,000 per year

Job Level

Senior

About the role

  • Understand Darley products, services, contract benefits and value proposition and enthusiastically communicate these during direct sales activities.
  • 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 strong opportunity exists, develop engagement plan and confer with Force Lead/ VP of Sales & BD to determine if a multi-person effort should be executed.
  • After 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 system.
  • Partner with suppliers to provide best products & values to meet customer requirements.
  • Brainstorm and develop innovative strategies to win business.
  • Enter updates and maintains 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.
  • Conduct cold calls, either face to face or via telephone, to prospect new business.
  • Work with support teams (purchasing, accounting, warehouse, etc.) to ensure that all information is up to date in the system and that orders are delivered in a timely fashion.
  • Follow-up on closed sales to ensure delivery and quality were as promised.
  • Monitor and report on market and competitor activities.

Requirements

  • Bachelor’s degree.
  • Master's degree in business related study or Defense Strategic Studies preferred.
  • Top Secret Security Clearance preferred.
  • Military leadership experience at the O-5 / E-9 level or above.
  • 2–5 years of experience working in or overseeing acquisition efforts.
  • Thorough understanding of US ARMY operations, capability development, and program management, acquisition processes.
  • O-5 / O-6 as the last military rank held preferred.
  • Experience at Aberdeen Proving Ground (APG), PEO C3T, PEO IEW&S, CECOM, DEVCOM, ATEC, ACC-APG, or HQ-level roles within the US ARMY preferred.
  • DAU Level II/III Program Management certification preferred.
  • 5-10 years of experience selling to military / government or working in acquisition fields inside the government preferred.
  • Working experience with MS Office suite of products, especially Excel to perform business analysis and reporting.
Benefits
  • PTO
  • Paid Holidays
  • Tuition Reimbursement
  • Health & Wellness Reimbursement
  • Medical
  • Dental
  • Vision
  • Life & Disability
  • HSA with Darley contribution
  • FSA
  • 401K/Roth with match and profit sharing
  • Darley paid life insurance
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
acquisition processesbusiness analysiscontracting vehiclesfunding methodssales strategiescustomer relationship managementquote generationneeds discoverymarket analysisreporting
Soft Skills
communicationrelationship buildingpersuasionproblem solvingcreativityleadershipcollaborationnegotiationpresentationcustomer service
Certifications
Bachelor's degreeMaster's degreeTop Secret Security ClearanceDAU Level II Program Management certificationDAU Level III Program Management certification