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National Industries for the Blind · 2 months ago

Sales Manager, Business Development, Prime Contractors

Alexandria, VA

Full-time

Onsite

Senior Level, Lead/Staff

$88K/yr - $110K/yr

8+ years exp

National Industries For The Blind is focused on providing comprehensive services to federal and DOD agencies, and they are seeking a Sales Manager for Business Development to drive account growth through the expansion of existing products and the introduction of new offerings. The role involves developing relationships with prime contractors and federal civilian agencies, managing business opportunities, and implementing effective sales strategies.

ConsultingEmploymentStaffing Agency

Responsibilities

Connect with Prime Contractors (large & small) to develop teaming opportunities

Focus on NIB service capabilities (Contact Centers, Supply Chain Management, Records Management, etc..) for growth opportunities

Develop relationships with federal civilian and DoD procurement personnel to incorporate acquisition strategies for NIB set-asides within contract requirements

Identifies, develops, pursues, captures, and wins new business for NIB by selling NIB capabilities

Engage Decision Maker/Action Officer-level to develop and implement an effective, enterprise-wide strategy that maximizes the value delivered by NIB’s products and services

Identifies and Qualifies opportunities utilizing established criteria and processes

Creates Strategic Account Plan and Annual Business Plan to establish Focus of Effort, Critical Success Factors and Critical Vulnerabilities

Execute strategy and plan, to include the development/implementation of formal call plans to achieve strategic objectives

Maintains competitive knowledge and focus of assigned Account/DOD market space

Executes call plan to ensure frequent/continuous engagement with client base and development/sustainment of favorable client relationship management

Maintains current, accurate, complete record of opportunities in SalesForce

Utilizes search engines to aid in prospecting/monitoring opportunities – to include, but not limited to, SAM.gov, GovWin, USASpending.gov, Agency-specific sites (e-Commerce, NECO, etc.)

Participates in recurring Step Reviews and Pipeline Reviews

Provides Weekly/Monthly Activity Reports, and sales opportunity reports/ forecasts as required

Participate in and conduct AbilityOne orientation and education across assigned accounts on a regular/recurring basis

Develop strong ABOR-level relationships within federal agency accounts to drive new business opportunities

Qualification

Federal/DOD business developmentSales process managementDOD procurement knowledgeSalesForceMS Office SuiteCustomer careProcess improvementEthics/IntegrityJob knowledge/Technical skillsCommunication skills

Required

Undergraduate degree in business administration, logistics, supply chain management or related field from an accredited university or college. An equivalent combination of education and experience may also be acceptable

Experienced Federal/DOD business developer with 8+ years in the Federal/DOD marketplace and a proven track record of direct sales of products and services

Must have comprehensive understanding and extensive experience in the DOD and select Federal agencies' complex procurement process and purchasing cycles, to include, but not limited to knowledge of the FAR/DFARS

In-depth knowledge of existing NIB products and services capabilities

Ability to prospect, build and manage excellent Flag/SES and Senior-level relationships and consult with decision Maker/Action Officer-level to develop and implement an effective, enterprise-wide strategy that maximizes the value delivered by NIB's products and services; serves as a trusted advisor, offering added value, insightful and strategic insight into their mission requirements

Demonstrates strong intellect, initiative, critical thinking, executive presence, sales acumen, and pursuit endurance

Outstanding written and oral communication skills, including mastery of formal presentations; highly collaborative; demonstrates sound soft skills and interpersonal communications abilities and negotiating skills

Experience in developing and implementing business sales plans to lead NIB in achieving its goals & objectives through the current services and products portfolio

Intimate knowledge of the full life cycle of the sales process from prospecting to close with emphasis on front-end development/capture; familiar with the Shipley methodology

Strong understanding of Federal/DOD Supply Chain policies, processes, and procedures. Proficient in account planning and management

Possesses competitive knowledge & focus of Federal/DOD market space

Pursues business opportunities of significant size and complexity, to include IDIQ/MAC, GWAC, Large Agency/DOD/GSA vehicles

Ability to offer added value and strategic insight into the federal business environment

8+ years of direct Federal/DOD sales experience – prospecting, identifying, qualifying, pursuing, winning new business; measurable/quantifiable recent/relevant results

SalesForce user a plus

MS Office Suite skills necessary

Local and U.S. travel – Up to 40 percent; candidate must be willing to travel, up to 40%, to Federal/DOD agencies in CONUS

Company

National Industries for the Blind

Building Careers for People Who Are Blind Despite continued gains in employment, people who are blind remain one of the nation’s greatest untapped labor resources.

Founded in 1938

Alexandria, Virginia, USA

51-200 employees