Apply on Employer Site

Darley · 1 day ago

Senior Business Development Manager- USAF

Itasca,IL,US

Full-time

Hybrid

Senior Level

$140K/yr - $160K/yr

5+ years exp

W.S. Darley and Co. is seeking a Senior Business Development Manager as part of the Air Force portfolio. The role focuses on hunting for sales opportunities, building relationships with military customers, and driving deals to ensure the company wins contracts.

ConsultingLegalRetail

No H1B

U.S. Citizen Only

Responsibilities

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

Qualification

Military operations knowledgeAcquisition processes understandingSales experience with militaryMS Office proficiencyPublic speakingCustomer service commitmentTeam buildingLeadershipCommunication proficiency

Required

Bachelor's degree

Military O-5 / E-9 level or above of leadership and management

2-5 years of experience either working / overseeing acquisition efforts while a uniformed service member or industry representative selling to military or government

Thorough understanding of Air Force military operations and acquisition processes

Retired military with acquisition, government procurement or supply experience

5-10 years of experience selling to military / government or working in acquisition fields inside the government

1-2 Tours at Major Command, either in parent service or a joint assignment

Working experience with MS Office suite of products, especially Excel to perform business analysis and reporting

Understanding of government contracts and purchasing vehicles