Sales Manager, Business Development, Prime Contractors

Job Details

• Level: Experienced
• Job Location:
  
  NIB HQ - Alexandria, VA 22305
• Position Type:
  Full Time
• Education Level: Bachelors
• Salary Range: $87,696.00 - $ Salary/year
• Travel Percentage:
  Up to 40%
• Job Shift: Day
• Job Category:
  Business Development

• Job Title:
  
  Sales Manager, Business Development – Prime Contractors
• Area of Responsibility:
  Federal/DOD
• Department:
  Business Development
• Reports to:
  
  Director, Business Development
• Location:
  
  Alexandria, VA
• Grade: 19
• FLSA Status:
  Exempt

This position is responsible for account growth through both the expansion of existing products and services, and the introduction of new products and services. This position will have a primary focus on prime contractors and federal civilian agencies and is responsible for driving new business within those accounts.

None

Ongoing communication with employees of other NIB divisions, supervisory personnel, NIB associated agencies’ personnel, DOD components and select Federal agencies and individual state government personnel as well as commercial entities.

• Employees in Other Divisions Regular/Ongoing
• Supervisory Personnel Regular/Ongoing
• Associated Agency Personnel Regular/Ongoing
• Federal/DOD Agencies Regular/Ongoing

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.

• Accountability
• Communication Skills
• Ethics /Integrity
• Customer Care
• Job Knowledge/ Technical Skills
• Process Improvement

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

• 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…