Senior Business Development Manager, NAVSEA

Role Overview

Darley is currently seeking a Senior Business Development Manager for NAVSEA accounts. The ideal candidate is a retired Senior Naval Officer or Senior Enlisted having served in the following capacity:
Defense acquisition and program management, NAVSEA, Naval Surface Warfare Centers, and Program Executive Offices. Candidate must have a thorough understanding of the NAVSEA community and program level management that supports the Navy. Candidate would collaborate with our Navy Team, government customers, industry partners, and develop strategies for supporting Navy requirements and acquisitions while driving sales for our Navy Team and company growth.

The desired location for this role is Washington DC, or Mid-Australian region.

The Senior Business Development Manager hunts for sales opportunities and closes deals at an aggressive pace. To succeed and generate revenue in a competitive environment, this position must be completely knowledgeable on their Customer base/assigned territory, apply the training and coaching received from the Company, create tremendous relationships with both Customers and Vendors, respond and engage with a sense of urgency, be fully compliant with the rules and regulations in Government contractual sales, contribute with passion to the Team and always be proactively prospecting for new Customers.

The over‑arching goal of this role is to drive deals upstream so that the Company has the best chance of winning the award. The Senior Business Development Manager reports to the Force Lead of that particular team.

Founded in 1908, W.S. Darley & Co. (Darley) remains a family owned and operated business, supplying the highest quality equipment solutions to its military and first responder customers. With origins in the equipment distribution and Midwest manufacturing, Darley offers a family of leading innovative emergency equipment brands and innovative solutions. Darley prides itself on delivering the highest quality solutions and services from its corporate headquarters in Itasca, IL and its ISO 9001:2015 certified manufacturing operations in Chippewa Falls, WI and Janesville, IA.

Darley also maintains offices in six countries worldwide.

Darley Defense, a division of the W.S. Darley company, specializes in using existing contracts to distribute products and services to the Federal Government. Darley Defense specializes in special operational equipment and fire and emergency services.

• Geographical areas:
  • Washington, DC
  • Virginia Beach, VA
  • San Diego, CA
  • Crane, IN
  • Philadelphia, PA
  • Panama City, FL
  • Others as required
• Understand Darley products, services, contract benefits and value proposition and enthusiastically communicate these during direct sales activities.
• Develop and drive business opportunities within Navy programs, NSWC’s, NAVSEA, PEO’s, & Joint Service programs
• 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.
• Und…