Director, Business Development, Army

This is a fully remote position, open to applicants in Florida, +2 more states.

📋 Description

• Directly contribute to revenue generation while enhancing and influencing overall field sales performance within the service sector.

• Collaborate with the VP and Business Unit Leader to implement sales strategies, territory coverage models, and performance priorities.

• Provide support to sales managers and representatives through coaching, deal strategizing, and escalation assistance, while promoting accountability and execution discipline.

• Create and implement territory and account plans that align with corporate objectives.

• Manage an active pipeline of opportunities, quotes, and orders effectively.

• Propel opportunity progression from identification to order execution.

• Cultivate direct customer relationships and actively engage in key deals, strategic accounts, and complex sales efforts as both a seller and a leader.

• Build and sustain strong relationships with end users, contracting offices, and program stakeholders.

• Conduct regular in-person customer visits, briefings, and discussions on solutions.

• Identify customer needs and translate those requirements into product and service solutions.

• Act as the primary field contact for assigned accounts.

• Maintain a solid understanding of DoD budget cycles, appropriations, and funding mechanisms as they influence customer purchasing behavior.

• Keep track of customer programs, funding schedules, and mission priorities.

• Collaborate with strategy, business development, and capture teams to synchronize field sales activities with long-term pursuits.

• Work alongside inside sales, contracts, pricing, and operations teams to facilitate order fulfillment and enhance customer satisfaction.

• Coordinate vendor relationships, ride-alongs, and product demonstrations.

• Relay competitive intelligence, market trends, and customer feedback to leadership.

• Function as a player/coach by mentoring and supporting Field Sales Representatives, offering guidance on account strategies, customer engagement, and opportunity progression without being solely responsible for team outcomes.

• Ensure accurate records in CRM (Salesforce), including forecasts and pipeline reporting.

• Prepare sales reports, expense reports, and necessary administrative documentation.

• Interface and communicate effectively with the management team, staff, customers, subcontractors, vendors, business partners, and suppliers.

• Assume ownership and responsibility for all facets of the customer and team sales process.

• Maintain and update a Google calendar that includes client calls, travel, and active sales pipeline management.

⛳️ Requirements

• Over 10 years of experience leading field sales teams in the DoD or federal markets.

• Proven success in coaching quota-carrying sales teams to achieve revenue targets.

• Extensive knowledge of Navy and Marine Corps procurement environments.

• Strong understanding of federal procurement, contracting, and customer environments.

• Prior military experience is strongly preferred.

• Bachelor’s degree preferred or equivalent industry experience.

• U.S. citizenship and eligibility to work in the United States are required. This position necessitates the ability to obtain and maintain a U.S. government security clearance.

• **COMPUTER SKILLS**

• Proficient in Microsoft Office Suite and Google Office Suite.

• Experience utilizing Salesforce for pipeline management and forecasting precision.

• Skilled in internet research and information retrieval.

• Familiarity with NetSuite or any ERP system is a plus.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and supportive work culture.